Job Description
Enterprise Account Executive – Critical Infrastructure SaaS | Genuine Mid-Upper Enterprise Salary + Super + ***** OTE Split | Australia (Location TBC)
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Our first Industry Lead started with zero background in the sector and closed $1.4M in year one. Not because of a Rolodex. Because they knew how to sell. This seat is the next one.
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Critical infrastructure — refineries, ports, bridges — has always been inspected the old way: ropes, clipboards, reports that die in a filing cabinet. We built the category that fixes that. A structural lifecycle platform that turns in-field inspections into a living 3D record, so asset owners and engineers can inspect, measure and plan on structures most people would need a harness to get near.
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It's working. We've just closed a Series A. Revenue is at $3M and the plan is $11M within two years. Right now the entire company's number sits on three Account Executives — and this is the third seat.
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This isn't inheriting someone else's patch. You're getting an entire critical-infrastructure vertical — the number, the pipeline, the accounts — and building the playbook the rest of the company will run on.
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Why this role
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A genuine mid-to-upper enterprise salary, ***** split to OTE — with land-and-expand upside that goes well past that once accounts mature
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Genuinely early seat: three AEs carry the whole company's revenue, and you're one of them
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Direct proof this works — our first Industry Lead took a vertical from a standing start to $1.4M in year one with zero prior sector experience
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Fresh Series A funding backing a two-year plan to more than 3x revenue
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Close to the founders. This is a build seat, not a maintenance one
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Land small, expand big — first deals average around $50K, expansion inside the same account can run into the millions




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You define how a brand-new category sells in your sector — not someone else's process, yours
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What you'll actually do
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Own the number for your vertical — every qualified lead and new win, whatever the source, carried through to close
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Self-source roughly 30% of your target — break into named enterprise accounts cold through direct outreach, site visits and sector events
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Run the full cycle end to end: qualify, build the business case, close, then keep closing as the account matures
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Build the board-ready ROI and risk assessment that actually wins the deal, then hand it to Customer Success on signature
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Build out the playbook for your sector — the use cases, personas, ROI evidence and objections the rest of the company will draw on
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Work every deal through MEDDIC, and flag where the process is slowing you down so it gets fixed
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Own your territory plan and forecast, and keep the CRM honest in real time — not just before deal reviews
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Get handed marketing campaigns and partner introductions, and carry them through to wins
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Who this suits
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You don't need to have sold into this exact sector before. What matters more is whether you've actually built a book from cold, and whether you can hold a room of engineers and executives at the same time.
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You've carried and hit an enterprise new-business number — six-figure ACV, considered,



multi-stakeholder sales cycles
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You've genuinely self-sourced pipeline into named accounts cold, not just worked what marketing handed you
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You've built the business case yourself — ROI selling to senior and board-level buyers, not just a champion with a positive feeling
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You've owned a territory and a forecast end to end, with the CRM discipline to back it up
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You've grown accounts after the first sale — real land-and-expand, not one-and-done
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You've done this in a B2B SaaS startup or scale-up, where nothing is written down for you yet
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You're comfortable navigating technology, cyber, procurement and executive stakeholders in the same deal
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You're just as credible with a plant engineer on-site as you are in a boardroom — this buyer is closer to blue-collar than Silicon Valley, and doesn't respond to polish
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Some experience selling into infrastructure, utilities, resources or regulated industries helps, and so does having educated a market that didn't know it had the problem yet. Neither is essential. Enterprise selling craft is what actually predicts success here.
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Why this is different
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Most "own your vertical" roles are marketing. You're handed an existing book, told to run someone else's process, and the upside gets capped the day you close your first deal.
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This isn't that. There's no inherited pipeline and no existing playbook — you're building both. The company backs that with fresh capital, a founder who's close enough to actually help, and proof it's already worked once. Three AEs are carrying an entire company's growth plan right now. That's real leverage, and it's rare.
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If you want a territory that's actually yours, this is one of the better seats in Australian SaaS right now.

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