Senior Account Executive

Overview

About Acorn: At Acorn PLMS, we are on a mission to transform the corporate learning experience. Our AI-powered Performance Learning Management System (PLMS) helps ensure that what people learn directly contributes to exceptional performance in business. We are the go-to solution for guiding learners to master the capabilities required for their roles, accelerating organisational performance.

Role: Senior Account Executive (enterprise SaaS) – this is an in-office role based in Canberra or Sydney, Australia.

Role overview

We are seeking a high-performing Senior Account Executive to join Acorn's Go-to-Market team and accelerate growth in the enterprise SaaS market. You will drive new business revenue, manage complex sales cycles, and partner with internal stakeholders to deliver compelling value to prospective customers in Australia. You will sell a market-leading Learning and Performance platform (PLMS) that enables and measures workforce capability.

We use the Challenger Sales Methodology and seek a consultative, insight-led selling environment. This is a strategic, quota-carrying role for a senior seller supported by a cross-functional team including marketing, demand generation, and customer success.

5 capabilities for the Senior Account Executive

1. Strategic Prospecting - Identifies and qualifies potential clients within Acorn's ICP, leveraging market insights and Acorn's value propositions to uncover opportunities. Advanced level (text: Masterfully identifies nuanced needs of ICP clients; guides others in prospecting strategies).
2. Teaching for Differentiation - Delivers unique insights that create differentiation and reframes client needs to reveal unconventional solutions. Advanced level: challenges status quo, develops high-impact insights, coaches team on provocative teaching moments.
3. Tailoring for Resonance - Customises messaging to client-specific needs, aligning with client priorities. Advanced level: anticipates client priorities, crafts compelling narratives, guides team on personalisation strategies.
4. Taking Control - Drives sales conversations, steers discussions toward outcomes, and influences decisions. Advanced level: guides complex negotiations, coaches team on assertive communication.
5. Market and Product Knowledge - Maintains knowledge of Acorn's product suite and industry landscape to inform sales strategies. Advanced level: provides insights on market trends and features; acts as a resource for team knowledge-building.

Key responsibilities

• Own and drive full sales cycles from discovery to close, targeting mid-market and enterprise organisations
• Build and manage a healthy pipeline of qualified opportunities through outbound prospecting and inbound leads
• Develop tailored proposals and deliver demonstrations that articulate the business value of Acorn's platform
• Apply Challenger Sales principles to reframe client thinking and lead value-driven conversations
• Negotiate commercial terms and close deals that deliver long-term value for customers and Acorn
• Maintain accurate forecasts and reporting in CRM (HubSpot)
• Collaborate with marketing, product, and implementation teams to ensure seamless handover and onboarding of new customers
• Represent the voice of the customer internally, sharing market feedback to inform go-to-market strategy and product roadmap

Experience and qualifications

• 7–8 years of experience in B2B SaaS sales, with a consistent track record of hitting or exceeding quota
• Experience selling to HR, L&D, or Operations stakeholders is highly valued
• Familiarity with the Challenger Sales Methodology and the ability to apply insight-led selling approaches
• Strong storytelling and demoing skills; ability to lead discovery conversations and align solutions to strategic pain points
• Skilled in using modern sales tools (e.g., HubSpot)
• Comfortable navigating high-velocity environments and multi-threaded enterprise sales cycles
• Strong interpersonal skills with a growth mindset and team-first attitude
• Experience in fast-paced, high-growth startups or scale-ups is a plus
• Be part of a high-growth SaaS company on a global mission
• Sell a category-leading platform that solves real customer problems
• Work with a high-performing, collaborative team that values continuous learning

Location and eligibility

Location: Sydney or Canberra, Australia. This is an office-first role; candidates should be able to commute to the relevant office. Applicants must have full working rights in Australia and visa sponsorship is not available at this time.

Our recruitment process and working at Acorn

Acorn is committed to fostering a diverse and inclusive workplace. We are an equal opportunities employer and welcome applications from all qualified candidates. We aim to ensure a fair and accessible recruitment process and encourage candidates to request accommodations as needed during the application or interview stages. Acorn is the hub for learning and performance for millions of active learners globally. Check our website for more about life at Acorn and our values.

Note: This job description reflects the current role and responsibilities and may be updated as needed.

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