Small Business Account Executive
HubSpot
Senior Account Executive – ANZ
SchoolAI
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇦🇺 Australia
Visit company websiteJob Level
Senior
About the role
- Own the territory: Build and execute a 12-month ANZ territory plan (segments, target logos, events, partners, public tenders)
- Create & progress pipeline: Blend outbound with product-led inbound (PQLs)
- Run tight discovery, multi-thread early, and convert pilots to rollouts
- Deliver compelling demos: Tailor to ANZ curriculum contexts, assessment priorities, and teacher workflows
- Guide complex buys: Navigate DoE / MoE frameworks, panels, RFPs, legal/IT security, and data-privacy reviews
- Commercial excellence: Structure scaled adoption plans (no shelfware), negotiate multi-year agreements, and forecast accurately
- Partner motion: Register deals, co-sell with resellers and associations, and co-host micro PD/webinars
- Cross-functional feedback: Channel market signals to Product / Marketing; influence localisation efforts, feature roadmap, and collateral generation
- Operational hygiene: Maintain precise CRM (HubSpot) notes, MEDDICC fields, and develop Mutual Action Plans (MAPs) to accelerate deal velocity
- Events & field: Represent SchoolAI at ANZ conferences and targeted roadshows
- Customer advocacy: Build referenceable lighthouse customers and case studies in priority locations
Requirements
- 4+ years of quota-carrying SaaS or EdTech sales success; enterprise/education system experience strongly preferred
- A track record meeting/exceeding targets and running full-cycle deals (prospect → close → expansion)
- Experience selling into public education or government-adjacent environments (procurement, panels, RFPs, security/DPAs)
- Customer-centric discovery and outcome-based selling; comfort with multi-threading and executive alignment
- Strong commercial acumen (pricing, multi-year structures, phased rollouts) and disciplined forecasting
- Tech-savvy: confident with CRM (HubSpot/Salesforce), video demos, and (ideally) AI-enabled products
- Collaboration & ownership: you share, learn, and deliver - especially in a time-zone-distributed team
- You thrive under pressure - you’ll be operating in a fast-growing startup and dynamic environment, where adaptability, initiative, and a growth mindset are critical
Benefits
- Competitive base + uncapped commission (OTE aligned to experience; ANZ market competitive)
- Stock options - share in what you help build
- WFH setup support
- Flexible hours with overlap to US time zones for team/customer calls
- A mission-driven team that cares about educators, students and your growth
- You’ll work with a team of forward-thinking, motivated, and passionate individuals who are just as excited about what we’re building as you are
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SaaS salesEdTech salesfull-cycle salesoutcome-based sellingmulti-threadingcommercial acumenforecastingpricing strategiesnegotiationcustomer advocacy
Soft skills
customer-centriccollaborationownershipadaptabilityinitiativegrowth mindsetoperating under pressureinfluencingcommunicationteamwork