Senior Software Sales Executive – New Product (AEC SaaS)

Job Title: Senior Software Sales Executive – New Product (AEC SaaS)

Location: Australia(preferably in Brisbane and Sydney, or Melbourne)

Employment Type: full-time

The job  

Individual Contributor | Enterprise Sales | Greenfield Market

We are seeking a senior, high-calibre Enterprise Account Executive to take a brand-new SaaS product to market in the Australian AEC sector.

While the role sits within a large, established global organisation, the product itself is new, early-stage, and largely unproven in-market. There are limited reference customers, evolving internal processes, and a need to actively shape how the product is positioned, sold, and adopted.

This role requires a true hunter mindset — someone who thrives in ambiguity, is comfortable creating demand from first principles, and is motivated by building something meaningful over time. This is not a role for someone seeking a highly structured, mature sales environment with decades of process optimisation and brand pull.

This is a long-term growth journey. A marathon, not a sprint.

Key responsibilities 

• Own end-to-end enterprise sales execution for the new product across Australia.
• Develop and execute a greenfield territory strategy, targeting Tier 1–3 AEC organisations.
• Build relationships with senior stakeholders across construction, engineering, infrastructure, and property development firms.
• Lead complex, consultative sales cycles involving multiple decision-makers and influencers.
• Act as a market evangelist, clearly articulating product vision, value, and roadmap in the absence of extensive customer references.
• Work closely with Product, Marketing, and Leadership to:
  • Refine market messaging and positioning
  • Feed structured customer insight into product development
  • Help shape emerging go-to-market and sales processes
• Proactively build pipeline through:
  • Direct prospecting
  • Industry relationships
  • Events, roundtables, and thought leadership initiatives
• Maintain accurate forecasting and disciplined opportunity management within CRM and adherence to and compliance with the existing Sales Process.
• Establish early lighthouse customers and validated use cases.

Essential requirements 

Enterprise Sales & Commercial Capability

• Exceptional written and verbal communication skills, with the ability to convey complex value propositions clearly and persuasively.
• Strong negotiation and commercial acumen, including experience navigating procurement, legal, pricing, and enterprise contracting.
• Executive presence, able to operate credibly from operational users through to C-suite and board-level stakeholders.
• Proven ability to generate multi-stakeholder buy-in and align competing interests within customer organisations.
• Skilled at orchestrating complex buying groups, including champions, economic buyers, influencers, and gatekeepers.
• Advanced presentation and storytelling skills, including executive briefings and strategic workshops.

Hunter & New-Business Skills

• Proven enterprise hunter, comfortable creating demand where none exists.
• Demonstrated success selling products without strong brand awareness or reference leverage.
• Strong “woo” skills — able to open doors, build trust, and maintain momentum over long sales cycles.
• Highly self-sufficient, disciplined, and proactive in pipeline creation and progression.
• Comfortable selling vision-led, roadmap-driven solutions.

Behavioural & Strategic Traits

• High levels of grit, patience, and resilience.
• Performance and results-oriented.
• Strong business curiosity and customer empathy.
• Comfortable operating in ambiguous, evolving environments.
• High personal accountability and ownership mindset.
• Collaborative, able to influence cross-functional stakeholders internally.

Desired skills 

• 8+ years of B2B SaaS sales experience, ideally enterprise or mid-market.
• Prior experience selling into the AEC industry strongly preferred.
• Experience with new product launches, greenfield territories, or start-up SaaS environments highly desirable.
• Demonstrated success as an individual contributor in complex sales environments.