Own and execute a territory and account strategy focused on 60% net-new logos and 40% expansion/renewals
Build and maintain a healthy 3x-4x quota pipeline through disciplined sales led prospecting, sales development and customer account development.
Drive net-new revenue, expansions, services, and renewals
Manage the full enterprise sales lifecycle: prospecting, discovery, qualification, solution alignment, business case, negotiation, and close
Engage Director, VP, and C-level stakeholders across platform, infrastructure, security, and engineering teams
Apply structured qualification and deal discipline using MEDDPICC (or similar methodologies)
Maintain strong forecast accuracy, reporting cadence, and Salesforce hygiene
Partner closely with Solutions Engineering, Professional Services, and Support to ensure adoption, value realisation, and account growth
Co-sell with and leverage SIs, VARs, and alliance partners to scale reach and close larger, strategic opportunities
Represent Puppet and Perforce at customer meetings, partner engagements, and industry events
Travel across ANZ as required to build executive relationships and close strategic deals

Minimum 5+ years’ experience as an Enterprise Account Executive selling software in the Australian and New Zealand markets
Proven track record of quarterly and yearly quota overachievement and closing large, complex enterprise deals
Experience selling to medium and large enterprises in ANZ markets, including regulated and mission critical environments
Strong executive presence with the ability to engage both technical and business stakeholders
Discipline in pipeline management, forecasting, and deal qualification (MEDDPICC / Command of the Message)
Experience selling direct and through partners, including joint account planning and co-sell motions
Commercial & business operations acumen, resilience, and comfort operating with autonomy

Enterprise-grade technology solving real-world challenges in automation, compliance, resilience, and scale
The stability of a profitable, privately held company with the pace and ambition of growth
High-calibre colleagues who collaborate, challenge, and support each other
Clear expectations with meaningful earning potential for high performers
A culture that values belonging, wellbeing, and results
AI fluency expectation for all employees

Enterprise Account Executive

Key skills