Enterprise Account Executive
AvePoint · Perth
Grow strategic customers. Win new logos. Own the territory.
At AvePoint, we help organisations modernise the way they govern, protect and manage their data.
We are looking for an experienced Senior Enterprise Account Executive to own a high-value territory in Western Australia. Based in Perth, you will manage a key portfolio of existing enterprise customers while building and converting new-logo opportunities across the territory.
You will be responsible for protecting and expanding recurring revenue, developing new enterprise relationships, leading multi-disciplinary account teams, and solving meaningful business challenges through AvePoint's Confidence Platform.
The Opportunity
This is a senior enterprise sales role with a balanced focus on customer growth and new-logo acquisition.
You will build trusted executive relationships within existing customers, execute strategic account plans, and create new pipeline through disciplined territory development and value-based selling.
You will lead a Virtual Account Team consisting of Solution Engineers, Customer Success Managers, Technical Account Managers, Delivery Consultants, Marketing and Partners to deliver customer outcomes, grow strategic accounts and win new enterprise customers.
What Success Looks Like
- Trusted relationships with executive and senior business stakeholders across the territory.
- High customer retention, successful renewals and sustained account growth.
- Strong territory and account plans with clear growth strategies, target accounts and stakeholder coverage.
- Consistent expansion through cross-sell and upsell opportunities within existing customers.
- A healthy, self-generated pipeline of qualified new-logo opportunities.
- Accurate forecasting and disciplined opportunity management.
- Consistent achievement of quarterly and annual revenue and new-logo objectives.
Key Responsibilities
- Own the commercial strategy and performance of a defined Western Australian enterprise territory.
- Manage, retain and grow a key portfolio of existing enterprise customers.
- Develop and execute territory and account plans covering customer growth, whitespace, target accounts and competitive strategy.
- Build and maintain relationships with executive, business and technical stakeholders.
- Lead the end-to-end renewal process and secure long-term customer retention.
- Drive expansion through discovery, business alignment and value-led conversations.
- Create new-logo pipeline through targeted prospecting, executive engagement, partner collaboration and account-based activity.
- Lead complex new-business sales cycles from initial engagement through negotiation and close.
- Coordinate and lead Virtual Account Teams to execute customer and prospect strategies.
- Facilitate Executive Business Reviews and strategic planning sessions with customers.
- Position solutions based on business outcomes, risk reduction, operational improvement and return on investment.
- Leverage channel and strategic partners to expand reach and accelerate opportunities across Western Australia.
- Manage complex procurement, commercial and negotiation processes.
- Maintain a high standard of forecast accuracy, pipeline quality and CRM hygiene.
- Consistently achieve or exceed quarterly and annual revenue, growth and new-logo objectives.
What You'll Bring
Required
- 7+ years' experience selling enterprise technology or SaaS solutions, including ownership of complex territories and strategic accounts.
- Demonstrated success growing existing enterprise customers and winning new-logo business.
- Experience engaging executive-level stakeholders including CIOs, CISOs, CTOs and senior business leaders.
- Strong territory planning, account planning, stakeholder mapping and opportunity management capabilities.
- Proven ability to build pipeline, lead complex sales cycles and consistently deliver against quota.
Highly Desirable
- Experience within the Microsoft ecosystem.
- Experience selling SaaS, cloud, governance, security or data management solutions.
- Familiarity with value-selling and consultative sales methodologies.
- Experience working with channel and strategic partners.
- Experience managing enterprise customers with complex stakeholder environments.
- Established enterprise relationships or market knowledge in Western Australia.
Why Join AvePoint?
At AvePoint, you will have the opportunity to own a strategically important Western Australian territory, work with leading enterprise organisations and shape our continued growth in the market.
You will be supported by a world-class team of Solution Engineers, Customer Success professionals, Technical Advisors, Marketers and Executives, with the tools and autonomy to build meaningful customer relationships and accelerate your career.
What We Offer
- Competitive salary and performance-based incentives.
- Career progression and global mobility opportunities.
- Hybrid working environment.
- Private health insurance.
- Mobile phone reimbursement.
- Generous paid time off and dedicated AvePoint leave days.
- Tuition reimbursement and professional development support.
- Employee referral program.
- Recognition and reward programs.
- A collaborative, high-performance culture focused on growth and learning.
Diversity & Inclusion
AvePoint is committed to building an inclusive workplace where everyone can thrive. We welcome applicants from diverse backgrounds, experiences and perspectives.
Even if you don't meet every requirement listed above, we encourage you to apply. We recognise that great people bring different experiences, skills and viewpoints, and we'd love to hear your story.
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