We are seeking a highly motivated individual that has experience in pre-sale/post-sales B2B SaaS sales (preferably in selling to security personas). The individual will be joining the ANZ Commercial team based in Sydney to help drive the business forward with a consultative approach to the pre-sales process.
Someone successful in this role will have a passion for a career in a high growth & fast scaling B2B SaaS organisation. A successful Account Executive will be able to work in collaboration with Customer Solutions Engineers to drive deal cycles that help secure and grow Annual Recurring Revenue (ARR). The individual also needs to be enthused about joining an early stage startup and helping to shape their own career within the organisation.
Commercial Credo
- Discipline, extreme focus & consistency are the only key to success
- Customer outcomes & others first, always. This is not about you.
- Help each other, collectively we can win, alone we can’t
- Humbleness & integrity, no compromise
- Continuous learning to achieve leading product & market knowledge
- Trust as a default, don’t lose it! You get it once
- Own your business, analyse the data, focus on the metrics
- Love ecosystem selling, it will help you win
- Excellence is not a skill, it's an attitude
- If you’re going through hell, keep going
What you'll do
- Run the sales process from qualification through to close
- Translate our value proposition into the customer’s language and solve the customer’s pain points
- Use curiosity in order to understand the prospect’s challenges and begin, run & close a deal cycle
- Perform against an annual revenue target
- Effectively use CRM to track metrics & performance
- Support in-region marketing campaigns and partner events
- Identifying potential new business opportunities and developing long-term partnerships
- Deliver customer-centric value based presentations and solution demonstrations
- Demonstrate an ability to work autonomously and as part of a team
- Contribute directly to attaining or exceeding quarterly and annual objectives assigned by management
What we’re looking for
Required
- Understanding of B2B SaaS sales cycle
- Strong understanding and knowledge of Cloud-Native Application Protection Platform (CNAPP)
- Cloud DevOps experience
- Strong verbal and written communication skills, needs analysis, framing, business justification, project execution, and learning on the fly
- Capable of interacting with and influencing C-level decision-makers
- Demonstrated ability to solve for improved business processes and work through complex technical problems
- Willingness to work with minimal direction as part of a team to solve technical and business challenges and
- Exposure to security software solutions
- 3 days in the office (Tuesday to Thursday)
Preferred
- Previous experience in Cloud Security environment
- Ability to communicate with various styles of recipients
- Flexibility to be able to work in a rapidly changing, fast-paced environment
- Adaptability to work with multiple internal tools
- Self-motivated
- Coachability - The ability to receive feedback and utilise it in a positive effective manner
