Account Executive (SMB) - SuiteFiles

About SuiteFiles

SuiteFiles has specialized in document management solutions tailored for accounting firms for over 14 years. The company played a pivotal role in delivering the document management features integrated with Xero Practice Manager and has remained an official partner since 2015. Despite facing challenges in the broader SaaS landscape from 2022 to 2024, SuiteFiles has consistently increased its revenue year over year, achieving record performance in 2026. Backed by a US private equity investor, the Melbourne team is expanding to strengthen its presence in the AU/NZ market near Xero's headquarters.

Role Overview

This position offers a base salary of $90,000 plus superannuation, with on-target earnings (OTE) of approximately $160,000 and potential to reach $180,000 for stretch targets. The company provides an uncapped commission structure—earning 150% commission once 125% of the target is achieved. New hires benefit from a 3–4 month ramp-up period before full targets apply, mentorship from an experienced top closer with 5 years tenure, and access to Grw.AI, an AI-driven sales coaching platform widely used within the team. This role also promises clear career progression opportunities.

Key Responsibilities

• Manage complete sales cycle independently, including sourcing leads, conducting discovery and demo sessions in one meeting, overseeing trials, negotiating, and closing deals.
• Perform outbound cold calls as the primary method for lead generation, accounting for roughly 90% of demo bookings within the market.
• Balance a roughly equal split between inbound and outbound sales efforts, with monthly shifts influenced by seasonal activity such as conferences.
• Develop and maintain strong relationships with accounting firms across Melbourne, particularly those within the Xero ecosystem, an area identified for growth investment.
• Target accounting firms sized between 5 and 30 seats, where sales cycles are typically rapid, with most deals closing within 90 days following demos.

Ideal Candidate Profile

• No extensive closing experience required; what matters most is proficiency and comfort on the phone in current roles.
• Suitable for high-performing sales development representatives (SDRs) aiming to transition into full-cycle account executive roles, or early-career AEs with 6 to 12 months experience demonstrating strong calling skills.
• Possess natural curiosity with an ability to conduct combined discovery and demo calls without relying on scripts, opting instead for genuine questioning and engagement.
• Open to being coached by an experienced mentor dedicated to developing sales capabilities efficiently.

Additional Information

This opportunity is notably different from typical junior AE roles, which often feature high churn, lack of support, and aimless calling. SuiteFiles offers stable leadership; the current CRO has held his role for 4.5 years, and key team members have long tenures, reflecting a supportive and enduring work environment.

Clients represent value-driven buyers in the accounting sector who are conservative but responsive to perceived value, causing relatively fast sales cycles measured in weeks rather than months or quarters. The team benefits from structured ramp-up periods and a robust coaching ecosystem.

If you are motivated to engage actively, master the sales process, and contribute to meaningful growth rather than solely meeting quotas, this role provides a compelling career path.