SMB Account Executive

About ROLLER

ROLLER is a global software-as-a-service company designed to help businesses in the leisure and attractions industry operate more efficiently and deliver great guest experiences. ROLLER helps its customers offer amazing guest experiences through a full suite of venue management features. We are a fast-growing global company with customers in over 30 countries and a wide array of industries like theme parks, museums, zoos, trampoline parks, water parks, aquariums, and wake parks - to name a few!
At the heart of ROLLER is our team - which consists of 150+ highly energetic, driven, intelligent, and humble professionals, all contributing to help build a great and enduring business. We truly believe that the sky's the limit for us, and we are well on our way toward becoming a global success story. But most of all, we love what we do, have a great time doing it, and are looking for like-minded people to join us on this amazing journey!

About the Role

We are looking for an experienced sales professional to join our growing team as we continue to grow market share. In this role, you'll work inbound leads and generate your own outbound, net-new pipeline with your BDR partner. You will research prospective customers, identify upsell opportunities and create outreach strategies. As a champion problem-solver, you'll take the time to understand your client's business objectives and present them with custom creative solutions to help them achieve their goals. Account Executives are accountable for exceeding monthly, quarterly, and annual quotas, forecasting accuracy, and closing in collaboration with internal teams and partners. This is a terrific opportunity to accelerate your sales career with a high-growth software company with untapped potential.

What You'll Do

• Serve as the primary driving force in the company's revenue and customer success objectives through the attainment of assigned monthly, quarterly, and annual sales quota
• Conduct discovery calls with customers and prospects to understand organizational structure, key decision makers, procurement processes, IT systems, and document workflow
• Uncover customer needs and goals to match customer requirements to ROLLER solutions
• Understand, position, and clearly articulate the value and benefits of ROLLER solutions to all levels within customer organizations
• Leverage marketing slide decks and other materials, build custom sales presentations and demonstrations to client needs, and present by phone, webinar, and/or in-person.
• Qualify, build, and manage a sales pipeline through the development of qualified leads and proactive outbound prospecting
• Draft customer proposals, demonstrate sound decision-making abilities, and negotiate client pricing requirements and concessions 
• Serve as the lead and primary point of contact for aligning internal ROLLER teams and resources with key customer and prospect stakeholders
• Develop short, mid and long-term strategic and tactical execution plans to ensure success in assigned territory
• Forecast monthly and quarterly sales activity and revenue achievement
  

About You

• You have a Bachelor’s degree in Communications, Marketing/Sales, Business, or related fields.
• You are based in Melbourne or Sydney and are open to a hybrid working environment.
• You bring at least 3-4 years of managing and closing complex sales cycles - SaaS being highly desirable.
• Your proven experience in defining and achieving growth success metrics and your strong communication, interpersonal, and prospecting skills set you up for success.
• You are a problem solver with a strong business aptitude for selling and building lasting relationships with the ability to understand pain points and requirements - correlating them with potential business value.
• You are technologically savvy with an ability to learn and demonstrate new technology fast.

Bonus Points

• 2+ years SaaS sales experience
• Experience selling web-based products or services
• Demonstrated ability to over-achieve quotas (top 10-15% of company) in past positions

Perks!

• Attractive compensation package.
• You get to work on a category-leading product that customers love in a fun, high-growth industry! Check our Capterra and G2 reviews.
• Paid time off, sick days, and paid holidays.
• 4 ROLLER Recharge days per year (that is 4 additional days of leave that we all take off together as a team to rest and recuperate).
• 16 weeks paid Parental leave for primary carers and 4 weeks paid Parental leave for secondary carers.
• Engage in our ‘Vibe Tribe’ - led by our team members; you can contribute to company-wide initiatives directly. Regular events and social activities, fundraising & cause-related campaigns... you name it. We're willing to make it happen!
• Team member Assistance Program to proactively support our team's health and well-being, access to coaching, education modules, weekly webinars, and more.
• Highly flexible work environment with an All Access pass to WeWork, depending on your location.
• Work with a driven, fun, and switched-on team that likes to raise the bar in all we do.
• Individual learning and development budget plus genuine career growth opportunities as we continue to expand!

What You Can Expect

1. Initial call with our Talent Acquisition Manager
   You'll have an initial call with our Talent Acquisition Manager to chat through some of your experience to date, salary expectations and you can check off any initial questions you might have.
2. Interview with the Hiring Manager
   You'll get to meet with the hiring manager to learn more about the role & ROLLER whilst also talking through your experience in more detail.
3. ROI Exercise
   You will demonstrate your ability to develop a quantitative Return on Investment (ROI) presentation for a prospective customer
4. Loop Interviews
   This is where you will get to meet our wider ROLLER team to do a 'vibe check' on us to make sure our culture & vibe meet what you are looking for!
5. Role Play Presentation
   This is where you will get to assemble all you have learned during the interview process for a discovery call and presentation.
6. Office Vibe Check
   Join us at our office to meet some of the team!
7. Offer
   If all lights are green and the fit feel right, we'll conduct reference checks and you'll receive an offer to join!

Successful applicants will be required to complete a background check (including criminal history) prior to commencement of employment
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