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Delinea is seeking a seasoned Enterprise Account Executive to own a portfolio of large, strategic public sector and enterprise accounts in Australia. This is a senior individual-contributor role based in Canberra, responsible for driving net-new and expansion revenue while mentoring junior sales representatives.
You will own and grow a book of enterprise accounts (typically $1B+ revenue or equivalent strategic scale), managing the full sales cycle from prospecting through close. Key responsibilities include building and executing account strategies with multi-threaded relationships across economic buyers, technical evaluators, and executive sponsors using Territory and Account planning methodologies. You'll lead complex negotiations involving legal, procurement, and security review cycles, consistently forecast accurately, and manage a pipeline supporting quota attainment (typically $2.5M+ ARR annual quota).
Cross-functional partnership is essential—you'll work with Solutions Engineering, Customer Success, Legal, and Product to structure deals and remove blockers. You'll represent the voice of the customer internally, influencing product roadmap and go-to-market strategy. Additionally, you'll mentor and coach junior team members on deal strategy, objection handling, and account planning while maintaining rigorous CRM hygiene and contributing to sales process improvements.
Required qualifications include 10+ years of enterprise B2B sales experience with a proven track record of exceeding quota on deals with 6-12+ month sales cycles. You must have demonstrated experience selling to VP/C-level stakeholders and managing multi-stakeholder, multi-department deals. Critically, you need a demonstrable, proven track record of selling into Public Sector and Enterprise Accounts with established relationships in this ecosystem (both direct and channel). Strong command of structured sales methodology (MEDDIC, Command of the Message, Salesforce Management, etc.) is required, along with experience navigating procurement, legal, and security review processes at large organizations. Excellent executive presence with written and verbal communication skills that hold up in a boardroom is essential. You operate with high autonomy, set your own account strategy with limited managerial input, and are trusted to lead the most complex/highest-value deals in the territory.
