Account Executive

Acorn Canberra, Australian Capital Territory, Australia

2 days ago Be among the first 25 applicants

Get AI-powered advice on this job and more exclusive features.

About Acorn: At Acorn PLMS, we are on a mission to transform the corporate learning experience. Our cutting-edge Performance Learning Management System (PLMS) software is powered by AI and designed to ensure that what people learn directly contributes to their exceptional performance in business. Corporate performance and learning needs a revolution, and Acorn PLMS is the antidote. We are the only solution that guides learners step by step to master the specific capabilities required for their roles, ultimately accelerating organisational performance.

Are you a driven sales professional who thrives on challenging the status quo and closing high-impact deals? We’d love to hear from you

We are open to individuals based in Canberra or Sydney, Australia - this is an in-office role.

Role Overview

We are seeking a high-performing Account Executive to join Acorn’s Go-to-Market team and help accelerate our growth in the enterprise SaaS market. As a key member of our GTM function, you will be responsible for driving new business revenue, managing complex sales cycles, and partnering closely with internal stakeholders to deliver compelling value to prospective customers within Australia. You’ll be selling a market-leading Learning and Performance platform (PLMS) that transforms how organisations enable and measure workforce capability.

Our team uses the Challenger Sales Methodology and its principles of Teaching for Differentiation, Tailoring for Resonance and Taking Control, and we’re looking for someone who thrives in a consultative,



insight-led sales environment. This is a strategic, quota-carrying role suited to a senior seller who excels in fast-paced, high-performance settings. You'll be backed by a cross-functional team including marketing, demand gen, and customer success to help you win and grow meaningful customer relationships.

5 Key Capabilities

The best part… we use our Acorn software at Acorn. We believe in the power of our Managers and Staff being aligned on the 5 capabilities needed for each role, and the level that we expect for any given role, using our Acorn AI tool to streamline this consistently across our business. The 5 levels comprise Foundational, Developing, Proficient, Advanced and Expert.

Here are the 5 capabilities for our Account Executive to give you an idea of what the role entails:

- Strategic Prospecting - Identifies and qualifies potential clients within Acorn’s ICP, leveraging market insights and Acorn’s value propositions to uncover new opportunities. Proficient level: Consistently identifies high-potential leads. Tailors outreach strategically.
- Teaching for Differentiation - Challenges client assumptions by delivering unique insights that create differentiation. Reframes client needs to reveal unconventional solutions linked to Acorn’s offerings. Proficient level: Challenges client thinking using tailored insights.



Confidently connects insights to Acorn solutions.
- Tailoring for Resonance - Customises messaging to client-specific needs for maximum relevance and engagement. Aligns communication with client priorities, using emotional and rational appeals effectively. Proficient level: Consistently delivers resonant messaging that deeply connects with client needs.
- Taking Control - Drives sales conversations assertively, steering discussions toward desired outcomes. Influences decision-making confidently while remaining versatile to client needs. Proficient level: Confidently drives strategic discussions, managing objections effectively to maintain momentum.
- Market and Product Knowledge - Maintains comprehensive knowledge of Acorn’s product suite and industry landscape. Leverages this knowledge to inform sales strategies and educate clients, ensuring alignment with Acorn’s values of transparency and innovation. Proficient level: Demonstrates in-depth product and market understanding. Confidently articulates Acorn’s offerings, adapting messaging to client industry.

Key Responsibilities

- Own and drive full sales cycles from discovery to close, targeting mid-market and enterprise organisations
- Build and manage a healthy pipeline of qualified opportunities through a mix of outbound prospecting and inbound leads
- Develop tailored proposals and deliver compelling product demonstrations that articulate the business value of Acorn’s platform
- Apply Challenger Sales principles to reframe client thinking and lead value-driven conversations
- Negotiate commercial terms and close deals that drive long-term value for customers and Acorn
- Ma

📌 Account Executive (Canberra)
🏢 Acorn
📍 Canberra