Job Description

Role Overview / Purpose:

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SKUTOPIA is rewriting the rules of fulfilment. We're Australia's first robotics-powered 3PL, and we move rapid. We don't just store boxes; we build the operating system that lets brands scale without limits.

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We're now looking for an exceptional Enterprise Account Executive to own our enterprise market and drive growth with Australia's most sophisticated brands. This is a rare seat at the table of a tech scaleup that is genuinely disrupting a $10B+ industry.

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This is a hybrid role which requires travel to our facility in Altona, Melbourne to conduct sales tours and pitches.

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Key Responsibilities:

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You'll own enterprise and upper mid-market pipeline from Melbourne; hunting, building and closing complex multi-stakeholder deals with eCommerce & omnichannel brands doing $5M - $100M+ in revenue. You'll operate with genuine autonomy: shaping deal strategy, running structured discovery using MEDDPICC, and partnering with our operations and solutions teams to land and expand accounts.

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You won't be handed a warm pipeline. You'll build it. This role suits someone who thrives in ambiguity, operates like a founder, and gets energy from the complexity of selling a paradigm shift, not just a service.

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- Own the end-to-end enterprise sales cycle; from prospecting through to signed contract and smooth handover to CS.
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- Build and manage a qualified pipeline of enterprise and upper mid-market eCommerce merchants using a mix of outbound, ABM, events and referrals.
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- Lead multi-threaded, multi-stakeholder deals; navigating C-suite, COO, CFO,



and operations contacts simultaneously using a structured MEDDPICC approach.
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- Run consultative discovery that quantifies merchant pain: fulfilment costs, accuracy rates, SLA performance, and growth constraints.
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- Develop and deliver compelling, tailored pitch materials; from RFP responses and business cases to shortlist presentations; in partnership with product, tech and operations teams.
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- Represent Skutopia at industry events, trade shows, and networking functions to grow brand presence and pipeline.
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- Maintain rigorous CRM hygiene in HubSpot: accurate deal stages, contact mapping, forecasting, and activity notes.
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- Collaborate with Skutopia wider teams to scope and win complex deals, and flag commercial or product gaps.
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- Contribute to sales strategy: share market intelligence, competitive insights, and feedback on our ICP and value proposition from the field.
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What you bring:

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- Strong experience in B2B enterprise or complex solution sales; ideally in 3PL, supply chain, SaaS, or eCommerce infrastructure.
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- Proven track record of closing seven-figure deals with long sales cycles and multiple stakeholders.
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- Excellent commercial instincts; you can run a financial model, build a business case, and speak fluently to cost-per-order,



SLA metrics, and working capital.
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- Structured methodology; you use a framework (MEDDPICC or similar) and can demonstrate how you apply it.
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- Outstanding communicator; polished in the boardroom, credible with operations & technical teams.
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- Deeply self-motivated; you don't need hand-holding to build pipeline or close deals in a new market.
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- Commercially curious; you follow eCommerce/Retail trends, know who the major players are, and have a point of view on the market.
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- Melbourne-based or genuinely willing to relocate; this role requires real presence in the market.
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Bonus Points:

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- Experience selling into operations, supply chain, or C-suite at mid-market or enterprise retailers.
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- An existing network of eCommerce, retail, or brand decision-makers in Melbourne or nationally.
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- Familiarity with Shopify, Shopify Plus, Cin7 and ERPs or other tech stacks.
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- Experience working in a high-growth, pre-scale or Series A/B startup environment.
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- Prior exposure to 3PL, WMS, or fulfilment operations, you understand the complexity of what we're solving.
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What you'll get:

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- Competitive salary + performance-based commissions
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- Equity in a fast-scaling logistics and technology business
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- Direct access to the leadership team and product roadmap
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- A high-agency, low-bureaucracy environment built for growth
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- The opportunity to reshape how logistics is sold, scaled, and understood
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- A scale-up that's changing the industry, and a collaborative and dynamic team
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📌 Enterprise Account Executive (Victoria)
🏢 SKUTOPIA
📍 Victoria