Snr Account Executive ANZ

The Account Executive ANZ is responsible for driving new revenue growth across Australia and New Zealand. This is a fully commercial, customer-facing role focused on acquiring new clients, converting qualified opportunities, and expanding Great Place to Work® (GPTW) market presence across Australia and New Zealand (ANZ).

You will build and convert a pipeline of new business through proactive outbound prospecting and effective follow-up of inbound leads. You will own the end-to-end new business sales cycle, from first contact and discovery through to proposal development, commercial negotiation, and deal closure. You will identify priority target accounts and position GPTW as the partner of choice for organisations seeking to strengthen culture, employee experience, and employer branding.

This role requires a proactive hunter mindset, strong commercial discipline, and the confidence to lead senior-level sales conversations. You will work closely with the Regional New Business Sales Director, ANZ market lead and marketing team to execute market growth priorities.

JOB DESCRIPTION

In this growth role, you will generate, progress, and close new business opportunities across ANZ. You will take personal ownership of creating opportunities through outbound prospecting and converting inbound interest into qualified pipeline and revenue. You will lead sales engagements, drive disciplined pipeline management, and establish GPTW as a trusted advisor for culture and employer branding solutions.

New Business Acquisition & Sales Execution

• Own the full new business sales cycle across ANZ, from outbound outreach or inbound enquiry through to discovery, proposal, negotiation, and close.
• Build and manage a pipeline of qualified prospects aligned to defined ideal customer profiles and go-to-market priorities.
• Lead commercial negotiations including pricing, contract terms, multi-year agreements, and implementation timelines.
• Confidently articulate GPTW’s value proposition, linking culture improvement and employer branding outcomes to business impact and return on investment.
• Maintain disciplined sales process execution within HubSpot, ensuring accurate stage progression, forecasting, and reporting.

Outbound Prospecting and Opportunity Creation

• Generate new business opportunities through proactive, targeted outbound prospecting.
• Identify priority segments, target accounts, and key decision-makers across ANZ.
• Engage prospects through phone calls, personalised emails, LinkedIn outreach, networking, and consistent follow-up.
• Build relationships with senior HR, People, and C-suite stakeholders, converting initial engagement into qualified sales opportunities.
• Partner with Marketing to align target accounts, messaging, campaigns, and events with outbound prospecting priorities.

Inbound Lead Qualification and Conversion

• Own the timely follow-up and qualification of inbound enquiries and Marketing-generated leads.
• Use discovery conversations to understand each prospect’s needs, assess fit and buying readiness, and agree clear next steps.
• Progress qualified inbound opportunities through proposal, negotiation, and close.
• Maintain structured follow-up with prospects who are not yet ready to buy, working with Marketing on appropriate nurture activity.
• Share feedback with Marketing on lead quality, conversion outcomes, and common customer questions to improve campaign performance.

Forecasting, Reporting & Process Excellence

• Maintain an accurate and up-to-date new business pipeline including deal value, probability, next steps, and expected close dates.
• Provide weekly and monthly sales forecasts aligned to ANZ GTM requirements.
• Ensure consistent documentation of customer interactions, decision criteria, and commercial discussions.
• Contribute to continuous improvement of sales playbooks, outreach sequences, qualification frameworks, and proposal assets.

Cross-Functional Collaboration

• Work closely with the Regional New Business Sales Director and ANZ Market Lead to align territory strategy and account prioritisation.
• Collaborate with Consulting and Customer Success to ensure smooth handover post-sale and early customer success.
• Share market feedback and customer insights to improve offerings, messaging, and pricing strategy.

COMPANY VALUES

Great Place To Work ASEAN and ANZ is built upon three core Cultural Beliefs: Smart Moves, One Team, and You Matter. These beliefs underpin all organisational efforts and serve as guiding principles for all employees.

Cultural Beliefs in Practice:

• Smart Moves: Foster sustainable growth through innovation, strategic partnerships, and continuous optimisation.
• One Team: Champion cross-functional collaboration, breaking down silos and fostering unity.
• You Matter: Create an inclusive environment where every individual’s contribution is valued and celebrated.

As a member of the Go-to-Market team, the Account Executive is expected to actively embody and promote these beliefs, ensuring alignment with organisational culture and vision.

SKILLS AND KNOWLEDGE

Educational Qualifications:

• Bachelor’s degree in Business, Sales, Marketing, HR, or a related field preferred.
• Equivalent commercial experience will be considered.

Relevant Experience:

• Proven experience in new business sales, business development, or enterprise account acquisition in a B2B SaaS or professional services environment.
• Demonstrated success meeting or exceeding new business revenue targets.
• Experience building pipelines from outbound prospecting and inbound lead conversion.
• Strong capability in consultative selling, discovery, solution positioning, and executive-level presentations.
• Confidence in negotiation, objection handling, and closing complex multi-stakeholder deals.
• Experience working cross-functionally with Marketing, Consulting, Finance, and Sales Operations.
• Proficiency with HubSpot (or similar CRM) and comfort with pipeline management, forecasting, and reporting.

Personal Characteristics & Behaviours:

• Hunter mindset with strong commercial drive and accountability for results.
• Strategic thinker able to translate market opportunity into actionable territory plans.
• Highly organised with strong time management and prioritisation skills.
• Clear and confident communicator, comfortable engaging senior executives.
• Customer-centric approach with consultative and value-led selling style.
• Analytical and data-informed decision-maker.
• Thrives in a fast-paced, evolving environment with competing priorities.
• Embraces experimentation, continuous improvement, and the use of AI tools to enhance productivity.

WAYS OF WORKING

• This is a remote-first role. Quarterly national travel may be required. Flexibility to connect with global teams across time zones is essential.