Job Description

Account Executive (SMB) - SuiteFiles | $90K Base + Super | $160K OTE (Uncapped) | Melbourne, Hybrid

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SuiteFiles has been solving document management for accounting firms for over a decade - not as a side hustle, as the actual business. In 2015, our co-founder sat next to Xero's Rod Drury on a flight, right after Xero bought what became Xero Practice Manager. Xero needed a documents solution. SuiteFiles built it. We've been an official Xero Practice Manager partner ever since.

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14 years in, we've grown revenue every single year. No down years. Not even in the shaky 2022-2024 stretch that hit a lot of SaaS businesses harder. And 2026 has been our best yet - strongest half-year on record, four consecutive record-breaking months.

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We're backed by a US-based private equity investor, run by a CRO who's been in the seat 4.5 years (rare in this industry, and a signal about how this team operates). Now we're adding a second Melbourne-based AE to build out our presence near Xero's Australian HQ and grow the AU/NZ side of the business properly.

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Why This Role?

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- $90K base + super, $160K OTE at 100% of target, $180K on the stretch case
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- Commission is genuinely uncapped - hit 125%+ of target and you get paid at 150%
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- 3-4 month ramp before full target kicks in, so you're not thrown in cold
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- You'll be mentored day-to-day by our top Melbourne closer - 5 years' tenure, seriously valuable at what he does
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- Full access to Grw.AI, our AI sales coaching platform - heavily used internally, not a token perk
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- Genuine progression path: this is a company that's building, not just backfilling a seat
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What You'll Actually Do

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- Own a full sales cycle end-to-end - self-source, run discovery-and-demo in a single combined call, manage trial, propose, negotiate, close
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- Cold-call as your primary lead gen channel - around 90% of demos in this market get booked by phone, not email or LinkedIn
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- Work a genuine 50/50 mix of inbound and outbound (it shifts month to month - conference months skew inbound, quiet months mean more of your own generation)
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- Build real relationships across Melbourne's accounting-firm groups and the wider Xero ecosystem - an area we know we've under-invested in and want fixed
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- Sell into accounting firms of 5-30 seats - the bulk of the AU/NZ market - where the sales cycle runs fast: most deals close within 90 days of demo
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Who This Suits

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You don't need years of closing experience. What matters is whether you're genuinely good on the phone, right now, in your current role.

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- You're either a strong-performing SDR ready to step into full-cycle AE work, or an AE with 6-12 months in the seat who hasn't found the right fit yet - but you can prove SDR-level calling success underneath it
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- You're naturally curious - you ask questions instead of running a script, and you can hold discovery and demo in the same call without switching into broadcast mode
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- You want to be coached by someone who's actually good at it - Your coach has spent five years building the exact muscle you're trying to build, and he's genuinely invested in getting you there quickly.
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Why This Opportunity Is Different

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Most "junior AE" roles are a disguised churn machine - someone dialing in the dark with no support and no plan. This isn't that. You're joining a company that's just had its best year in a decade, with a CRO who's stayed 4.5 years and a team that's stuck around even longer. Julian's been here five years. That kind of retention doesn't happen by accident.

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You'll be selling to a genuinely value-led buyer - accountants are conservative, but they make decisions fast once they see value, which is exactly why this sales cycle runs in weeks, not quarters. And you'll be trained properly: a real ramp, a coaching platform the whole team actually uses, and a mentor who's already proven the model works.

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If you're ready to pick up the phone and build something real - not just fill a quota - this is worth your time.

📌 Account Executive - SuiteFiles (Victoria)
🏢 Pointer Strategy
📍 Victoria