Account Executive - Zone & Co

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 an Account Executive at Zone & Co, you'll play a key role in driving our continued growth by bringing new customers into our business. You'll own the full sales cycle—from prospecting and pipeline generation through negotiation and close—working with high-value prospects across a defined territory.

What You'll Do

• Own and exceed monthly, quarterly, and annual Annual Recurring Revenue (ARR) targets across multiple products within your assigned territory.
• Prospect and generate new business opportunities through outbound outreach, networking, referrals, and strategic partnerships.
• Manage the full sales cycle, from discovery and qualification through proposal, negotiation, and close.
• Build and maintain a healthy pipeline, effectively managing multiple opportunities at various stages while maintaining accurate forecasting.
• Apply a consultative, value-based sales approach to understand customer challenges and position tailored solutions that deliver business value.
• Partner with Solution Consultants to deliver compelling product demonstrations and ensure a seamless transition from sale to implementation.
• Collaborate with Marketing, Product, Partner & Alliance, and Professional Services teams to drive pipeline growth and deliver an exceptional customer experience.
• Maintain accurate opportunity management, forecasting, and sales activity within Salesforce and other sales enablement tools.
• Leverage sales methodologies, including MEDDPICC, to qualify opportunities and navigate complex buying processes.
• Build relationships with finance executives and other key stakeholders, acting as a trusted advisor throughout the buying journey.
• Provide customer feedback and market insights to help inform product strategy and continuous improvement.
• Ensure all sales activities are conducted ethically and in compliance with company policies and applicable regulations.

What You'll Need

• Must be located and living in Australia
• Bachelor's degree in Business, Finance, or a related field
• 5+ years of experience in a net-new SaaS sales role with a track record of consistently exceeding annual ARR quotas of $1M+
• Experience selling into upper mid-market and/or enterprise organizations
• Demonstrated success building pipeline through proactive prospecting and outbound business development
• Experience managing complex sales cycles using structured sales methodologies such as MEDDPICC
• Ability to engage multiple stakeholders and align technology solutions to complex business challenges
• Experience selling to finance leaders and the Office of the CFO is highly preferred
• Experience selling financial software solutions such as billing, reporting, payroll, payments, AP automation, Procure-to-Pay, or Order-to-Cash solutions is a plus
• Strong understanding of SaaS and financial technology solutions
• Excellent communication, presentation, and negotiation skills
• Experience using Salesforce, Gong, and other modern sales technology platforms
• Strong analytical and problem-solving skills with the ability to prioritize effectively
• A collaborative mindset and the ability to thrive in a high-growth, fast-paced environment
• Willingness to travel as needed for customer meetings and industry events

What Makes You Successful

• Results-driven and motivated by achieving ambitious goals
• Customer-focused, with a consultative approach to solving business challenges
• Competitive, resilient, and energized by winning new business
• Adaptable and comfortable navigating change in a high-growth environment
• Coachable and committed to continuous learning and improvement
• Accountable, proactive, and willing to take ownership of outcomes