Description
About the Role
As a Senior Account Executive, you will play a key role in driving new business growth by leading complex sales opportunities with enterprise and mid-market care providers.
You will own the sales cycle end-to-end, from identifying and qualifying opportunities through to solutioning, proposal development, negotiation, and close. This role is not just about selling software - it is about understanding customer challenges, building trusted relationships, and showing how our platform can support meaningful operational and care outcomes.
You will work closely with prospective customers and internal teams across Product, Services, and Customer Success to deliver a high-quality buying experience and set customers up for long-term success. You will also bring market insight back into the business, helping to shape how we position our offering and where we continue to evolve.
This is THE opportunity for a commercially driven salesperson who enjoys consultative selling, navigating complex stakeholder environments, and working in a purpose-led, high-growth company.
This role reports to the Head of Sales and Account Management. This role is being offered on a Hybrid-basis should the successful candidate be based in Adelaide or Sydney (Lumary office locations), or on a Remote-basis if the successful candidate is not located near an office location. Applications from candidates who are based Australia-wide are welcomed!
The Key Accountabilities for this role include:
New Business Growth - Own and drive the full sales cycle for new business opportunities, from prospecting and qualification through to proposal, negotiation, and close.
Build and manage a healthy pipeline of enterprise and mid-market opportunities across target customer segments.
Identify new opportunities through outbound prospecting, inbound lead follow-up, referrals, and industry networking.
Develop account and pursuit strategies for high-value or complex opportunities.
Qualify opportunities effectively, with a clear view of customer need, buying process, decision-makers, timelines, and commercial potential.
Lead commercial conversations with confidence, including pricing, proposals, contract negotiations, and procurement processes.
Customer Engagement & Solution Selling
Build trusted relationships with prospective customers by understanding their strategic priorities, operational challenges, and desired outcomes.
Run discovery conversations that uncover both explicit needs and underlying business drivers.
Support product demonstrations that are tailored to customer pain points, priorities, and use cases.
Position the value of the platform clearly and credibly, connecting product capability to customer outcomes.
Navigate complex stakeholder groups, including operational leaders, executives, and technical or procurement contacts.
Help customers build confidence in both the solution and the partnership.
Cross-Functional Collaboration & Handover
Partner closely with Services, Customer Support, Product, and other internal teams to deliver a smooth pre-sales, onboarding, and handover experience.
Ensure commitments made during the sales process are clear, realistic, and well understood internally.
Support effective transition from signed customer to implementation, with strong documentation and communication.
Collaborate with internal subject matter experts where deeper product, technical, or delivery input is required.
Contribute to a strong team selling approach on complex opportunities.
Market Presence & Industry Engagement
Represent the company at industry events, webinars, conferences, and networking forums.
Build credibility in the market by staying close to sector trends, customer challenges, and emerging opportunities.
Strengthen brand awareness and pipeline generation through thoughtful external engagement and relationship building.
Contribute to the company’s reputation as a trusted partner in the healthcare and disability sector.
Forecasting, CRM & Sales Discipline
Maintain accurate and up-to-date records in CRM (Salesforce).
Forecast pipeline and revenue with discipline and transparency.
Track sales activity and opportunity progression in a structured and consistent way.
Use data and sales insights to prioritise effort, manage risk, and improve conversion outcomes.
Contribute to continuous improvement in sales process, tools, and pipeline management.
Product & Market Feedback
Capture and communicate customer and market feedback to help influence product development and roadmap priorities.
Share recurring objections, feature requests, market signals, and competitive insights with relevant internal teams.
Help shape messaging and positioning based on what is resonating in the market.
Team Contribution & Mentoring
Actively participate in QBRs and share your learnings of the previous quarter.
Mentor and support other sales team members by sharing knowledge, approaches, and lessons learned.
Model strong sales discipline, customer engagement, and cross-functional partnership.
Contribute to a collaborative and high-performance team environment.
Support uplift in team capability through coaching, peer support, and practical input.
About You
Customer-focused mindset – Genuinely seeks to understand customer challenges and builds trust through thoughtful, tailored engagement
Ownership & drive – Takes responsibility for outcomes; proactively drives deals forward and follows through on commitments
Commercial curiosity – Interested in how businesses operate and where value can be created, motivated to identify meaningful opportunities
Resilience & persistence – Stays motivated through sales cycles, setbacks, and competing priorities
Adaptability – Comfortable navigating change in a scale-up environment, adjusts approach based on customer and context
Growth mindset – Open to feedback and continuously looking to improve approach and capability
Team-oriented mindset – Actively contributes to team success and supports others, not just individual targets
Credibility & presence – Builds confidence with senior stakeholders through a composed and thoughtful approach
Consultative selling & business acumen – Strong discovery, solutioning, objection handling, negotiation, and closing capability
Stakeholder management & influence – Ability to engage and influence a range of stakeholders, including senior decision-makers
Demonstrated experience (5+ years) in a B2B SaaS sales role, ideally as an Account Executive or Senior Account Executive or in a role delivering similar impact,
Proven track record of closing new business and managing opportunities end-to-end for mid-market and/or enterprise customers
Highly desirable - Strong understanding for NDIS and aged care industries, exposure to software sales in health tech in healthcare, disability, aged care, community services, or other regulated/customer-complex sectors
Lumary’s Core Values
Benefits of Working With Lumary
