Account Executive, Large Account
2 weeks ago
About Zeller
At Zeller, we're champions for businesses of all sizes, and proud to be a fast-growing Australian scale-up taking on the ambitious goal of reimagining business banking and payments.
We believe in a level playing field, where all businesses benefit from access to smarter payments and financial services solutions that accelerate their cash flow, help them get paid faster, and give them a better understanding of their finances.
Zeller is growing fast, backed by leading VCs, and brings together a global team of passionate payment and tech industry professionals.
With an exciting roadmap of innovative new products under development, we are building a high performing team to take on the outdated banking solutions.
If you are passionate about innovation, thrive in fast-paced environments, embrace a challenge, hate bureaucracy, and can't think of anything more exciting than disrupting the status-quo, then read on to learn more.
About the role
As a Large Account BDM / Account Executive at Zeller, you'll accelerate our future growth engine by building relationships with high-value prospects, and convert them into loyal Zeller merchants.
You are an adept and highly experienced Large Account seller / Business Development Manager who thrives on winning large deals and engaging in business-level and technical discovery and conversation at all levels of an organisation — including MD, CEO, CTO, CFO and COO.
You will bring experience working with large companies and organisations, and an in-depth understanding of the buyer journey and decision-making criteria across all levels.
You are comfortable building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge.
You will be selling the integrated Zeller solution across in-person and online payments, and integrations (POS, E-commerce), to Australia's largest businesses, franchises, and groups.
You are enthusiastic, hard-working, professional, and ready to get your hands dirty by digging into a wide pipeline or fast-moving opportunities.
You're excited about prospecting and are not dependent upon an inbound pipeline; are comfortable managing many deals concurrently in your pipeline; and are capable of independently nurturing a sales cycle from start to finish.
Finally, you enjoy building and are comfortable in ambiguity - you like to actively participate in the improvement of the Zeller Enterprise sales process, the articulation of our value proposition, and the creation of key tools and assets.
If you're motivated, smart, persistent, professional, hard-working, and a great teammate, we'd love to hear from you.Role responsibilities:
- Rapidly build a robust pipeline and target account list, and develop plans to efficiently win deals with large and / or enterprise businesses who are in the market for payments solutions.
- Develop outbound strategies to create and nurture a high volume of opportunities with short and longterm deal cycles.
- Own the full sales cycle from lead to close, collaborating with internal partners (Payment Sales, Account Management, Partnerships, Marketing, Communications, Product) to help you progress and win your deals quickly.
- Map out implementation plans for new deals won, to ensure a smooth rollout process to get clients up and running with Zeller products as fast as possible.
- Develop relationships by networking with executive stakeholders at prospective clients.
- Work with company leaders across different functions (e.g. Growth, Engineering, Product) to lead complex product scoping and financial analyses.
- Elevate product feedback and highlight revenue opportunities to Product and Engineering teams to drive product strategy that helps you to close more business.
- Be a Zeller ambassador with the upper end of town — helping us grow our brand awareness, reach and adoption by companies and organisations who would never selfonboard and require a complex deal and negotiation cycle.
Qualifications and experience:
- 4+ years of experience selling at a Large Account level, working in a technology, SaaS, or payments company, with a proven track record of exceeding targets.
- An ability to understand complex technical requirements and craft solutions across multiple products (both Zeller's products, and partner products e.g. POS, Website)
- Ability to develop and execute account plans spanning multiple business units across complex organisations and stakeholders.
- Strong presentation skills, particularly for inperson meetings with multiple stakeholders that represent different business areas.
- Proven ability to lead complex negotiations involving bespoke commercial agreements.
- Superior verbal and written communication skills.
- A strong comm
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