This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This role is designed for a dynamic sales professional responsible for driving revenue growth within the Mid-Market segment. The Senior Account Executive will manage a portfolio of accounts, developing and executing account plans, building strong relationships with executive and technical stakeholders, and creating strategic opportunities for business expansion. You will act as a trusted advisor to clients, helping them leverage technology to achieve their business goals. This position requires a consultative approach, excellent sales acumen, and the ability to navigate complex organizations while collaborating with cross-functional teams. The role offers high visibility, autonomy, and the chance to make a measurable impact on both customer success and revenue growth. It is ideal for someone passionate about technology sales, relationship management, and business transformation. - Own and manage a named list of mid-market accounts, developing strategic account plans to drive new business and expansion. - Cultivate strong relationships with executive, business, and technical decision makers, providing consultative guidance to align technology solutions with customer objectives. - Lead the execution of sales strategies using established methodologies (e.g., MEDDPICC, Challenger Sale) to achieve revenue and forecast goals. - Coordinate cross-functional teams, including solution engineers, marketing, and channel partners, to deliver value to customers and ensure successful engagements. - Monitor pipeline, forecasts, and account performance, identifying opportunities and risks while implementing corrective actions as needed. - Serve as a thought leader and trusted advisor, sharing industry knowledge, insights, and innovative ideas to influence client strategies. Qualifications - 6+ years of experience in technology-related sales or technical selling, or equivalent combination of education and experience (Bachelor’s + 4+ years, or MBA + 2+ years). - Proven experience selling software licenses, usage-based products, or enterprise solutions to mid-market and multinational accounts. - Strong consultative selling, relationship management, and negotiation skills with the ability to influence decision makers at all levels. - Excellent strategic thinking, forecasting, and pipeline management abilities. - Comfortable navigating complex organizations and collaborating with internal teams to achieve business outcomes. - Willingness to travel up to 25% as needed. - Preferred experience with DevOps, DevSecOps, or AI-related software products. Benefits - Competitive base salary with on-target earnings including performance-based incentives. - Remote-first work environment with flexibility to balance personal and professional needs. - Comprehensive healthcare benefits, including medical, dental, and vision coverage. - Opportunities for professional growth, mentorship, and career advancement. - Inclusive and diverse work culture, with a focus on collaboration, learning, and innovation.

• Own the end-to-end sales process for Mid-Market customers—from prospecting through close. • Execute territory plans focused on companies with fewer than 2,000 employees and less than $1B in revenue. • Identify customer objectives and design network and cloud solutions to match. • Partner with your Sr. Enterprise Sales Executive for coaching, account collaboration, and territory strategy. • Work cross-functionally with Solutions Architects and Customer Success Managers to ensure solution delivery and post-sale growth. • Prospect new logos via outbound engagement and partner collaboration across VARs, MSPs, and agents. • Build relationships with key decision-makers—primarily IT Directors, Network Engineers, and Heads of Infrastructure. • Maintain accurate forecasting and pipeline discipline in CRM to achieve sales targets. • Engage with our Channel team to support field activities and help drive business through the channel. • Stay current on Megaport solutions, market trends, and cloud partner offerings (AWS, Azure, GCP, Oracle). • Represent Megaport with integrity, urgency, and a value-first mindset.

• Build and manage relationships with schools across Victoria • Connect with key contacts, including principals and heads of curriculum • Understand school needs and match them with the right Atomi solutions • Run engaging, insightful product demos (both virtual and on-site) • Manage the full sales journey from first contact to partnership • Guide pricing conversations and negotiate with confidence • Keep accurate notes in Hubspot to forecast and manage your pipeline • Work closely with the customer success team to ensure smooth onboarding and adoption • Track and report on engagement trends and customer feedback • Create a positive, professional experience for all contacts

• Be the primary relationship owner for a book of existing customers in Japan: retention, renewals, upsells and adoption-driven expansion. • Build trusted executive and technical relationships with customers (in Japanese and English). Run regular business reviews and create expansion roadmaps tied to business outcomes. • Drive customer adoption of Fivetran connectors and platform features through consultative, use-case driven conversations — translate technical capability into measurable business value. • Manage the full contracting lifecycle for your book: planning, strategy, negotiation, amendments and execution (working closely with Legal and Sales Ops). • Provide timely and accurate forecasts for renewals, expansions and amendments; keep Salesforce and forecasting tools up to date. • Partner cross-functionally with Customer Success Managers, Sales Engineers, Product, Marketing and Partners/SIs to deliver excellent outcomes and smooth implementation/migration projects. • Act as the escalation owner when issues arise; resolve problems quickly and transparently while protecting the customer relationship. • Capture and communicate customer feedback, competitive intelligence and product requests to influence product and go-to-market strategy. • Create customer advocates and referenceable success stories for the Japan market. • High customer satisfaction (CSAT / NPS) and strong customer health metrics across your book. • Consistent, predictable renewals and measurable ARR expansion driven by adoption and consumption. • Accurate, timely forecasting and clean CRM hygiene. • Strong, long-term partnerships with customers and local partners/SIs. • As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in-person Revenue Bootcamp during their second week at Fivetran. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.