Account Executive

3 weeks ago

Melbourne, Victoria, Australia Withmarmalade Full time

We are seeking a highly driven, results-oriented, and commercially minded Account Executive - Acquisition who thrives on hunting and generating new business opportunities. In this role, you will play a pivotal part in elevating Marmalade's position in the market as the leading platform for supplier connections. As part of our Distribution team, you will be responsible for acquiring new suppliers, driving revenue growth, and achieving ambitious sales goals.

Your main focus will be on building your own outbound pipeline and converting leads into contracted suppliers, as well as leveraging Marmalade's inbound channels and customer nurture journeys to convert high-quality leads. This is a rare opportunity for a sales professional with a hunter mentality to join a fast-growing business at a critical inflection point and make a lasting impact.

Reporting to the Chief Revenue Officer, the Account Executive - Acquisition will be responsible for:

  • New Acquisition & Pipeline Building: Acquire new suppliers to the Marmalade platform and generate new business pipelines by building an active, healthy sales funnel.
  • Sales Target Achievement: Consistently meet or exceed quarterly and annual sales quotas for new business in Marmalade's agreed target markets.
  • Territory Management: Develop, present, and maintain an active Territory Management Plan to optimise time and resource investment.
  • Pipeline & Forecast Management: Proactively plan, forecast, and manage your sales pipeline, ensuring gap and upside plans are in place to meet targets.
  • Collaboration with Marketing: Work closely with the Marketing team to implement campaigns that drive sales and achieve customer outcomes.
  • Lead Generation & Networking: Identify and cultivate new business networks and opportunities to generate leads.
  • Cold Calling & Tele-Prospecting: Efficiently manage the full lifecycle of cold calling and tele-prospecting to build new client relationships.
  • Value-Based Sales Cycle: Manage a value-based sales cycle from initial qualification, presentation, and proposal through to negotiation and closing sales.
  • Market Expertise & Insights: Offer insights and strategies to effectively engage key market verticals, positioning Marmalade as a leader in the space.
  • Negotiation & Closing: Lead the sales process by negotiating terms, handling objections, and closing deals.
  • CRM Management: Maintain accurate and up-to-date records in Salesforce.com, ensuring efficient post-sales follow-ups and further lead referrals.
  • Industry & Product Expertise: Maintain in-depth knowledge of Marmalade's product offerings, industry trends, and competitors, staying ahead of market shifts.
  • Product Development Feedback: Collaborate with Product Management and Product Development teams to influence the direction and strategy of Marmalade's offerings.
  • Learning & Performance Improvement: Foster a learning culture by conducting win/loss reviews and leading opportunity reviews to maximise future success.

WHO YOU ARE

  • Experienced new business/acquisition sales professional (5+ years)
  • Proven track record of working in Fintech, Financial Services, or Accounting Tech industries is essential
  • Proven track record of exceeding sales quotas
  • Proven track record of prospecting and acquiring new customers
  • Experience in identifying, researching, and targeting potential acquisition opportunities. Familiarity with tools like CRM software and cold outreach techniques is key
  • Experience in selling to SMB clients, with short and medium term sales cycles with multiple stakeholders
  • Strong ability to negotiate deals effectively, balancing company goals with customer needs to ensure mutually beneficial agreements
  • Proficiency in using sales automation tools, CRM systems (e.g., Salesforce, Outreach, ZoomInfo, Lusha, Gong etc), and data analytics to manage prospects and optimise the acquisition process.
  • Exceptional verbal and written communication skills are vital for articulating value propositions, leading presentations, and negotiating with key decision-makers.
  • Experience in Value Based or Solution Selling

WHAT WE OFFER

With Marmalade you're not just part of a company, you're in good company. We're a tight-knit community empowering businesses and individuals to unlock their potential. We foster collaboration and innovation with genuine care and support for each other.

Our workplace is inclusive, nurturing out-of-the-box thinkers to turn big ideas into reality. We champion disruptive thinking and back each other to evolve at the speed demanded by today's challenges. We provide a platform for you to execute strategies and develop products that break the mould, creating tomorrow's solutions for today's problems. We're bound together and driven by a need to change lives for the better, and we're only just getting started.

Here are a few more reasons why Marmalade is right for you:

  • Attractive Base Salary - A competitive base salary complemented by performance-based bonuses.
  • Engaged Workplace - A vibrant and positive workplace that empowers and challenges team members, fostering a sense of belonging to Marmalade's shared vision.
  • Parental Leave - Comprehensive maternity and paternity leave benefits.
  • Professional Growth - Biannual career development plans aimed at accelerating professional growth.
  • Giving Back - A paid volunteer day to contribute to the community.
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