Senior Account Executive – GOV

This is a fully remote position, open to applicants in Australia.

📋 Description

• Oversee the entire enterprise sales process from initial prospecting to negotiation and closing.

• Create and implement a territory strategy aimed at achieving sustainable long-term growth.

• Generate a qualified sales pipeline through outbound prospecting, executive networking, partner collaboration, events, referrals, and innovative account strategies.

• Cultivate executive relationships, develop champions, and navigate complex buying committees.

• Lead strategic government initiatives valued at $200K+ ARR across the ANZ region.

• Utilize AI tools and methodologies to enhance prospecting, account planning, productivity, and sales execution.

• Work in conjunction with Solutions Engineers, Customer Success, Marketing, Product, and Partners to maximize customer success and drive revenue growth.

• Ensure accurate forecasting and maintain CRM hygiene while applying MEDDIC principles to identify risks and implement action plans.

• Contribute to the enhancement of sales processes, best practices, and overall team performance.

• Report directly to the Regional Director for ANZ.

⛳️ Requirements

• At least 5 years of experience in complex B2B enterprise software sales.

• A minimum of 10 years of experience selling in the Government sector across ANZ.

• Strong interest in artificial intelligence and its applications within the cybersecurity domain.

• Proficient in utilizing AI-powered tools (LLMs, copilots, automation).

• Demonstrated success in closing new business opportunities generating $200K+ ARR.

• Experience in developing a pipeline through outbound prospecting, executive networking, partnerships, referrals, and events.

• Ability to foster executive relationships, build champions, and navigate complex enterprise buying committees.

• Familiarity with MEDDIC, Challenger Sale, or similar enterprise sales methodologies.

• Strong business acumen and understanding of the current cybersecurity landscape.

• Comfortable working in a fast-paced, remote-first, and highly collaborative environment.

• Entrepreneurial mindset characterized by ownership, accountability, curiosity, resilience, and coachability.

• Passion for delivering long-term value to customers.

• Proficiency in French is an advantage.

🏝️ Benefits

• Competitive salary plus equity options.

• Remote-first flexibility, allowing you to work from anywhere.

• Baseline of 25 days of Paid Time Off (PTO).

• Days off for volunteering.

• Choice of equipment and additional support for remote work and development requirements.

• Two annual in-person gatherings.

• Commitment to equal opportunity employment.