Get AI-powered advice on this job and more exclusive features.About Acorn: At Acorn PLMS, we are on a mission to transform the corporate learning experience. Our cutting-edge Performance Learning Management System (PLMS) software is powered by AI and designed to ensure that what people learn directly contributes to their exceptional performance in business. Corporate performance and learning needs a revolution, and Acorn PLMS is the antidote. We are the only solution that guides learners step by step to master the specific capabilities required for their roles, ultimately accelerating organisational performance.We are open to individuals based in Canberra or Sydney, Australia - this is an in-office role.Role overview:We are seeking a high-performing Senior Account Executive to join Acorns Go-to-Market team and help accelerate our growth in the enterprise SaaS market. As a key member of our GTM function, you will be responsible for driving new business revenue, managing complex sales cycles, and partnering closely with internal stakeholders to deliver compelling value to prospective customers within Australia. Youll be selling a market-leading Learning and Performance platform (PLMS) that transforms how organisations enable and measure workforce capability.Our team uses the Challenger Sales Methodology and its principles of Teaching for Differentiation, Tailoring for Resonance and Taking Control, and were looking for someone who thrives in a consultative, insight-led sales environment. This is a strategic, quota-carrying role suited to a senior seller who excels in fast-paced, high-performance settings. You''ll be backed by a cross-functional team including marketing, demand gen, and customer success to help you win and grow meaningful customer relationships.5 key capabilities:The best part we use our Acorn software at Acorn. We believe in the power of our Managers and Staff being aligned on the 5 capabilities needed for each role, and the level that we expect for any given role, using our Acorn AI tool to streamline this consistently across our business. The 5 levels comprise Foundational, Developing, Proficient, Advanced and Expert.Here are the 5 capabilities for our Senior Account Executive to give you an idea of what the role entails:1.Strategic Prospecting - Identifies and qualifies potential clients within Acorns ICP, leveraging market insights and Acorns value propositions to uncover new opportunities. Advanced level: Masterfully identifies nuanced needs of ICP clients. Guides others in prospecting strategies.2.Teaching for Differentiation - Challenges client assumptions by delivering unique insights that create differentiation. Reframes client needs to reveal unconventional solutions linked to Acorns offerings. Advanced level: Masterfully challenges status quo. Develops high-impact insights. Coaches team on delivering provocative teaching moments.3.Tailoring for Resonance - Customises messaging to client-specific needs for maximum relevance and engagement. Aligns communication with client priorities, using emotional and rational appeals effectively. Advanced level: Anticipates client priorities, crafting compelling narratives. Guides team on personalisation strategies.4.Taking Control - Drives sales conversations assertively, steering discussions towards desired outcomes. Influences decision-making confidently while remaining flexible to client needs. Advanced level: Guides complex negotiations, influencing decisions with strategic confidence. Coaches team on assertive communication.5.Market and Product Knowledge - Maintains comprehensive knowledge of Acorns product suite and industry landscape. Leverages this knowledge to inform sales strategies and educate clients, ensuring alignment with Acorns values of transparency and innovation. Advanced level: Provides insights on market trends and advanced product 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 organisationsBuild and manage a healthy pipeline of qualified opportunities through a mix of outbound prospecting and inbound leadsDevelop tailored proposals and deliver compelling product demonstrations that articulate the business value of Acorns platformApply Challenger Sales principles to reframe client thinking and lead value-driven conversationsNegotiate commercial terms and close deals that drive long-term value for customers and AcornMaintain accurate forecasts and reporting in CRM (HubSpot)Collaborate with marketing, product, and implementation teams to ensure seamless handover and onboarding of new customersRepresent the voice of the customer internally, sharing market feedback to inform go-to-market strategy and product roadmapExperience:78 years of experience in B2B SaaS sales, with a consistent track record of hitting or exceeding quotaExperience selling to HR, L&D, or Operations stakeholders is highly valuedFamiliarity with the Challenger Sales Methodology and a proven ability to apply insight-led selling approachesStrong storytelling and demoing skills; ability to lead compelling discovery conversations and align solutions to strategic pain pointsSkilled in using modern sales tools (e.g. HubSpot)Comfortable navigating high-velocity environments and multi-threaded enterprise sales cyclesStrong interpersonal skills with a growth mindset and team-first attitudeExperience working in fast-paced, high-growth startups or scale-ups is a plusBe part of a high-growth SaaS company on a global missionSell a category-leading platform that solves real customer problemsWork with a high-performing, collaborative team that values continuous learningLocationWe are open to individuals based in Sydney or Canberra, Australia. We are an office-first company, meaning we work from our local offices the majority (if not all) of the time. We want to create cool stuff with great people, and we know from experience that is best done through daily moments like the coffee run, walk to grab lunch, or quick huddles. Being able to capitalise on this is key to our ongoing success and a large part of the reason we can work at the pace we do. Please note candidates will need to be in commuting distance to our offices based in the Canberra and Sydney CBD.Applicants must have full working rights in Australia to be considered for this role. Unfortunately we are unable to provide visa sponsorship at this time.Our recruitment processAcorn is committed to fostering a diverse and inclusive workplace where everyone feels valued and respected. We are an equal opportunities employer and welcome applications from all qualified candidates. We aim to ensure that our recruitment process is fair and accessible to everyone and encourage candidates to request any accommodations needed during the application or interview stages.About AcornAcorn is the hub for learning and performance for over 3 million active learners globally. The work you do whether thats writing lines of code, designing the layout of a dashboard, or talking to customers helps real people grow not just professionally, but personally. In the space of 10 years, weve grown to a global platform in the heart of many major organisations ecosystems.Theres still so much more to do, and we need people who are keen to help us journey into the next phase on board! And since were still growing, theres so much you can learn on that journey with us. To find out more about life at Acorn, our Values and working with us, check out our website at and see our Life At Acorn video here! you a driven sales professional who thrives on challenging the status quo and closing high-impact deals? 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Job Title
Senior Account Executive