Account Executive

About Firmable

Firmable is a leading B2B sales intelligence platform across the Asia-Pacific region. The core advantage of Firmable lies in its extensive localized datasets of companies and contacts in every market it serves. Having successfully established this model in Australia and New Zealand, the company is now expanding its reach throughout Southeast Asia and beyond.

Role Overview

The Account Executive is a critical role within Firmable's commercial team, managing the entire sales process from qualified opportunity through to closed customer. This includes delivering personalized product demonstrations, managing decision makers, and transforming prospects into long-term clients. This position is based in Sydney and reports directly to the Sales Manager.

Key Responsibilities

• Lead the full sales cycle for leads generated outbound or scheduled by Sales Development Representatives (SDRs), including qualification, demos, and closing deals.
• Conduct customized sales presentations that directly address and resonate with each prospect's specific pain points rather than generic sales pitches.
• Engage deeply with prospects through discovery to identify actual needs, nurturing longer sales cycles with insightful communication until readiness to purchase.
• Provide outbound prospecting support by initiating cold outreach efforts to build personal pipeline and handle inbound enquiries as needed.
• Develop and maintain a strong professional presence on social networks, particularly LinkedIn, to amplify outreach and network effects.
• Ensure cleanliness and accuracy of CRM data (HubSpot) to maintain dependable sales forecasting, smooth handovers, and informed go-to-market strategies.
• Collaborate cross-functionally with marketing, SDRs, and leadership to improve lead sequences, handoff quality, and incorporate competitive, customer, and product insights.
• Identify and report emerging commercial trends, sales objections, and opportunities to leadership to continuously refine the go-to-market approach.

Qualifications and Skills

• Minimum of 2 years experience in outbound sales, preferably within fast-paced B2B SaaS environments, with proven success in closing deals and a clear explanation of wins.
• Excellent discovery and presentation abilities with the skill to tailor demos precisely to the prospect’s context rather than delivering rehearsed pitches.
• Strong commercial judgment focused on deal fit and generating value, beyond just sales activity volume.
• Excellent organizational skills including time management and attention to detail across managing a comprehensive sales pipeline.
• Highly self-motivated, inquisitive, and resourceful problem solver with an autonomous working style.
• Proficient and fluent use of AI-driven tools for tasks such as prospect research, call preparation, objection management, proposal writing, and automation of workflows—integral to daily operations.

Preferred Experience

• Familiarity with sales prospecting platforms and databases like Firmable, ZoomInfo, Lusha, or Apollo.
• Background in selling to ANZ B2B markets.
• Experience in startups or scaleups where playbooks are created from scratch rather than inherited.

Work Environment

Firmable operates with a lean, fast-moving commercial team that emphasizes minimal bureaucracy and maximum autonomy with options for remote or hybrid work settings. The company is AI-native, integrating advanced AI assistance in all aspects of the sales workflow.

Why Join Firmable

• Work with Firmable's unique competitive advantage rooted in their unmatched data depth—become the key revenue driver converting this advantage into sales.
• Enter a largely untapped, high-potential greenfield market in ANZ with rapid expansion underway.
• Opportunity for rapid career growth, with pathways into senior sales roles, team leadership, and strategic GTM positions determined by performance output rather than tenure.