Account Executive — Mid-Market | $110K–$130K Base + Super | $200K–$260K OTE | Melbourne

Mid-market AE roles are everywhere right now. Most of them are a dead end dressed up as a step up. This one isn't.

What's actually happening here

Team Software by WorkWave is the workforce management and payroll platform running inside some of Australia's largest commercial cleaning, security, and facilities management businesses. Not a startup trying to find product-market fit. Not a legacy player coasting. A proven product, a real customer base, and a sales leader who knows exactly what good looks like.

We are looking for an AE who can take ownership of mid-market and grow into the bigger opportunities alongside the Head of Growth.

The product serves industries where operational complexity is high and the cost of getting it wrong is significant — shift-based workforces, compliance requirements, payroll at volume. When the software works, customers feel it. When it doesn't, they feel that too. It's a sale that requires genuine understanding of a customer's business, not a feature-by-feature pitch.

The opportunity at the top end is meaningful. One enterprise win can move the needle significantly. The comp structure is built to reward overperformance — accelerators kick in, and they keep climbing from there.

Why this role

• $110K–$130K base + super, $200K–$260K OTE

• Direct line to the Head of Growth — you'll be working alongside him on larger deals as you build credibility, not waiting for permission

• Vertical SaaS with a defined ICP — you're not hunting in every direction; the buyer profile is clear, the pain points are known

• Named enterprise target list already exists — this is not a "build everything from scratch" situation

• A sales leader who's invested, and wants you to win — not a manager who disappears

What you'll actually do

• Own your mid-market pipeline — target list provided, execution is yours

• Build research-led, personalised outbound sequences targeting operations and finance decision-makers at commercial cleaning, security, and FM businesses — not templated spray and pray

• Run structured discovery calls that go beyond surface-level pain — understand the business, quantify the impact, build a real case

• Manage multi-stakeholder sales cycles from first contact through commercial negotiation and close

• Maintain pipeline discipline and forecasting accuracy.

• Feed intel from the market back into the team — what's landing, what's not, where the product has leverage

Who this suits

You don't need to have sold into cleaning or security before. What matters is that you've run a proper sales cycle — multi-stakeholder, value-based, complex — and you know the difference between building real pipeline and being busy.

• 3–5+ years in a B2B SaaS AE or senior BDM role, mid-market motion, ready to edge into enterprise

• Discovery skills that are genuinely sharp — you ask the questions others skip, you build the business case, you control the cycle

• Self-directed pipeline builder — you don't wait to be told to prospect, you don't rely on inbound, you act on a target list without hand-holding

• Commercially sharp — you understand how operational software creates ROI, not just what features it has

• Resilient enough to operate in a structured but sometimes constrained environment — US parent, budget decisions that take time, processes that aren't always built for the ANZ market

• Experience carrying and exceeding $500K+ ARR quotas is a strong plus

If your recent wins have all been in high-volume SMB with short cycles and low complexity, this probably isn't the right move. The motion here is different.

Why this is worth your attention

Most mid-market AE roles come with a vague target, a messy CRM, a manager who's too busy to help, and a product that doesn't quite do what the marketing says it does. This isn't that.

The target list is real. The Head of Growth knows what he wants and will tell you straight. The product has genuine traction in its verticals. And the comp structure is built to pay out when you perform — not to look good on paper and fall apart at accelerators.

What you will get is the opportunity to learn and grow through Mid-Market to Enterprise.

This role is to be filled by Pointer, it is not for Pointer. The successful candidate will also receive 12 months of ongoing training and support, including advanced training programs and access to communities for professional growth - All of which is provided by Pointer in addition to internal programs.