Senior Account Executive CRM​/CX), Logos; Corporate

Overview

About SugarAI

Sugar

AI is redefining CRM for the age of AI. We’re delivering on the original promise of CRM—turning fragmented customer and revenue signals into clear, prioritized action. Instead of more dashboards or surface-level insights, we help teams focus on what matters most and know exactly what to do next. More than two decades after our founding, we’re entering a new chapter with clarity and momentum—building intelligent, intuitive solutions that work within the flow of how teams actually sell and serve.

We’re focused on solving complex, real-world challenges where relationships, context, and precision make all the difference. Our global team is united by a shared commitment to impact, ownership, and continuous growth. We create an environment where thoughtful ideas move quickly, where people are trusted to lead, and where flexibility supports how great work gets done. If you’re excited to help shape what’s next in AI-driven CRM—and build technology that drives real outcomes—we’d love to meet you.

Where do you fit?

The role of the Account Executive is to grow new business. This is a great role for an experienced Hunter who knows how to work a territory to build a book of business and create long-lasting relationships.

The Account Executive will be responsible for driving new opportunities within the Manufacturing, Wholesale and Distribution industries with the goal of obtaining high-margin, long-term business and increasing market share. Selling SaaS CRM, Marketing and AI applications is a plus. Additionally, a preferred candidate will have a proven track record of exceeding quota, experience selling a SaaS solution, selling to the C-level, working mid-market/enterprise and carrying a quota in excess of $1.1M AUD ARR/ACV.

This is a high-profile role within the organization, with direct access to company Executives, and input on product direction/development. The role reports directly to the Manager, Sales ANZ.

This role operates on a hybrid model, with a mix of remote work and in-office collaboration at our Sydney, NSW location, specifically, working in-office a minimum of (3) days per week

• Account Ownership & Growth
  • Own strategic accounts end-to-end.
  • Build and execute value pyramids, value maps, account plan and opportunity plans aligned to customer outcomes
• Consultative Selling & Value Creation
  • Lead discovery workshops and shape demand beyond RFPs
  • Position ROI-led, platform-based value propositions.
• Deal Execution
  • Drive complex deals from SRL → Finance Closed
  • Navigate commercial negotiations while protecting margin.
• Internal and External Orchestration
  • Align across BDRs, SCs, CSMs, Product, Marketing and Professional Services
  • Ensure a coordinated GTM approach with Software One, AWS, and Epicor.
• Partner-Led Growth
  • Own relationships with strategic SI and referral partners (both Epicor and Sugar)
  • Drive co-innovation and joint deal execution from SRL →Finance Closed
• Enablement & Adoption
  • Support SCs with Value Maps for demo readiness and POCs/ Art of Possible.
  • Drive adoption via Sugar University / Sugar Club.
• Market & Competitive Positioning
  • Stay ahead of CRM/CX, ERP, and AI trends
  • Craft differentiated plays against Salesforce, Hub Spot and D365.

• Deep Enterprise Selling Experience
  • 12+ years quota-carrying B2B tech sales (SaaS/enterprise apps)
  • Strong exposure to CRM/CX, ERP, HCM ecosystems
• Industry & Domain Expertise
  • Focus on Aged Care, Manufacturing, Wholesale & Distribution
  • Familiarity with ERP (End to End Procure to Pay and Order to Cash cycles) and HCM/Workforce Management (Core HR, Talent, Rostering and Payroll)
• CRM/CX Thought Leadership
  • Ability to map end-to-end customer (CRM/CX) journeys
  • Lead transformation roadmaps and Sugar
    
    AI - Art of Possible conversations, not just tool, product or services sales
  • Expertise across Sales, Service, Contact Centre, Marketing automation, Agentic AI, ISV Solutions.
• Platform & Competitive Knowledge
  • Strong understanding of:
    CRM Landscape:
    Salesforce, Dynamics 365, Hub Spot.
    ERP landscape:
    Epicor, SAP, Infor, Sage, Pronto, Microsoft.
• New Business & Pipeline Discipline
  • Proven ability to build net-new pipeline
  • Drive consistent, linear…