SMB Account Executive

SMB Account Executive Join to apply for the SMB Account Executive role at ROLLER. About ROLLER ROLLER is not your average software-as-a-service company. With a global presence in over 30 countries, we bring excitement to the leisure and attractions industry and help businesses operate smoothly by providing seamless ticketing, point-of-sale, self‑serve kiosks, memberships and digital waiver processes. Our team of 300+ passionate, enthusiastic, and down‑to‑earth professionals works together to build something truly remarkable and create unforgettable experiences. About the Role As an SMB Account Executive at ROLLER, you will play a critical role in growing our market share by acquiring and expanding relationships with small and mid‑sized businesses in the leisure and attractions industry. You will partner with a BDR to generate pipeline, qualify leads, and drive the full sales cycle from discovery to close. This is an opportunity to accelerate your sales career in a high‑growth SaaS company. What You’ll Do Pipeline Generation & Lead Qualification Work inbound leads while collaborating with your BDR partner to generate a net‑new outbound pipeline. Identify, research, and qualify prospective customers based on their business needs and potential fit. Conduct high‑impact discovery calls to understand customer pain points, goals, and decision‑making processes. Consultative Sales & Deal Execution Build trusted relationships with SMB customers, positioning ROLLER as a strategic partner. Educate customers on the benefits of ROLLER’s solutions and how they align with their business objectives. Develop and deliver compelling sales presentations and product demonstrations tailored to each prospect’s needs. Own the entire sales cycle, from initial engagement to pricing negotiations and closing deals. Effectively handle objections and navigate customer concerns with a problem‑solving mindset. Revenue Growth & Expansion Meet and exceed monthly, quarterly, and annual sales quotas. Identify upsell and expansion opportunities to increase customer lifetime value. Maintain an accurate sales forecast and pipeline using CRM tools (e.g., HubSpot, Salesforce). Collaboration & Continuous Improvement Partner with Marketing and BDR teams to refine outreach strategies and improve lead quality. Work closely with Customer Success and Implementation teams to ensure smooth onboarding and long‑term success. Provide customer feedback to Product and Leadership teams to enhance ROLLER’s offerings. Continuously develop your sales skills and industry knowledge to refine your approach. Key Skills & Competencies Pipeline Management & Prospecting – Proactively generate leads, qualify opportunities, and manage a high‑volume sales pipeline. Customer‑Centric Problem‑Solving – Strong ability to listen, identify challenges, and position ROLLER as the best‑fit solution. Strong Communication & Influence – Ability to engage and persuade stakeholders at all levels. Data‑Driven Decision Making – Use metrics and insights to guide prospecting efforts and optimize sales performance. Time Management & Prioritization – Ability to juggle multiple deals simultaneously and manage priorities effectively. Adaptability & Resilience – Thrive in a fast‑paced, dynamic environment, learning from feedback and continuously improving. What You Bring Proven experience in B2B sales, preferably in SaaS, hospitality, or venue management industries. Based in Melbourne or Sydney and open to a hybrid environment (3 days/week in office). Strong track record of hitting and exceeding quota in a sales‑driven environment. Consultative sales experience, with the ability to tailor solutions based on customer needs. Ability to manage the full sales cycle, from prospecting to closing deals. Experience working with CRM tools (e.g., Salesforce, HubSpot) and other sales engagement platforms. Technologically savvy and comfortable learning new software. A self‑motivated, competitive, and goal‑oriented mindset. 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. Work on a category‑leading product that customers love in a fun, high‑growth industry. Paid time off, sick days, and paid holidays. 4 ROLLER Recharge days per year (celebrate our wins together). 16 weeks paid parental leave for primary carers and 4 weeks paid parental leave for secondary carers. Engage in our ‘Vibe Tribe’ and contribute to company‑wide initiatives directly. Team member Assistance Programme for health, well‑being, coaching, education modules, webinars, and more. Work with a driven, fun, and switched‑on team that raises the bar in everything we do. Individual learning and development budget plus genuine career growth opportunities as we continue to expand. What You Can Expect Initial call with our Talent Acquisition Manager – discuss experience, salary expectations, and answer any short questions. Interview with the Hiring Manager – learn more about the role & ROLLER and discuss your experience in detail. ROI Exercise – develop a quantitative Return on Investment presentation for a prospective customer. Loop Interviews – meet our wider ROLLER team and ensure culture & vibe align with your expectations. Role Play Presentation – assemble all you have learned during the interview process for a discovery call and presentation. Offer – upon a successful match, reference checks and a formal offer to join. Successful applicants will be required to complete a background check (including criminal history) prior to commencement of employment. Seniority Level Entry level Employment Type Full‑time Job Function Sales and Business Development Industries Technology, Information and Internet #J-18808-Ljbffr