Account Executive (Key Accounts)

About the Position

To support Ideals’ rapid growth in Australia, we are looking for our first Enterprise Account Executive to focus on our enterprise segment in Sydney.

You’ll join our two Key Accounts Sales teammates in Sydney. Unlike our M&A advisory-focused motions, you’ll sell directly to enterprise companies across industries like energy, pharma, biotech, and telecommunications. As a quota-carrying strategic seller, you’ll grow revenue, acquiring new enterprise accounts and expanding existing ones. Expect 6- to 9-month sales cycles, deep discovery conversations, and consultative selling that often means displacing an incumbent vendor.

You’ll open a new growth channel for Ideals in Australia, with real ownership over how we approach the corporate market.

Compensation package: 50% base salary; 50% performance-based variable.

Responsibilities

• Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos)
• Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual)
• Maintain “White Space” analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base
• Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI
• Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes
• Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals
• Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting
• Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Commercial Sales to maximize revenue and customer satisfaction

Requirements

• 2–7 years of demonstrable quota-carrying success in B2B sales
• Proven track record of managing lengthy or complex enterprise sales cycles
• Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations
• Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger)
• Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations
• High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries
• High AI fluency and advanced CRM tracking skills
• Advanced English (C1+ level)

Nice to Have

• Fluency in an additional language
• Background in SaaS, financial technology, or information security sectors
• Familiarity with enterprise M&A use cases and corporate compliance workflows

We Offer

• Remote-first flexibility to shape your ideal workday
• Home workplace budget
• Co-working expense coverage
• Individual IT budget for extra equipment
• Top-tier tech and AI-powered tools
• Access to Ideals Academy with numerous courses
• Investment in external learning and development activities
• Guidance in Personal Development Plan creation
• Professional literature and subscriptions coverage
• Support of your passion as a speaker or writer
• Internal talent mobility opportunities
• 100% employer-paid health insurance for US employees with a 401(k) match program
• Mental health activities reimbursement
• Sport benefit balance for sports activities and equipment
• Funding for sports competitions
• 20 business days of annual leave
• Paid health-related time-off
• Local gatherings in global locations
• Generous internal referral program

About the Company

Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours.

Ideals Virtual Data Room (VDR): Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions.

Market-leading position: 18+ years in the VDR business, powering 10%+ of global M&A activity, with a 31% CAGR against competitors’ 11%

Mature high-trust sales org: Ideals ranks in the top 10% of over 15,000 sales organizations on RepVue, as rated by sales professionals. Expect strong Sales Enablement, RevOps, Marketing support, and a structured onboarding ramp.

Real growth trajectory: Profitable and bootstrapped, with 5x revenue growth and unicorn status targeted in the next five years.