ABOUT THE ROLE

As a Strategic Account Executive at Aircall, you’ll be joining a small, focused team responsible for mid-market and strategic accounts across the APAC region. You’ll work closely with a strong team of Business Development Representatives and a well-established channel ecosystem, giving you real support across the pipeline. You’ll also be expected to build and own your pipeline. The ability to drive urgency, communicate value, and close complex deals is what this role is ultimately about.

The APAC market is at an inflection point with AI adoption, and the conversations happening in boardrooms right now are turning into real buying decisions. Aircall is well positioned to win that business.

A lot of the prospects you’ll speak with won’t have connected the dots between their current problems and what Aircall can do. The strongest performers in this role bring the insight themselves, through sharp discovery and demos that make the value immediately obvious.

This role covers the full APAC region, with active deal flow across both ANZ and Asia. You will be selling primarily to C-suite and senior leadership, though deals often involve multiple stakeholders across sales, operations, support, and IT. Most engagement happens over Zoom, with occasional in-person meetings and two to four trips per year as needed.

You’ll own and lead your own demos, with Solutions Engineering available to support on more technical evaluations.

This suits someone who is energised by building, comfortable working across multiple routes to market, and serious about developing deep product and market expertise over time. This is a quota-carrying role with a competitive commission structure and a clear performance framework.

You’ll be based in our Sydney CBD office on O’Connell Street, working a hybrid model of three days in the office and two days from home.

KEY RESPONSIBILITIES

• Own the full sales cycle across the APAC market, from pipeline development through to close
• Apply a consultative approach to discovery and demonstration, building a genuine understanding of each prospect’s business before presenting a solution
• Lead product demonstrations that are tailored to each prospect’s specific context, translating complex AI capability into clear, tangible business outcomes
• Collaborate with Solutions Engineering, Account Management, and Customer Engineering to ensure a smooth path from signed contract to successful deployment
• Maintain accurate pipeline records and forecasts in Salesforce on a weekly, monthly, and quarterly basis
• Develop substantive product expertise across Aircall’s platform and AI capabilities, with the ability to speak credibly to technical and commercial stakeholders alike
• Incorporate AI tools into your daily workflow as a matter of practice, from prospecting and research through to outreach and follow-up

WHAT WE’RE LOOKING FOR

• 4+ years of full-cycle SaaS closing experience, ideally at mid-market and strategic level.
• A consistent track record of meeting and exceeding quota
• Familiarity with a structured sales methodology such as SPICED, and the ability to apply it effectively across complex deal cycles
• The ability to simplify complexity. You can take a sophisticated product, understand a customer’s world, and show them something they didn’t know they needed in a way that makes immediate sense
• Experience working with or alongside channel partners as part of a broader go-to-market motion
• Demonstrated fluency with AI tools in a professional context. We’re looking for someone who has already started building these into how they work and is committed to going further
• The organisational discipline to manage a complex, multi-threaded pipeline without losing momentum across any of it
• A genuine interest in the product, the market, and the long-term opportunity. This is a role with significant depth and earning potential for the right person

LOGISTICS

• Location: Sydney CBD, O’Connell Street
• Hybrid: 3 days in office, 2 days from home
• Right to work: Candidates must have full working rights in Australia