Associate Account Executive - a pathway into B2B SaaS sales
Job description
The Associate Account Executive role is designed for a proven salesperson who wants to build a career in B2B SaaS. You do not need previous SaaS or Procurement experience — you do need genuine sales experience, strong sales fundamentals, a great work ethic, and the hunger to learn and win.
We will invest in your development and give you real customer exposure from day one. This is a hybrid role working from our Melbourne offices 2 days per week.
Why this role is differentThis is not a traditional entry-level sales role. You will own customer relationships, create opportunities, and begin selling early. Bring the sales foundation, attitude, and work ethic, and we will provide the product knowledge, coaching, systems, and support to help you build a career in SaaS sales.
What you'll do- Manage and grow an assigned portfolio of existing customers, building strong relationships and identifying opportunities for expansion.
- Generate pipeline through structured outreach — sequences, phone calls, follow-up, and proactive customer conversations.
- Lead initial customer conversations, and create and qualify opportunities, with scripts, coaching, and senior support.
- Progress smaller sales opportunities through the sales cycle with guidance, building toward greater ownership as your capability grows.
- Recognise when an opportunity needs additional expertise, and bring in our VP Growth, Senior Account Director, Solutions Directors, or other relevant stakeholders.
- Work closely as part of a sales team — sharing information, supporting colleagues, and contributing to team success.
You will be mentored by a top-performing senior salesperson and coached by our Solutions Directors, through structured coaching, call reviews, customer conversations, product training, and hands-on selling. We expect you to get into customer conversations early, but you will not be left to figure out complex opportunities on your own. You will also have access to dedicated online sales training resources, and material covering our products and processes.
Over time, you will build capability in:
- B2B SaaS and enterprise software sales — prospecting, discovery, qualification, value selling, and opportunity management.
- Our Source to Pay products, and how to connect customer pain points to meaningful business and commercial outcomes.
- Disciplined CRM management — pipeline, next steps, forecasting, and customer activity.
- How enterprise SaaS renewals work, and how to support and manage renewal conversations.
- How SaaS contracts are structured, and the fundamentals of commercial negotiation.
- Working effectively with Solutions specialists during more technical product conversations and demonstrations.
- Proven sales experience and comfortable generating your own meetings and opportunities, including by phone. Previous B2B SaaS experience is not required.
- A strong work ethic, consistent effort, and a can-do attitude.
- Strong attention to detail and high-level organisational skills.
- Coachability, curiosity, and a willingness to ask for feedback and apply it.
- Confidence speaking with customers, and the judgment to know when to bring others into a conversation.
- A team-oriented approach — generous with knowledge and comfortable with transparency and feedback.
- AI literacy and adaptability. We use AI tools daily across functions — Claude, search, code generation, data analysis. You don't need expertise, but we expect you to learn and adopt new tools quickly, stay curious about how they work and where they add value, experiment and iterate rather than accept outputs at face value, and stay current as the landscape shifts.
This role has a clear pathway for strong performers to take on larger opportunities and greater commercial responsibility over time, progressing through our Account Management career structure. Internal promotion is a major focus for our organisation, and we are looking for people who want to progress their careers to match.
We welcome applications from people of all backgrounds and encourage candidates from marginalized communities to apply. If you need adjustments during the interview process, please let us know — we’ll do our best to support you. Please note:
You must have the legal right to work in Australia.
A police record check will be required as part of the process.
