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Account Executive

Zone & Co -
Sydney NSW

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Job Details

Permanent | Contract | Fixed term
13 days ago

Qualifications

Salesforce
Slack
NetSuite
Lead generation
Sales pipeline
AI
Communication skills
Marketing
Technology sales

Full Job Description

Zone & Company Software Consulting LLC ("Zone") is the ERP-native AI platform for financial operations, purpose-built for organizations running on Oracle NetSuite. We are redefining how finance teams operate by delivering an AI-powered system that automates, connects, and scales financial workflows directly within the ERP.

As the AI operating system for finance teams in NetSuite, Zone enables more than 4,500 customers worldwide to run smarter, faster, and with greater accuracy. Our platform spans the full financial lifecycle, including Quote-to-Cash, Procure-to-Pay, Treasury, Payroll Management, and Record-to-Report, eliminating manual processes and unlocking real-time financial intelligence.

By embedding intelligence directly into NetSuite, Zone helps finance teams move beyond reactive work to proactive, strategic impact. Learn more at www.zoneandco.com or follow us on LinkedIn: linkedin.com/company/zoneandco.

About the Job:

The Account Executive is a high-leverage revenue generator crucial to Zone & Co's growth across the APAC region. This role goes beyond meeting traditional quotas; it demands a strategic execution model to discover net-new opportunities and maximize client lifetime value within the rapidly evolving financial technology landscape. The role manages high-value client acquisitions and portfolio expansion, protecting the organization's market share by converting complex business challenges into durable revenue streams.

This position owns the full software sales lifecycle for both new and existing accounts within the APAC territory, reporting directly to the VP, APAC. The Account Executive acts as the central orchestrator across cross-functional squads, partnering daily with Zone Solution Consultants, Regional Marketing, and the Partner & Alliance ecosystem. The organizational scope requires navigating multi-tiered corporate structures to position ERP-native automation solutions directly to the Office of the CFO.

This role is distinctive for its positioning at the forefront of AI-driven financial transformation. Rather than executing commoditized SaaS transactions, this role leads complex, consultative sales cycles that fundamentally reshape how enterprise finance teams operate. It offers the opportunity to drive massive territory penetration by selling a highly differentiated, AI-powered platform to enterprise buyers navigating multi-jurisdictional compliance and financial scaling.

What You'll Do:

Drives ARR expansion by consistently meeting and exceeding monthly, quarterly, and annual revenue targets across new and existing client portfolios within the APAC territory.
Executes SaaS solution selling strategies, converting complex financial prospects into long-term partners using impactful value-based framework techniques.
Generates and manages a robust sales pipeline, independently qualifying new opportunities through targeted outbound execution, personal networks, and regional partner channels.
Orchestrates active deal cycles, meticulously managing a pipeline of 20-30 active engagements at any one time while maintaining the sales velocity required to close 10-15 transactions monthly.
Owns the end-to-end sales lifecycle, leading initial executive discovery, establishing economic buyer alignment, and managing final commercial and contract negotiations.
Partners with Zone Solution Consultants to engineer highly tailored product demonstrations that align core NetSuite-native applications with specific prospect technical requirements.
Leverages AI-driven sales intelligence platforms (e.g., Gong, Salesforce Einstein) to analyze conversation signals, optimize deal execution patterns, and compress sales cycle duration.
Applies MEDDPICC qualification methodologies rigorously across all active opportunities, ensuring deep visibility into decision criteria, economic metrics, and paper processes.
Delivers precise monthly and quarterly revenue forecasting directly to the regional VP and Chief Revenue Officer (CRO), backed by data-driven pipeline metrics.
Maintains strict CRM hygiene within Salesforce (SFDC), continuously capturing stakeholder maps, pain points, and next steps to enable cross-functional visibility.

