Account Executive (SMB)
Zeller
Sales & Business Development
Perth, WA, Australia · Remote
Posted on Friday, February 23, 2024
About Zeller
At Zeller, we’re champions for businesses of all sizes, and proud to be a fast-growing Australian scale-up taking on the ambitious goal of reimagining business banking and payments.
We believe in a level playing field, where all businesses benefit from access to smarter payments and financial services solutions that accelerate their cash flow, help them get paid faster, and give them a better understanding of their finances. So we’re hard at work building the tools to make it happen.
Zeller is growing fast, backed by leading VCs, and brings together a global team of passionate payment and tech industry professionals. With an exciting roadmap of innovative new products under development, we are building a high performing team to take on the outdated banking solutions. If you are passionate about innovation, thrive in fast-paced environments, embrace a challenge, hate bureaucracy, and can’t think of anything more exciting than disrupting the status-quo, then read on to learn more.
About the Role
As a SMB Account Executive in Zeller’s Sales team, we’ll challenge you to bring an inquisitive and hands-on approach, persistence, and self-starter attitude to help us win the market of Australian SMEs.
Being a Zeller Account Executive is not about hard selling. We believe that building a strong and lasting relationship with a business owner is the key to success. Our merchants come in all shapes and sizes — from family-run businesses, to multi-location chains, to large-scale events, and more. Every day will be different, and you'll thrive on going above-and-beyond to support a variety of merchants, by being a champion for their needs and a supporter of their business.
The SMB Account Executive role is an entry-level position to the Zeller Sales team. Your responsibilities will extend across both qualifying inbound leads to pass to Account Executives within our team, as well as building and owning your own pipeline of SMB deals that you will qualify, nurture, negotiate and close. This hybrid role is ideal for a motivated and ambitious BDR who is looking for the next step in their career with one of Australia's most exciting fintechs.
To be successful in this role you must understand the diverse business needs of our merchants, and be able to effectively use a single conversation to identify their pain points and position Zeller as the perfect fit. You will be fast on your feet, and use your grit and resilience to handle objections like a pro. You’ll become an expert in everything from payments to technology, and use your deep understanding of how Zeller's platform is the best solution for growing Australian business owners.
Role responsibilities
- You will spend your days prospecting to small, medium and large-sized businesses through outbound lead generation, door-to-door prospecting, cold calling / email, referrals and more, supplemented by a rapidly growing inbound lead pipeline.
- Build a deep understanding of the pain points and requirements of business owners, then formulate the right Zeller solution to exceed their expectations.
- Meticulously manage your leads and deals pipeline within the Hubspot Sales Hub with outstanding hygiene and attention to detail.
- Own the full sales cycle including planning, cold calling, qualifying, obtaining information, due diligence, and closing new deals to achieve in order to exceed your individual targets.
- Translate complex merchant business banking and merchant services requirements into a succinct, simple and beautiful solution.
- Deliver an outstanding first impression for Zeller’s merchants by using storytelling, case studies, pitch decks and industry news to inspire them about how we are the right business banking partner for them.
- Develop commercially sound deals across a wide variety of customer use cases, verticals, and complex economics.
- Stay up-to-date with SME, technology, fintech, payments, competitor and industry trends that are relevant to your merchants.
- Collaborate with your Zeller team members across Sales, Marketing, Customer Success, Product and Operations to relay customer feedback.
Qualifications and experience
- 1 - 2 years of experience as a BDR / SDR, with a proven ability to achieve quarterly or activity-based goals.
- A genuine curiosity and passion about people and their business that will enable you to inspire and share their stories with others.
- Hands-on experience with multiple prospecting techniques (such as cold-calls, email outreach, or door-to-door selling)
- Proficient and demonstrable experience in qualification, identifying target customers, evaluating buyer interest, recognising decision-making processes and buying signals.
- You're self motivated, and feel comfortable working independently or at a distance from your team on the odd occasion.
- A developing commercial mindset that understands the economics of a deal, and what good or bad commercial terms look like.
- Excellent written, verbal, conversational and listening skills — you're genuinely curious and love chatting with strangers.
- Experience with software including Hubspot Sales Hub, Google Suite and Excel.
- Strong interpersonal skills, and a highly collaborative work style.
- You're persistent in the face of new challenges, and don't shy away from a tough discussion.
- Excellent written, verbal and oral presentation skills.
- You have a rare competitive fire, and a desire to grow and win.
Bonus points
- Experience in SaaS, fintech, or scale-up B2B sales.
- An established relationship with SME business owners and decision makers.
How we work
Our team thrives on the energy of being together. While technology connects us virtually, we love the in-person collaboration and spend majority of our work week at our spacious (and fully stocked with snacks) Melbourne CBD office.
Like the rest of the team, you’ll benefit from
A competitive salary package, including equity from an early stage;
A balanced, progressive, and supportive work environment;
Excellent parental leave and other leave entitlements;
A fantastic office environment;
Endless learning and development opportunities;
Plenty of fun and social opportunities - we love to come together as a team;
An ability to influence and shape the future of Zeller as our company scales both domestically and globally;
Being part of one of Australia’s most exciting scale-ups.
At Zeller, we are looking for passionate people with drive and integrity. You are encouraged to apply even if your experience doesn’t exactly match this job description.