Location: Australia (Remote)
Employment Type: Full-time
Department: Sales & Business Development
Experience: 3–5 years in B2B technology sales
Role Overview
The Account Executive will be responsible for driving new business development, managing the sales pipeline, building relationships with key decision-makers, and closing enterprise technology services deals across Australia.
The ideal candidate will have experience selling IT consulting, SaaS, cloud, CRM, or enterprise integration solutions, along with a strong understanding of consultative selling and the Australian B2B technology market.
Key Responsibilities
1. Business Development and Lead Generation
- Identify and develop new business opportunities across the Australian market.
- Build a pipeline of prospective customers in industries such as banking and financial services, healthcare, retail, manufacturing, and higher education.
- Research target accounts and engage decision-makers, including CIOs, CTOs, IT Directors, Heads of Integration, and Salesforce leaders.
- Generate leads through outbound prospecting, LinkedIn, email campaigns, networking, referrals, and industry events.
- Identify opportunities for Salesforce, MuleSoft, API management, enterprise integration, and Agentforce services.
2. Sales and Revenue Growth
- Own the end-to-end sales cycle, from prospecting and qualification to proposal development, negotiation, and deal closure.
- Understand customer business challenges and recommend suitable technology solutions and consulting services.
- Develop account plans, sales strategies, and revenue forecasts.
- Prepare proposals, presentations, statements of work, and commercial offers in collaboration with technical teams.
- Consistently work toward assigned sales targets and revenue objectives.
3. Account Management and Relationship Building
- Build and maintain strong relationships with new and existing customers.
- Identify upselling, cross-selling, and account expansion opportunities.
- Conduct discovery meetings to understand customer priorities, technology environments, and business objectives.
- Coordinate with delivery teams to support customer satisfaction and long-term partnerships.
- Maintain regular communication with prospects and customers throughout the sales cycle.
4. Partner and Market Development
- Build relationships with Salesforce and MuleSoft ecosystem partners, technology vendors, and consulting firms.
- Identify opportunities for joint selling, strategic partnerships, and collaborative engagements.
- Monitor Australian market trends, competitor activities, customer demand, and emerging technology opportunities.
- Represent NJC Labs at relevant business meetings, networking events, and industry conferences.
5. Sales Operations and Reporting
- Maintain accurate lead, account, opportunity, and activity records in the CRM.
- Track pipeline progress, conversion rates, sales forecasts, and revenue performance.
- Provide regular reports on sales activities, market opportunities, and business development results.
- Collaborate with marketing teams on campaigns, events, and demand-generation initiatives.
Required Qualifications and Skills
- Bachelor’s degree in Business Administration, Marketing, Information Technology, or a related field.
- 3–5 years of experience in B2B sales, account management, business development, or technology consulting sales.
- Proven experience in lead generation, pipeline development, client engagement, and deal closure.
- Strong understanding of enterprise IT services, cloud solutions, SaaS, CRM, or digital transformation.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Ability to engage senior business and technology stakeholders.
- Experience using CRM platforms such as Salesforce, HubSpot, or similar tools.
- Strong organizational skills, commercial awareness, and a target-oriented mindset.
- Willingness to travel within Australia when required.
Preferred Qualifications
- Experience selling Salesforce, MuleSoft, API integration, cloud consulting, or enterprise application integration services.
- Existing professional network within the Australian technology and enterprise business ecosystem.
- Experience working with mid-market and enterprise accounts.
- Familiarity with consultative selling, solution selling, and complex B2B sales cycles.
- Understanding of AI-powered business solutions, Salesforce Agentforce, and automation services.
- Experience working with technology partners and distributed delivery teams.
Key Performance Indicators (KPIs)
Performance will be measured against agreed sales and business development objectives, including:
- Qualified leads and new opportunities generated.
- Sales pipeline value and pipeline growth.
- Number of customer meetings and discovery calls.
- Proposal-to-opportunity and opportunity-to-close conversion rates.
- New customer acquisition and revenue generated.
- Achievement of quarterly and annual sales targets.
- Growth of existing accounts and strategic partnerships.
- Accuracy of CRM records and sales forecasting.
What We Offer
- The opportunity to contribute to NJC Labs’ growth in the Australian market.
- Exposure to enterprise customers and emerging technologies across Salesforce, MuleSoft, integration, and AI.
- Collaboration with experienced technical, sales, and delivery teams.
- Opportunities for professional development and career progression.
- A performance-driven environment with compensation aligned to the role and experience.