Enterprise Account Executive

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Job Title: Enterprise Account Executive

Location: Sydney

Employment Type: full-time

Role Overview

The Enterprise Account Executive (AE) is a senior, strategic sales role responsible for owning, expanding, and safeguarding RIB Software’s most critical Tier 1 and Tier 2 major accounts within the Architecture, Engineering, Construction, and Owners (AECO) sector.

In this role, you focus on deep enterprise orchestration and platform expansion. You will serve as a trusted business advisor to C-suite Executives and Tier 1 & Tier 2 Managing Directors, positioning our broader software portfolio to drive productivity, mitigate operational risk, and maximise profitability.

As the Commercial Lead, you will lead cross-functional teams, align technical specialists, and architect complex, commercial agreements that drive deep software adoption.

Key Responsibilities

1. Enterprise Account Strategy & Expansion

• StrategicAccountPlanning: Design and execute strategic account plans for assigned Tier 1 and Tier 2 accounts, utilising structured governance frameworks.
• Net-NewLogoAcquisition: Act as a proactive hunter to identify, break into, and win net-new corporate accounts within your assigned territory, mapping unpenetrated organisations and turning cold entry points into major enterprise partnerships.
• StrategicPortfolioExpansion: Execute an aggressive “land and expand” strategy within existing accounts, treating every subsidiary, joint venture or department as a new opportunity to drive multi-product adoption.
• ComplexEBANegotiations: Lead the commercial strategy, value-modelling, and negotiation of complex Enterprise Business Agreements (EBAs), framework pricing structures, and subscription renewals.
• MonthlyMeetingsandǪBRs: Facilitate regular Internal and External Meetings, Ǫuarterly Business Reviews (ǪBRs) with clients to measure platform ROI, ensure alignment with their corporate initiatives, and protect recurring revenue.

2.Strategic Sales Rigour & Pipeline Discipline

• Lead Execution: Taking ownership of the top-of-funnel pipeline, proactively hunting for new business opportunities through targeted outbound prospecting while rapidly following up, qualifying and advancing inbound leads with urgency.
• EnterpriseMethodologyAdherence: Utilise an established enterprise sales methodology (S7) to qualify major opportunities, map complex stakeholder networks, and proactively identify and de-risk pipeline vulnerabilities.
• Account-BasedCollaboration: Partner closely with outbound business development resources (LDR) and marketing teams to build a highly targeted pipeline through tailored Account-Based Marketing (ABM) campaigns.
• ForecastAccuracy: Maintain CRM data cleanliness (Salesforce), providing sales leadership with precise, predictable visibility into weekly, monthly, and quarterly ACV forecasting.

3.Cross-Functional Leadership & Ecosystem Governance

• StrategicOpportunityLeadership: Direct and mobilise internal resources for cross-functional teams: partnering with technical specialists, product leads, and executive sponsors to seamlessly deliver high-impact solutions.
• CommercialFrameworkGovernance: Collaborate with Sales Operations and Legal teams to navigate bespoke commercial terms, multi-product discounting, and corporate compliance standards.
• StrategicDeliveryHandover: Lead a structured post-sale handover to the Customer Success team, ensuring clear alignment on the client’s implementation roadmap while shifting direct deployment burdens off your plate.

Skills & Competencies

• C-SuiteExecutivePresence: The ability to communicate with absolute clarity, confidence, and empathy, successfully pivoting technical product discussions into high-level business outcome stories for executive committees.
• PoliticalSavvy&StakeholderMapping: Exceptional skill at navigating large corporate hierarchies, building strong internal champions, and neutralising blockers within Tier 1 & Tier 2 organisations.

• AECOIndustryFluency: A deep, intuitive understanding of the AECO Industry, modern project delivery methods (e.g., 5D BIM, integrated project delivery), and estimating/operations workflows.
• Analytical& FinancialAcumen: Strong capacity for structured reasoning and statistical thinking, with the ability to construct robust Total Cost of Ownership (TCO) and ROI models to justify enterprise-scale expenditures.

Required Qualifications

• Experience: 4+ years of proven success in complex B2B enterprise software sales or strategic account management, consistently achieving annual quotas.
• DealProfile: Documented success closing and expanding multi-stakeholder corporate agreements, SaaS models, and Enterprise contracts.
• IndustryExpertise: Direct experience operating within or selling sophisticated software platforms directly to the Architecture, Engineering, or Construction (AEC) sectors.
• Sales Qualification: Practical proficiency using formalised enterprise sales qualification frameworks (S7 or similar) and enterprise CRM systems (Salesforce).

Preferred Qualifications

• Deep familiarity with the leading Tier 1 & Tier 2 general contractors, infrastructure delivery models, and quantity surveying benchmarks specific to the ANZ and global construction ecosystems.
• Experience managing high-stakes competitive displacements or digital transformation initiatives across major enterprise accounts.
• A degree in Business, Construction Management, Engineering, or a related field

RIB may require all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.

RIB is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.

Come and join RIB to create the transformative technology that enables our customers to build a better world.