Founding Account Executive | Enrola | $135K Base + Super, $270K OTE | Brisbane (Hybrid)

Enrola · Brisbane, hybrid · Two roles · Reports to the Head of Growth

One of the first two sales hires at an AI company with paying customers. You close your own deals, and you help write the playbook every rep after you will learn from.

Enrola builds AI sales agents for businesses that win or lose on how quickly they answer an enquiry. When someone asks about a course, a legal matter or a home loan, Enrola's agent replies by SMS within seconds, qualifies them, keeps the conversation going and books the call with a person on the client's team.

Most customers today are private education providers, many of them registered training organisations. It’s now time to grow the range of clients and Enrola’s ICP is B2C companies with high lead volumes selling considered, valuable products and services. Working out which sectors sell best is part of this job.

Sales has been founder-led until now. The Head of Growth has spent the last few months building the top of the funnel, and the business is ready for dedicated sellers. Enrola is hiring two Founding Account Executives at the same time, so you won't be the only one building this.

Why this role

• $135K base plus super, $270K OTE, split 50/50 base and variable

• One of the first two AEs at a seed-stage company with paying customers across education and legal

• Short cycles. Deals of $12K to $200K+ with around $40k being the target sweet spot of value vs. velocity, most closed in one to four calls and inside 30 days

• Upsell counts toward quota the same as new business, so the accounts you land keep paying you as they grow

• A product the prospect tests on a call. They try an agent set up for their own business, which shortens the conversation considerably

• Direct access to the CEO and the product team. What you hear in the market shapes what gets built

• Brisbane hybrid. Around three days a week in the office for the first month, then roughly one day a week once you're up to speed

What you'll actually do

• Build your own pipeline, mostly by phone, into private education providers and the newer verticals

• Run the sale end to end. A $15K deal can close in one or two calls. A $40K deal usually takes three or four over a couple of weeks

• Qualify hard. With 12 to 15 live deals at any one time, there isn't room for ones that won't close

• Run a light demo. There's no solutions engineer, and you don't need one, because the prospect is testing the agent rather than watching slides

• Land on one use case, and expand to the client's full lead volume. You stay in the account after signature

• Hand setup to the customer team, who own configuration and onboarding

• Bring structured feedback to the Head of Growth, the CEO and the product team on what's landing, what isn't, and what should be built next

• Help write the sales playbook the next wave of reps will ramp into

There is currently no SDR team, no enablement function and no playbook yet. The Head of Growth builds automation that will send some warm opportunities your way, and those are a bonus. The plan is your own outbound.

Who this suits

You don't need to have sold AI, or sold into education. What matters is that you have hit quota in high velocity SMB or mid-market sales, and found most of that pipeline yourself.

• You can put numbers on the pipeline you sourced, the deals you closed and how long they took

• You pick up the phone first

• You've worked somewhere early, or somewhere light on process, and built what was missing rather than waiting for it

• You ask good questions before you start pitching

• You want to stay with a customer after signature and grow the account

• You want to help build a company, and you can explain why that matters to you now

Experience selling to education providers, or selling lead generation, marketing technology, telephony or CRM to sales and marketing leaders, helps. None of it is essential. If your recent deals have run six to twelve months with a solutions engineer beside you, this will feel like a different job, and it's worth being honest with yourself about whether you want that.

What success looks like

• First month: in the office most of the week, learning the product and the education buyer, on the phones and running first calls

• Second month: closing your own deals, with a clear view of which verticals are responding

• First quarter a full pipeline of qualified deals, early accounts expanding, and parts of the playbook in use

• Six months: a sales motion the next hires can ramp into, built partly on what you learnt. Ambition to lead as the team grows is welcome

The process

A screen with Pointer, a behavioural interview with the Head of Growth, then a discovery role play. You choose a product you've sold and a buyer you've sold to, and the Head of Growth plays the prospect. It tests discovery, so you won't be pitching Enrola. The final stage is with the CEO.

Why this one is worth a look

Founding AE roles often come with a product nobody has bought yet and a base that won't cover a Brisbane mortgage. Enrola has paying customers, a product a prospect can try in a single call, and a $135K base that sits well above most Brisbane AE roles. Additionally, churn and upsell are also top 5% for seed-stage startups.

The harder part is the absence of process. You'll be building the motion while you run it. For the right person, that's the reason to take the job.

How to apply

This search is run by Pointer on behalf of Enrola. Apply here, or contact Hugo Bieber at hugo@pointerstrategy.com.au for the full picture before you commit to a process. Please don't apply through Enrola directly.