SMB Account Executive

ROLLER is not your average software‑as‑a‑service company. With a global presence in over 30 countries, we're here to bring some excitement to the leisure and attractions industry and make a difference Our mission is to help businesses operate smoothly and create fun and memorable guest experiences by providing seamless ticketing, point‑of‑sale, self‑serve kiosks, memberships and digital waiver processes. But here's the best part: our team. We're a group of 300+ passionate, enthusiastic, and down‑to‑earth professionals located all around the world who are all working together to build something truly remarkable. We're aiming high and believe that the possibilities are endless. As we continue to grow globally, we're excited to write our success story and have fun along the way. We genuinely love what we do, and we're looking for like‑minded people to join us on this amazing journey. If you're ready to be part of a dynamic team and make a real impact, come aboard, and let's create some unforgettable experiences together at ROLLER 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‑size businesses in the leisure and attractions industry. You’ll 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. You will be responsible for consultative selling, uncovering customer needs, and delivering tailored solutions that drive value for our customers. Your success will be measured by your ability to exceed sales targets, build lasting customer relationships, and contribute to ROLLER’s expansion. What You’ll Do Work inbound leads while also 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. 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). 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. 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, from frontline operators to business owners. 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, managing 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. You are 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 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 (When we hit our goals each quarter, we take a well‑earned day off together to relax, recharge, and celebrate our wins). 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. 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 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. 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. ROI Exercise – You will demonstrate your ability to develop a quantitative Return on Investment (ROI) presentation for a prospective customer 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 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. 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 #LI-hybrid As set forth in ROLLER’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law. #J-18808-Ljbffr