Senior Account Executive

About Acorn At Acorn PLMS, we are on a mission to transform the corporate learning experience. Our cutting‑edge Performance Learning Management System (PLMS) software is powered by AI and designed to ensure that what people learn directly contributes to their exceptional performance in business. Corporate performance and learning needs a revolution, and Acorn PLMS is the antidote. We are the only solution that guides learners step by step to master the specific capabilities required for their roles, ultimately accelerating organisational performance. Are you a driven sales professional who thrives on challenging the status quo and closing high‑impact deals? We’d love to hear from you We are open to individuals based in Canberra or Sydney , Australia – this is an in‑office role. Role overview We are seeking a high‑performing Senior Account Executive to join Acorn’s Go‑to‑Market team and help accelerate our growth in the enterprise SaaS market. As a key member of our GTM function, you will be responsible for driving new business revenue, managing complex sales cycles, and partnering closely with internal stakeholders to deliver compelling value to prospective customers within Australia. You’ll be selling a market‑leading Learning and Performance platform (PLMS) that transforms how organisations enable and measure workforce capability. Our team uses the Challenger Sales Methodology and its principles of Teaching for Differentiation, Tailoring for Resonance and Taking Control, and we’re looking for someone who thrives in a consultative, insight‑led sales environment. This is a strategic, quota‑carrying role suited to a senior seller who excels in fast‑paced, high‑performance settings. You’ll be backed by a cross‑functional team including marketing, demand generation, and customer success to help you win and grow meaningful customer relationships. 5 key capabilities 1. Strategic Prospecting - Identifies and qualifies potential clients within Acorn’s ICP, leveraging market insights and Acorn’s value propositions to uncover new opportunities. Advanced level: Masterfully identifies nuanced needs of ICP clients. Guides others in prospecting strategies. 2. Teaching for Differentiation - Challenges client assumptions by delivering unique insights that create differentiation. Reframes client needs to reveal unconventional solutions linked to Acorn’s offerings. Advanced level: Masterfully challenges status quo. Develops high‑impact insights. Coaches team on delivering provocative teaching moments. 3. Tailoring for Resonance - Customises messaging to client‑specific needs for maximum relevance and engagement. Aligns communication with client priorities, using emotional and rational appeals effectively. Advanced level: Anticipates client priorities, crafting compelling narratives. Guides team on personalisation strategies. 4. Taking Control - Drives sales conversations assertively, steering discussions towards desired outcomes. Influences decision‑making confidently while remaining flexible to client needs. Advanced level: Guides complex negotiations, influencing decisions with strategic confidence. Coaches team on assertive communication. 5. Market and Product Knowledge - Maintains comprehensive knowledge of Acorn’s product suite and industry landscape. Leverages this knowledge to inform sales strategies and educate clients, ensuring alignment with Acorn’s values of transparency and innovation. Advanced level: Provides insights on market trends and advanced product features. Acts as a resource for team knowledge‑building. Key responsibilities Own and drive full sales cycles from discovery to close, targeting mid‑market and enterprise organisations Build and manage a healthy pipeline of qualified opportunities through a mix of outbound prospecting and inbound leads Develop tailored proposals and deliver compelling product demonstrations that articulate the business value of Acorn’s platform Apply Challenger Sales principles to reframe client thinking and lead value‑driven conversations Negotiate commercial terms and close deals that drive long‑term value for customers and Acorn Maintain accurate forecasts and reporting in CRM (HubSpot) Collaborate with marketing, product, and implementation teams to ensure seamless handover and onboarding of new customers Represent the voice of the customer internally, sharing market feedback to inform go‑to‑market strategy and product roadmap Experience 7–8 years of experience in B2B SaaS sales, with a consistent track record of hitting or exceeding quota Experience selling to HR, L&D, or Operations stakeholders is highly valued Familiarity with the Challenger Sales Methodology and a proven ability to apply insight‑led selling approaches Strong storytelling and demoing skills; ability to lead compelling discovery conversations and align solutions to strategic pain points Skilled in using modern sales tools (e.g. HubSpot) Comfortable navigating high‑velocity environments and multi‑threaded enterprise sales cycles Strong interpersonal skills with a growth mindset and team‑first attitude Experience working in fast‑paced, high‑growth startups or scale‑ups is a plus Be part of a high‑growth SaaS company on a global mission Sell a category‑leading platform that solves real customer problems Work with a high‑performing, collaborative team that values continuous learning Location We are open to individuals based in Sydney or Canberra, Australia. We are an office‑first company, meaning we work from our local offices the majority (if not all) of the time. Candidates will need to be in commuting distance to our offices based in the Canberra and Sydney CBD. Our recruitment process Acorn is committed to fostering a diverse and inclusive workplace where everyone feels valued and respected. We are an equal opportunities employer and welcome applications from all qualified candidates. We aim to ensure that our recruitment process is fair and accessible to everyone and encourage candidates to request any accommodations needed during the application or interview stages. About Working at Acorn Acorn is the hub for learning and performance for over 3 million active learners globally. The work you do — whether that’s writing lines of code, designing the layout of a dashboard, or talking to customers — helps real people grow not just professionally, but personally. In the space of 10 years, we’ve grown to a global platform in the heart of many major organisations’ ecosystems. Seniority level Mid‑Senior level Employment type Full‑time Job function Sales and Business Development Industries Software Development #J-18808-Ljbffr