Enterprise Account Executive

Job Description

Driven by transformative digital technologies and trends, we are RIB and we've made it our purpose to propel the industry forward and make engineering and construction more efficient and sustainable. Built on deep industry expertise and best practice, and with our people at the heart of everything we do, we deliver the world's leading end-to-end lifecycle solutions that empower our industry to build better.

With a steadfast commitment to innovation and a keen eye on the future, RIB comprises over 2,500 talented individuals who extend our software's reach to over 100 countries worldwide. We are experienced experts and professionals from different cultures and backgrounds and we collaborate closely to provide transformative software products, innovative thinking and professional services to our global market. Our strong teams across the globe enable sustainable product investment and enhancements, to keep our clients at the cutting-edge of engineering, infrastructure and construction technology.

We know our people are our success - join us to be part of a global force that uses innovation to enhance the way the world builds.

Find out more at RIB Careers .

Job Title: Enterprise Account Executive

Location: Sydney

Employment Type: full-time

Role Overview

The Enterprise Account Executive (AE) is a senior, strategic sales role responsible for owning, expanding, and safeguarding RIB Software's most critical Tier 1 and Tier 2 major accounts within the Architecture, Engineering, Construction, and Owners (AECO) sector.

In this role, you focus on deep enterprise orchestration and platform expansion. You will serve as a trusted business advisor to C-suite Executives and Tier 1 & Tier 2 Managing Directors, positioning our broader software portfolio to drive productivity, mitigate operational risk, and maximise profitability.

As the Commercial Lead, you will lead cross-functional teams, align technical specialists, and architect complex, commercial agreements that drive deep software adoption.

Key Responsibilities

1. Enterprise Account Strategy & Expansion

• Strategic Account Planning: Design and execute strategic account plans for assigned Tier 1 and Tier 2 accounts, utilising structured governance frameworks.
• Net-New Logo Acquisition: Act as a proactive hunter to identify, break into, and win net-new corporate accounts within your assigned territory, mapping unpenetrated organisations and turning cold entry points into major enterprise partnerships.
• Strategic Portfolio Expansion: Execute an aggressive "land and expand" strategy within existing accounts, treating every subsidiary, joint venture or department as a new opportunity to drive multi-product adoption.
• Complex EBA Negotiations: Lead the commercial strategy, value-modelling, and negotiation of complex Enterprise Business Agreements (EBAs), framework pricing structures, and subscription renewals.
• Monthly Meetings and ǪBRs: Facilitate regular Internal and External Meetings, Ǫuarterly Business Reviews (ǪBRs) with clients to measure platform ROI, ensure alignment with their corporate initiatives, and protect recurring revenue.

2.Strategic Sales Rigour & Pipeline Discipline

• Lead Execution: Taking ownership of the top-of-funnel pipeline, proactively hunting for new business opportunities through targeted outbound prospecting while rapidly following up, qualifying and advancing inbound leads with urgency.
• Enterprise Methodology Adherence: Utilise an established enterprise sales methodology (S7) to qualify major opportunities, map complex stakeholder networks, and proactively identify and de-risk pipeline vulnerabilities.
• Account-Based Collaboration: Partner closely with outbound business development resources (LDR) and marketing teams to build a highly targeted pipeline through tailored Account-Based Marketing (ABM) campaigns.
• Forecast Accuracy: Maintain CRM data cleanliness (Salesforce), providing sales leadership with precise, predictable visibility into weekly, monthly, and quarterly ACV forecasting.

3.Cross-Functional Leadership & Ecosystem Governance

• Strategic Opportunity Leadership: Direct and mobilise internal resources for cross-functional teams: partnering with technical specialists, product leads, and executive sponsors to seamlessly deliver high-impact solutions.
• Commercial Framework Governance: Collaborate with Sales Operations and Legal teams to navigate bespoke commercial terms, multi-product discounting, and corporate compliance standards.
• Strategic Delivery