About this role.
Zone & Co is hiring a remote Account Executive based in Australia to acquire new upper-mid-market and enterprise customers for its NetSuite-native financial operations platform. The role owns the complete net-new SaaS sales cycle, including prospecting, qualification, discovery, demonstrations, proposals, negotiation, forecasting, and closing. The successful candidate will sell consultatively to finance executives, collaborate with solution consultants and cross-functional teams, and apply MEDDPICC to complex buying processes. This is a senior, target-driven sales role requiring at least five years of SaaS new-business experience and a record of exceeding ARR quotas above $1 million.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I begin by segmenting the territory by ideal customer profile, finance-tech maturity, NetSuite usage, and likely business triggers. I combine targeted outbound sequences, partner referrals, networking, and account research, then use a clear qualification framework to prioritize opportunities with compelling business pain, access to decision-makers, and a credible buying process.
I use MEDDPICC as a living deal plan rather than a checklist. I validate measurable outcomes, identify the economic buyer and decision criteria, map the decision process, uncover pain, establish a champion, and assess competition; gaps become specific next steps and inform forecast confidence.
I would start with discovery around manual workflows, close-cycle delays, cash-flow visibility, billing complexity, procurement controls, and reporting needs. I would then connect Zone’s ERP-native automation and intelligence to measurable outcomes such as reduced manual effort, stronger controls, faster processes, and more timely financial insight.
In a stalled deal, I re-established the customer’s priority and identified whether the obstacle was business value, stakeholder alignment, budget, or process. I created a mutual action plan with agreed owners and dates, brought in the right technical or executive resources, and tied the next decision to the customer’s measurable goals.
I inspect every material opportunity against objective exit criteria, verified customer commitments, stakeholder engagement, timeline, and next steps. I keep Salesforce current, separate upside from committed business, and communicate risks early so leadership has a realistic view of likely outcomes.
Zone & Company Software Consulting LLC (“Zone”) is the ERP-native AI platform for financial operations, purpose-built for organizations running on Oracle NetSuite. We are redefining how finance teams operate by delivering an AI-powered system that automates, connects, and scales financial workflows directly within the ERP.
As the AI operating system for finance teams in NetSuite, Zone enables more than 4,500 customers worldwide to run smarter, faster, and with greater accuracy. Our platform spans the full financial lifecycle, including Quote-to-Cash, Procure-to-Pay, Treasury, Payroll Management, and Record-to-Report, eliminating manual processes and unlocking real-time financial intelligence.
By embedding intelligence directly into NetSuite, Zone helps finance teams move beyond reactive work to proactive, strategic impact. Learn more at www.zoneandco.com or follow us on LinkedIn: linkedin.com/company/zoneandco.
About the Job:
As an Account Executive at Zone & Co, you’ll play a key role in driving our continued growth by bringing new customers into our business. You’ll own the full sales cycle—from prospecting and pipeline generation through negotiation and close—working with high-value prospects across a defined territory.
This is an opportunity for a driven SaaS sales professional who thrives on winning new business, building meaningful customer relationships, and consistently exceeding targets. You’ll partner closely with Solution Consultants, Marketing, Product, Professional Services, and Partner teams to deliver value-driven solutions that solve complex business challenges for finance leaders.
If you’re energized by fast-paced environments, enjoy taking ownership of your results, and are motivated by building a strong pipeline and closing deals, we’d love to hear from you!
What You’ll Do:
- Own and exceed monthly, quarterly, and annual Annual Recurring Revenue (ARR) targets across multiple products within your assigned territory.
- Prospect and generate new business opportunities through outbound outreach, networking, referrals, and strategic partnerships.
- Manage the full sales cycle, from discovery and qualification through proposal, negotiation, and close.
- Build and maintain a healthy pipeline, effectively managing multiple opportunities at various stages while maintaining accurate forecasting.
- Apply a consultative, value-based sales approach to understand customer challenges and position tailored solutions that deliver business value.
- Partner with Solution Consultants to deliver compelling product demonstrations and ensure a seamless transition from sale to implementation.
- Collaborate with Marketing, Product, Partner & Alliance, and Professional Services teams to drive pipeline growth and deliver an exceptional customer experience.
- Maintain accurate opportunity management, forecasting, and sales activity within Salesforce and other sales enablement tools.
- Leverage sales methodologies, including MEDDPICC, to qualify opportunities and navigate complex buying processes.
- Build relationships with finance executives and other key stakeholders, acting as a trusted advisor throughout the buying journey.
- Provide customer feedback and market insights to help inform product strategy and continuous improvement.
- Ensure all sales activities are conducted ethically and in compliance with company policies and applicable regulations.
What You’ll Need:
- Bachelor’s degree in Business, Finance, or a related field.
- 5+ years of experience in a net-new SaaS sales role with a track record of consistently exceeding annual ARR quotas of $1M+.
- Experience selling into upper mid-market and/or enterprise organizations.
- Demonstrated success building pipeline through proactive prospecting and outbound business development.
- Experience managing complex sales cycles using structured sales methodologies such as MEDDPICC.
- Ability to engage multiple stakeholders and align technology solutions to complex business challenges.
- Experience selling to finance leaders and the Office of the CFO is highly preferred.
- Experience selling financial software solutions such as billing, reporting, payroll, payments, AP automation, Procure-to-Pay, or Order-to-Cash solutions is a plus.
- Strong understanding of SaaS and financial technology solutions.
- Excellent communication, presentation, and negotiation skills.
- Experience using Salesforce, Gong, and other modern sales technology platforms.
- Strong analytical and problem-solving skills with the ability to prioritize effectively.
- A collaborative mindset and the ability to thrive in a high-growth, fast-paced environment.
- Willingness to travel as needed for customer meetings and industry events.
- Must be located and living in Australia
What makes you successful:
- Results-driven and motivated by achieving ambitious goals.
- Customer-focused, with a consultative approach to solving business challenges.
- Competitive, resilient, and energized by winning new business.
- Adaptable and comfortable navigating change in a high-growth environment.
- Coachable and committed to continuous learning and improvement.
- Accountable, proactive, and willing to take ownership of outcomes.
Benefits
At Zone, we provide the platform; you provide the grit. We operate as a high-velocity, fully remote, global team where autonomy isn’t just a perk, it’s the standard. We’re looking for self-driven professionals eager to navigate the complexities of a unique SaaS environment and take full command of their professional evolution.
We ditch micro-management for high-trust flexibility, ensuring you have the space to innovate and scale. Our benefits are built to fuel this lifestyle, supporting your life beyond the screen so you can focus on making a global impact. Explore our offerings at https://www.zoneandco.com/careers
Join Our Global Mission
Zone & Co is an Equal Opportunity Employer committed to building a diverse, equitable, and inclusive workplace. We thrive on unique perspectives and strongly encourage candidates of all backgrounds to apply. Here, your identity is valued, and your talent is the only limit to your growth. All qualified applicants will receive consideration regardless of race, color, religion, sex, orientation, age, disability, or any other protected factor.
Employment Terms
United States
Employment with Zone is “At-Will”, meaning either party may terminate the relationship at any time, with or without cause or notice, in accordance with applicable law. This job description does not constitute an employment contract or guarantee of continued employment. Duties and responsibilities may evolve as the company grows and may change at any time with or without notice.
Non-US Jurisdictions
This position is offered as a Fixed-Term or Permanent Contract based on your country of residence. Employment is subject to a written contract which outlines specific notice periods, probationary terms, and statutory entitlements.
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