- Job Title: AI Sales Specialist
- Department: Customer
- Line of Business: Workflow Application for Plumbers and Electricians
- Contract Type: Permanent
- Location: Sydney, AU
- Reports To: Head of Customer Experience
- Direct Reports: n/a

Fergus

Overall Purpose of the Role

Summary of the role: overall role contribution to team, department and organisation

The Customer AI Specialist is a quota carrying sales role, responsible for selling Fergus' AI products to our existing customers across New Zealand and Australia, including Fergus AI, Fergus Assistant, Assistant on Fergus Go and AI Receptionist.

Our customers already trust Fergus to run their business. Your job is to show them how AI helps them win back hours of admin, take on more work with the same team and grow their profit, and then close the sale.

Areas of Responsibility

Key elements and required results of the role

- Selling our AI products to existing Fergus customers: including Fergus AI (AI native experience for running jobs), Fergus Assistant (AI help built into the Fergus web product), Assistant on Fergus Go (voice and text help for teams on site) and AI Receptionist (AI voice agent that answers customer calls and captures enquiries for trade businesses).
- Achieving monthly targets for paid AI sign ups and AI revenue.
- Owning a pipeline of AI opportunities from outbound call through to close, keeping HubSpot accurate and up to date.
- Converting invited and trial customers to paid AI plans, and upgrading customers to paid products such as AI Receptionist or higher usage tiers.
- Running demos that show customers what our AI products can and can't do, setting accurate expectations about outcomes and accuracy.




- Using existing customer data to identify high potential AI adopters and key segments that can in turn be used to develop customer personas.
- Capturing and sharing customer feedback, including objections, blockers, trust or accuracy concerns and enhancement requests, and working with Product to identify key areas for further AI product development.
- Working with Marketing on campaigns and education content, including landing pages, webinars, how to guides and videos, to grow AI adoption and usage.
- Working with the Head of AI Products from time to time to recruit early adopters when we launch a recent AI product or capability, without taking focus off your sales targets.
- Working with Customer Success to protect AI revenue after the sale and reduce AI subscriber cancellations.
- Using AI tools every day to research accounts, prepare for calls, draft outreach and analyse your pipeline, reviewing all AI generated outputs for accuracy before they reach a customer.
- Working across NZ and AU customers, with flexible working hours agreed with your manager to suit customers in both time zones.

KPIs

Key metrics for performance in this role, measured against monthly targets set from plan AI revenue:

- Paid AI sign ups per month
- AI revenue added per month
- Conversion rate from invite or trial to paid
- AI subscriber cancellations within 90 days of sign up

Experience and Professional Qualifications Required

- Proven SaaS sales experience,



including outbound calling, running your own pipeline and closing deals against a quota.
- Experience using HubSpot or a similar CRM to manage pipeline and forecast.
- Ability to interpret customer data and identify sales opportunities.
- Excellent communication and objection handling skills, with the ability to explain AI simply to busy trade business owners.
- Ability to collaborate cross functionally with Product, Marketing, and Customer Success.
- Experience selling to small businesses or the trades (desirable).
- A daily user of AI tools (e.g. ChatGPT, Claude, Gemini, Grok Bot) in your own work, with real examples of how they've changed the way you work, not just an understanding of what they do.

Competencies Required

- Customer centric mindset: able to understand trade business pain points and articulate the value of AI in plain, practical terms.
- Commercial drive: motivated by targets, manages pipeline with discipline, and closes.
- Responsible AI judgement: sells honestly, sets accurate expectations about what AI can and can't do, and never overstates outcomes or accuracy.
- Proactive problem solver: anticipates adoption barriers, including trust in AI and change fatigue, and proposes solutions.
- Adaptability: able to work in a fast moving product and go to market environment where AI capability changes week to week.
- Collaboration: works seamlessly with cross functional teams, clearly capturing learnings, feedback and insights so customer value is delivered.
- Results oriented: consistently meets or exceeds AI revenue and sign up targets.
- AI fluency: lives and breathes AI tools day to day, constantly experimenting and sharing what works.

#J-18808-Ljbffr

📌 AI Sales Specialist (Sydney)
🏢 Empathix
📍 Sydney