Account Executive (Key Accounts) - Sydney

Job description

### Get to know us Ideals is a global B2B SaaS product company recognized as [the most highly rated and customer-centric brand](https://www.g2.com/categories/virtual-data-room?tab=highest_rated) in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours. [Ideals Virtual Data Room (VDR)](https://www.idealsvdr.com/): Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions. ### The role To support Ideals' rapid growth in Australia, we are looking for our first **Enterprise Account Executive** to focus on our enterprise segment in **Sydney**. You’ll join our two Key Accounts Sales teammates in Sydney. Unlike our M&A advisory-focused motions, you'll sell directly to enterprise companies across industries like energy, pharma, biotech, and telecommunications. As a quota-carrying strategic seller, you’ll grow revenue, acquiring new enterprise accounts and expanding existing ones. Expect 6- to 9-month sales cycles, deep discovery conversations, and consultative selling that often means displacing an incumbent vendor. You’ll open a new growth channel for Ideals in Australia, with real ownership over how we approach the corporate market. **Compensation package:** 50% base salary; 50% performance-based variable. ### Why Ideals? - **Market-leading position:** 18+ years in the VDR business, powering 10%+ of global M&A activity, with a 31% CAGR against competitors' 11%. - **Mature high-trust sales org:** [Great Place To Work® Certified](https://www.greatplacetowork.com/certified-company/104576222) in the US and the UK. Ideals ranks in the top 20% of over 15,000 sales orgs on [RepVue](https://www.repvue.com/companies/iDeals), as rated by sales professionals. Expect strong Sales Enablement, RevOps, Marketing support, and a structured onboarding ramp. - **Real scale-up trajectory**: Profitable and bootstrapped, with 5x revenue growth and unicorn status targeted in the next five years. ### What you will do - Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos) - Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual) - Maintain "White Space" analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base - Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI - Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes - Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals - Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting - Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Commercial Sales to maximize revenue and customer satisfaction ### What you bring - 2–7 years of demonstrable quota-carrying success in B2B sales - Proven track record of managing lengthy or complex enterprise sales cycles - Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations - Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger) - Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations - High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries - High AI fluency and advanced CRM tracking skills - Advanced English (C1+ level) ### Nice to have - Fluency in an additional language - Background in SaaS, financial technology, or information security sectors - Familiarity with enterprise M&A use cases and corporate compliance workflows ### Our assessment process - Screening call with the Talent Acquisition Specialist (30 mins) - Hiring Manager interview & Discovery Call Role-Play (60 mins) - Executive Presentation Role-Play with the Hiring Manager (60 mins) - Competency-based interview (CBI) (60 mins) ### What we offer We highly value our people, so we will empower you with all the resources and support to help you reach your full potential. ### For your best work - Remote-first flexibility to shape your ideal workday - Home workplace budget - Co-working expense coverage - Individual IT budget for extra equipment - Top-tier tech and AI-powered tools ### For your growth - Access to Ideals Academy with numerous courses - Investment in external learning and development activities - Guidance in Personal Development Plan creation - Professional literature and subscriptions coverage - Support of your passion as a speaker or writer - Internal talent mobility opportunities ### For your well-being - Tailored Wellness Package for your physical and mental health - Funding for sports competitions - 20 business days of paid time off per year - Paid health-related time off ### Extra perks - Budget for meetups with your local team - Generous internal referral program ### Our culture Commitment, Excellence, Collaboration, Trust and Care are core values to the Ideals team. For us, these are the principles that every Idealer lives and breathes. We are on the lookout for like-minded individuals who share our values. By doing so, we create a team where talents feel at ease and work to the best of their abilities. [Discover more](https://ideals.jobs/our-culture/). **Ideals is an equal opportunity employer** Ideals is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people from all walks of life. We don’t discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, or citizenship.