Client Account Executive (B2B Member Growth)

Client Account Executive (B2B Member Growth) Apply here! About Blue Light Card Blue Light Card is the UK’s leading loyalty and discount platform supporting frontline and essential workers with access to unrivalled offers and meaningful everyday savings. We partner with organisations across healthcare, education, emergency services, and other essential industries to deliver real value to their people. Blue Light Card Australia has been operating for three years and is now in an exciting period of rapid growth. Backed by the strength and success of our UK parent brand, we operate with the energy, agility, and ambition of a startup. It’s a genuinely exciting time to join us as we grow our footprint, shape our local proposition, and expand our member community. Our team is growing, and we’re looking for individuals who can make a real impact quickly. Role Overview We are seeking a highly driven Account Executive to drive our B2B outbound sales efforts and secure new acquisitions from employers and member organisations within frontline and essential worker industries. This role is hands-on and execution focused. You will need deep expertise in outbound lead generation, pipeline development, meeting setup, and delivering compelling presentations to senior stakeholders. The ideal candidate has experience selling into government, the public sector, or essential worker industries, and is comfortable owning the full sales cycle with a high degree of autonomy and accountability. Mission Drive new member acquisition for Blue Light Card by consistently identifying, engaging, and onboarding B2B partner organisations who will champion and promote the Blue Light Card program to their eligible workforces. Outcomes & Responsibilities • Outbound Sales & Pipeline Growth: Proactively build, manage, and scale a robust B2B pipeline of target partner organisations through structured outbound efforts (cold outreach, email, LinkedIn, cold calling, and referrals). • Sales Cycle Ownership: Manage the end-to-end sales cycle with high urgency and ownership—from initial cold outreach and discovery calls to running tailored product demos and closing deals. • Consultative & Value-Led Presentations: Tailor pitches and value propositions to meet the specific needs of public sector and essential worker organisations, utilising a highly consultative, solution-led approach. • Navigating Complex Sales Cycles: Strategic follow-up and creative problem-solving to navigate longer, multi-stakeholder procurement and decision-making processes typical of government and institutional environments. • Relationship Management: Build strong, trust-based relationships with key decision-makers, influencers, and procurement stakeholders, acting as a trusted advisor who clearly articulates the mutual value of a BLC partnership. • Pipeline Cleanliness & Reporting: Maintain immaculate data integrity, pipeline tracking, and forecasting within HubSpot. • Internal Collaboration: Partner closely with internal teams (Marketing, Product, Client Success, and Member Services) to ensure seamless partner onboarding and long-term engagement. • Leverage Sales Tech & AI: Actively use AI tools and modern sales tech to prepare for conversations, accelerate prospect research, and maximise daily sales productivity. Required Experience & Skills • 3–5 years of sales experience, with a proven track record in outbound lead generation and consultative B2B sales. • Demonstrated success in building a pipeline and closing deals from self-generated, cold outreach. • Industry experience selling into (or working with) government, the public sector, healthcare, education, emergency services, or essential-worker-focused organisations. • Strong presentation and storytelling skills, with the confidence to pitch and influence senior executives and decision-makers. • Experience navigating complex, multi-stakeholder decision-making units and longer sales cycles. • Proficiency with CRM systems (HubSpot preferred) and modern sales engagement tools. • Excellent communication, negotiation, and relationship-building skills. • A self-starter mindset with the drive to hit personal targets while actively contributing to a collaborative team culture. Preferred / Nice-to-Have • Experience selling SaaS, digital platforms, HR tech, or employee benefits/loyalty solutions. • Familiarity with government or enterprise procurement and security compliance processes. • An existing network or deep understanding of frontline and essential worker sectors in Australia. Our Culture At Blue Light Card, our members are at the heart of everything we do, and our incredible team makes it all possible. We are dedicated to creating a workplace where people genuinely love what they do and where high-performing individuals can thrive. We are a tight-knit team motivated by shared values and a collective mission to support the people who keep our communities safe. We work hard, support one another, and always make room for fun. Our Sydney office, located in the heart of the CBD (near Town Hall), is where ideas flow, snacks are plentiful, and teamwork thrives. What We Offer • Flexible Working: Hybrid working model with flexible hours. • Generous Leave: 24 days annual leave + your birthday off + volunteer & moments that matter leave • Bonus Scheme: Access to the company bonus program. • Health & Wellness: A $1,000 annual contribution towards your private health insurance. • Growth & Development: A $1,000 annual personal development and growth fund. • Family Support: Paid parental leave. • Great Workspace: Casual Dress & Modern Office - Come as you are and enjoy a modern workspace with city views, a fully stocked kitchen, and end-of-trip facilities. • Support Systems: Access to a comprehensive Employee Assistance Programme (including mental health support). • Perks: Your very own Blue Light Card to enjoy the discounts you help bring to frontline heroes. #LI-Hybrid Division Blue Light Card Australia Locations Sydney Remote status Hybrid Employment type Full-time