Additional Duties & Responsibilities:

Aligns product solutions with complex, multi-level stakeholder business challenges, demonstrating a consultative approach to uncover hidden operational friction within the Finance C-Suite.
Collaborates with Partner & Alliance teams to nurture regional partner ecosystems, broadening market reach and accelerating co-selling opportunities.
Fosters cross-functional feedback loops with Product and Engineering squads, serving as the voice of the customer to influence the platform's localization roadmap.
Utilizes the broader sales tech stack (lead generation tools, intent data analytics, and market intelligence) to systematically penetrate high-value target accounts.
Ensures strict adherence to regulatory standards and internal corporate compliance frameworks across all sales engagements and contract executions.
Coordinates with Professional Services early in the deal cycle to ensure accurate scoping and a seamless onboarding transition for new clients.
Navigates complex organizational politics within mid-market and enterprise targets, systematically identifying and coaching internal product champions.
Mitigates deal risk by identifying downstream blockers, legal hurdles, or security reviews early in the evaluation process.
Develops tailored business cases and ROI models that contrast the cost of manual financial processes against the efficiency gains of Zone's AI platform.
Contributes to regional sales team enablement, sharing winning plays, competitive insights, and localized market knowledge.
Owns and delivers against OKRs and KPIs with accountability for outcomes, quality, and timelines while proactively identifying and resolving blockers.
Creates and maintains clear documentation, communicates consistently across async and live channels, and surfaces risks early to enable alignment and scale.
Collaborates cross-functionally across regions, contribute to company initiatives, and continuously improve processes, efficiency, and ways of working.

What You'll Need:

5+ years of experience exceeding net-new and expansion annual ARR quotas of $1.0M+ within a fast-growing SaaS software organization, specifically targeting mid-market or enterprise accounts.
Demonstrated success selling directly to the Office of the CFO and Finance C-Suite executives.
Deep operational mastery of the MEDDPICC qualification methodology and a history of utilizing structured sales processes to navigate complex cycles.
Proven track record of direct pipeline generation, showing the ability to build sustainable coverage independent of inbound marketing support.
Expertise in aligning technology solutions to complex, multi-stakeholder business problems involving automated financial workflows, compliance, or billing structures.
Proven effectiveness in fully remote, asynchronous, globally distributed environments with high autonomy, strong time management, and disciplined self-direction.
Exceptional communication and collaboration skills with fluency in tools such as Slack and Zoom, ability to influence cross-functionally, and experience working across cultures and time zones.
Ability to execute in fast-paced, ambiguous, high-growth environments with strong judgment, data-driven decision-making, KPI ownership, and adherence to global compliance standards including GDPR.
Willingness to travel as required for critical client meetings, regional evaluation cycles, and key industry events.

Preferred:

Direct experience within the Oracle NetSuite ecosystem or selling adjacent financial technology solutions (e.g., billing, revenue recognition, treasury, payroll management, or AP automation).
Existing network of finance executive contacts within the APAC corporate landscape.
Experience utilizing Gong, Salesforce, and advanced market intelligence platforms to optimize daily sales execution.

#LI-Remote

Benefits

At Zone, we provide the platform; you provide the grit. We operate as a high-velocity, fully remote, global team where autonomy isn't just a perk, it's the standard. We're looking for self-driven professionals eager to navigate the complexities of a unique SaaS environment and take full command of their professional evolution.

We ditch micro-management for high-trust flexibility, ensuring you have the space to innovate and scale. Our benefits are built to fuel this lifestyle, supporting your life beyond the screen so you can focus on making a global impact. Explore our offerings at https://www.zoneandco.com/careers

Join Our Global Mission

Zone & Co is an Equal Opportunity Employer committed to building a diverse, equitable, and inclusive workplace. We thrive on unique perspectives and strongly encourage candidates of all backgrounds to apply. Here, your identity is valued, and your talent is the only limit to your growth. All qualified applicants will receive consideration regardless of race, color, religion, sex, orientation, age, disability, or any other protected factor.

Employment Terms

United States

Employment with Zone is "At-Will", meaning either party may terminate the relationship at any time, with or without cause or notice, in accordance with applicable law. This job description does not constitute an employment contract or guarantee of continued employment. Duties and responsibilities may evolve as the company grows and may change at any time with or without notice.

Non-US Jurisdictions

This position is offered as a Fixed-Term or Permanent Contract based on your country of residence. Employment is subject to a written contract which outlines specific notice periods, probationary terms, and statutory entitlements.

Privacy Statement and Applicant Privacy Notice.

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