Account Executive - ANZ

About the Role

PDF Butler is looking for an experienced Account Executive to join our Sales team and help drive continued growth within the Salesforce ecosystem.The Account Executive will be responsible for generating new business, managing existing customer relationships, supporting renewals and developing strategic partnerships with Salesforce System Integrators (SIs), Independent Software Vendors (ISVs) and other business partners.This is a commercially focused role combining outbound sales, account management, business development and partner management, with a strong focus on revenue growth, customer retention and partner-driven opportunities.

Key Responsibilities

New Business & Outbound Sales

• Identify, research and target potential customers through cold calling, email campaigns, LinkedIn outreach and networking.
• Manage the full sales cycle from initial contact and qualification through product demonstrations, proposals, negotiation and closing.
• Prepare and deliver tailored product demonstrations and presentations.
• Develop commercial proposals and negotiate pricing, contract terms and agreements.
• Build and maintain a healthy sales pipeline and consistently work towards achieving or exceeding sales targets.
• Maintain regular contact with prospects and progress opportunities through the sales pipeline.
• Accurately maintain opportunities, activities and forecasts within the CRM.

Partner Management

• Identify, recruit and onboard new strategic partners within the Salesforce ecosystem and complementary industries.
• Build and maintain strong relationships with existing partners.
• Deliver partner onboarding, product demonstrations and enablement training.
• Work collaboratively with partners to generate new sales opportunities and support co-selling initiatives.
• Maintain regular communication and engagement with partners.
• Collaborate with Sales, Marketing and Product teams on partner campaigns, webinars, events and joint go-to-market initiatives.
• Monitor partner performance and identify opportunities to improve partner engagement and growth.

Customer Account Management & Renewals

• Build and maintain strong relationships with existing customers to maximise customer satisfaction, retention and long-term partnerships.
• Manage customer accounts through regular engagement and proactive communication.
• Support and manage customer contract renewals, ensuring they are completed in a timely manner.
• Identify opportunities for upselling and cross-selling additional licences, products and services.
• Proactively identify customer risks and work with internal teams to address concerns and reduce churn.
• Support the collection of outstanding customer invoices where required, following the initial collection process completed by Finance.
• Maintain accurate customer account information, renewal forecasts and customer activity within the CRM.

Sales Strategy, Pipeline Management & Reporting

• Collaborate with Sales, Marketing and Customer Success teams to execute commercial strategies that support company growth.
• Maintain accurate sales, customer and partner records within the CRM.
• Prepare sales forecasts, pipeline updates and renewal forecasts.
• Monitor customer, partner and sales performance and provide regular updates to management.
• Gather and share market intelligence, customer feedback, competitor activity and partner insights.
• Identify opportunities to improve sales processes, customer retention and partner engagement.

Product Knowledge & Continuous Learning

• Maintain a strong understanding of PDF Butler's products, features and product roadmap.
• Keep up to date with developments within the Salesforce ecosystem and relevant industry trends.
• Participate in internal and external training and development activities.
• Share knowledge and best practices with colleagues, customers and partners.

What We're Looking For

• Experience2–3+ years of experience in a B2B sales role, preferably within a SaaS environment.
• Proven experience in outbound prospecting, lead generation and closing new business.
• Demonstrated experience meeting or exceeding sales targets and KPIs.
• Experience working within the Salesforce ecosystem, such as Salesforce, an ISV, SI or related Salesforce ecosystem partner.
• Experience managing customer accounts, including renewals, retention and upsell/cross-sell opportunities.
• Experience building and maintaining long-term customer relationships.
• Experience recruiting, onboarding and managing strategic partners, preferably within a SaaS or technology environment.
• Experience using Salesforce or another CRM system to manage sales opportunities, customer accounts and partner relationships.
• Experience using multiple sales channels, including phone, email, LinkedIn and networking.

Education

• Bachelor's degree in Business, Marketing, Communications or a related field, or equivalent work experience.
• Additional certifications in sales methodologies, SaaS, Salesforce or Customer Success are an advantage.

Skills & Technical Expertise

• Strong understanding of SaaS products, subscription-based business models and customer lifecycle management.
• Good knowledge of the Salesforce ecosystem, including Salesforce, ISVs, SIs and other ecosystem partners.
• Proficiency in CRM systems, sales enablement tools and reporting dashboards.
• Comfortable using web conferencing tools such as Zoom and Microsoft Teams for customer meetings, product demonstrations and partner sessions.
• Excellent verbal and written communication skills.
• Strong negotiation and commercial skills.
• Excellent relationship management skills with a customer-first approach.
• Strong organisational and time management skills.
• Analytical mindset with the ability to interpret sales, customer and partner performance data.
• Fluent in English.

What You'll Bring

• A self-motivated and proactive approach to sales and business development.
• A strong commercial and results-driven mindset.
• The ability to build credibility and trust with customers, partners and internal stakeholders.
• A customer-first approach combined with strong commercial awareness.
• The ability to manage multiple sales opportunities, customer accounts and partner relationships simultaneously.
• Resilience and persistence when overcoming objections and solving customer challenges.
• Adaptability and the ability to thrive in a fast-paced, growing SaaS business.
• The ability to work independently in a remote environment.

Additional Requirements

• Willingness to travel occasionally for customer visits, partner meetings and industry events.
• Ability to work across multiple time zones when supporting international customers and partners.
• Commitment to delivering an excellent customer experience while balancing commercial objectives.

What We Offer

• Competitive salary
• Remote-first culture with flexible working hours.
• Opportunities for career growth within a dynamic and innovative company.
• Ongoing training and development in the Salesforce ecosystem.
• The chance to work with a passionate, global team focused on building cutting-edge document solutions.

Join PDF Butler and help redefine the future of document automation.