Firmable is the market-leading B2B sales intelligence platform in Asia-Pacific. Our competitive moat is our data — the deepest, most localised company and people dataset in every market we operate in. We've proven the model in ANZ. Now we're scaling it across Southeast Asia and beyond.
The Role
Account Executive sits at the sharp end of Firmable's commercial engine. You will own the full deal cycle from qualified opportunity to closed customer — running tailored demos, navigating buying groups, and converting prospects into customers who stick.
This is not a sit and wait role. You'll think commercially about which deals to invest in, run your own discovery to understand what each prospect actually needs, and customise every demo to land on the specific pain in front of you. You'll work closely with SDRs on handover quality, marketing on what's converting, and leadership on where the market is moving.
This role is based in Sydney, reporting to the Sales Manager.
~75% active selling — demos, discovery, deal progression. ~25% pipeline support, collaboration, and feedback into the GTM motion.
What You'll Own
Deal cycle ownership — handling outbound-generated leads and SDR-booked meetings, qualifying fit, running demos, and closing new business
Tailored demonstrations — conducting engaging, customised sales demos that show Firmable's value against each prospect's specific pain points, not a generic deck
Prospect engagement — discovery that actually uncovers need; nurturing longer-cycle prospects with insight until they're ready to buy
Outbound support — stepping into cold prospecting when needed to generate your own pipeline, and covering inbound on an as-needed basis
Social selling — building a strong LinkedIn presence and network that compounds over time
CRM hygiene — keeping HubSpot accurate and current so forecasting, handovers, and GTM decisions run on clean data
Cross-functional collaboration — partnering with marketing on sequences and conversion, with SDRs on handover quality, and feeding competitor, customer, and product insight back to the teams that need it
Commercial signal — surfacing trends, objections, and opportunities to leadership so we sharpen the GTM motion continuously
What We're Looking For
Must Haves
2+ years in an outbound sales role, ideally fast-paced B2B SaaS with a demonstrable track record of closing new business — you can point to deals you've won and explain how
Strong discovery and demo skills — you tailor to the prospect, not recite the product
Sharp commercial instincts — you think about deals in terms of fit and value, not just activity
Strong time management and attention to detail across a full pipeline
Self-driven, curious, and a natural problem solver — you don't need to be told what to try next
You live and breathe AI tools. You use AI for prospect research, call prep, objection handling, proposal drafting, and workflow automation as your default way of working, not a productivity experiment. In 2026, this is how AEs move fast and you need to already be doing it.
Highly Valued
Experience with sales prospecting and database tools - Firmable, ZoomInfo, Lusha, Apollo, or similar
Prior experience selling into ANZ B2B markets
Startup or scaleup background where you've had to build the playbook, not inherit it
The Environment
Firmable runs lean and ships fast, small senior teams, no layers, minimal process. The GTM team operates at continuous pace, with hybrid or remote flexibility and the autonomy to work how you work best.
We are an AI-native organisation. That means AI isn't a tool we reach for, it's the default operating mode. AI-assisted research, automated workflows, agentic deal support. If you're not already working this way, this role isn't right for you.
Why This Role
Sell the moat — Firmable's data is its primary competitive advantage, and you'll be the voice turning that advantage into revenue
Greenfield territory — ANZ is live and growing fast; the addressable market is enormous and largely untapped
Real career runway — top AEs at Firmable move into senior AE, team lead, or GTM strategy roles quickly; the ceiling is set by output, not tenure