Commercial AE

Sydney - Australia

Monthly Salary: $ 253 - 274

Posted on: Yesterday

Vacancies: 1 Vacancy

Job Summary

Qualtrics : Commercial / MM Role - x2 Level 5 roles
Level:Level 5 (up to 1.5 billion in revenue)
Vertical focus;Sarahs team - Retail Hospitality Dans team pub sec utilities & higher education.
Location:Sydney Australia
Languages:English
Industry:SaaS / Customer & Employee Experience
Product:Experience management platform combining customer experience employee experience market research and brand insights.
Tech Stack(if relevant): SaaS Enterprise CRM Survey/Insights PlatformsCompany Profile
Global market leading organisation CX/EX technology company that delivers experience management solutions for some of the most complex enterprises globally. With over 175 professionals working across cross-functional business units in ANZ the company places strong emphasis on growth a clear strategic vision and a culture of smart customer-centric individuals. Their mission-driven environment fosters a sense of belonging supported by a clearly articulated 3-year vision and a commitment to building one of the worlds top 10 workplaces.Salary & Benefits
Salary Range:Level 5 - 177k$192k base $253k$274k OTEAdditional Benefits:

Ramp: 6 month ramp 25% of OTE commission paid monthly for 6 months - full quota at 9-months.
Share options - Equity Purchase Plan
well-being funds
flexible working arrangements

Role Description
This is a senior enterprise sales role focused on driving revenue through 3 key pillars - net new logos strategic account expansion & retention. You will play a key role in supporting the companys 3-pillar growth strategy across customer retention cross-sell and new business.Team Size & Leadership Scope
Key Collaboration:Sales Marketing SDRs Solution Engineers Customer SuccessTeam Information:7 in each team - 14 full stocked. Consistent performers - fell short of the team number last quarter - did not hit 100% but the team hit around 80%. 2 Heads down is the main reason. For the past year have hit target or over achieved.Responsibilities

Own and grow a territory of approx. 200-300 accounts split between 10% existing and 90% net new - quota of $581259 USD
Drive sales across the full suite of offerings (Research CX EX) to help clients break down siloes across business functions
Balance strategic land-and-expand tactics with full-platform sales where relevant
Partner with SDRs and marketing to develop pipeline through both inbound (2030%) and (80-70%) network - outbound activities
Manage complex sales cycles of 4- 12 months with average deal sizes between USD 50k-80k USD
Collaborate cross-functionally to drive platform adoption and long-term client value

Requirements
Must-Haves:

6-8 years of SaaS sales experience with exposure closing complex MM or enterprise environments
Proven success in consultative cross-functional selling with a strong understanding of business impact and stakeholder engagement
Self-driven resilient and adaptable with a bias for action and learning mindset
Ability to operate in ambiguity and thrive in fast-paced startup-like environments
Experience working with unstructured sales processes (startup experience and exposure)
No job hoppiness ( 3-5 roles in 5 years ) weve had candidates rejected who did not have more than a 2.9 year tenure on their resume
Clear role trajectory

Nice-to-Haves:

Background in adjacent enterprise systems such as CRM HCM or EX platforms
Utilities retail higher education hospitality (NOT all are required emaple- a candidate with higher education experience will be a good fit for Sarahs team)
Bachelors Degree

Interview Process Summary - 4 steps or 3 if above 85 rating. TA Screen Call
2. Session 1: Sarah or Daniel (Hiring Manager Dependant)
3. Session 2-3 Combined: Sales Leader
Session 3: Sales Leader
4. Panel Interview - presentationNotable Feedback to share with candidates:
Ask candidates:Have they failed They should share a story of failure and what they have learned from it & thats it. Qualtrics like humility and a growth minded people.

Qualtrics : Commercial / MM Role - x2 Level 5 rolesLevel:Level 5 (up to 1.5 billion in revenue)Vertical focus;Sarahs team - Retail Hospitality Dans team pub sec utilities & higher education.Location:Sydney AustraliaLanguages:EnglishIndustry:SaaS / Customer & Employee ExperienceProduct:Experience ma...