About ROLLER
ROLLER is not your average software‐as‐a‐service company. With a global presence in over 30 countries, we bring excitement to the leisure and attractions industry and help businesses operate smoothly to create fun and memorable guest experiences with seamless ticketing, point‐of‐sale, self‐serve kiosks, memberships and digital waiver processes.
About the Role
As an Account Executive at ROLLER, you will play a critical role in growing our market share by acquiring and expanding relationships with businesses in the leisure and attractions industry. You'll partner with a BDR to generate pipeline, qualify leads, and drive the full sales cycle from discovery to close.
Responsibilities
* Pipeline Generation & Lead Qualification
o Work inbound leads while collaborating with your BDR partner to generate a net‐new outbound pipeline.
o Identify, research, and qualify prospective customers based on their business needs and potential fit.
o Conduct high‐impact discovery calls to understand customer pain points, goals, and decision‐making processes.
* Consultative Sales & Deal Execution
o Build trusted relationships with SMB customers, positioning ROLLER as a strategic partner.
o Educate customers on the benefits of ROLLER's solutions and how they align with their business objectives.
o Develop and deliver compelling sales presentations and product demonstrations tailored to each prospect's needs.
o Own the entire sales cycle, from initial engagement to pricing negotiations and closing deals.
o Effectively handle objections and navigate customer concerns with a problem‐solving mindset.
* Revenue Growth & Expansion
o Meet and exceed monthly, quarterly, and annual sales quotas.
o Identify upsell and expansion opportunities to increase customer lifetime value.
o Maintain an accurate sales forecast and pipeline using CRM tools (e.g., HubSpot, Salesforce).
* Collaboration & Continuous Improvement
o Partner with Marketing and BDR teams to refine outreach strategies and improve lead quality.
o Work closely with Customer Success and Implementation teams to ensure smooth onboarding and long‐term success.
o Provide customer feedback to Product and Leadership teams to enhance ROLLER's offerings.
o Continuously develop your sales skills and industry knowledge to refine your approach.
Key Skills & Competencies
* Pipeline Management & Prospecting – Proactively generate leads, qualify opportunities, and manage a high‐volume sales pipeline.
* Customer‐Centric Problem‐Solving – Strong ability to listen, identify challenges, and position ROLLER as the best‐fit solution.
* Strong Communication & Influence – Engage and persuade stakeholders at all levels, from frontline operators to business owners.
* Data‐Driven Decision Making – Use metrics and insights to guide prospecting efforts and optimize sales performance.
* Time Management & Prioritization – Juggle multiple deals simultaneously, managing priorities effectively.
* Adaptability & Resilience – Thrive in a fast‐paced, dynamic environment, learning from feedback and continuously improving.
What You Bring
* Proven experience in B2B sales, preferably in SaaS, hospitality, or venue management industries.
* You are based in Melbourne or Sydney and open to a hybrid environment (3 days / week in office).
* Strong track record of hitting and exceeding quota in a sales‐driven environment.
* Consultative sales experience, with the ability to tailor solutions based on customer needs.
* Ability to manage the full sales cycle, from prospecting to closing deals.
* Experience working with CRM tools (e.g., Salesforce, HubSpot) and other sales engagement platforms.
* Technologically savvy and comfortable learning new software.
* A self‐motivated, competitive, and goal‐oriented mindset.
Bonus Points
* 5+ years SaaS sales experience and a history of promotion on the sales ladder.
* Experience selling web‐based products or services.
* Demonstrated ability to over‐achieve quotas (top 10‐15% of company) in past positions.
Perks
* Attractive compensation package.
* Work on a category‐leading product that customers love in a fun, high‐growth industry.
* Paid time off, sick days, and paid holidays.
* 4 ROLLER Recharge days per year – when we hit our quarterly goals we take a well‐earned day off together to relax and celebrate our wins.
* 16 weeks paid parental leave for primary carers and 4 weeks paid parental leave for secondary carers.
* Engage in our "Vibe Tribe" – led by team members to contribute to company‐wide initiatives directly, including regular events, fundraising and cause‐related campaigns.
* Team member Assistance Program to proactively support our team's health and well‐being, with access to coaching, education modules, weekly webinars and more.
* Work with a driven, fun, and switched‐on team that likes to raise the bar in everything we do.
* Individual learning and development budget plus genuine career growth opportunities as we continue to expand.
Successful applicants will be required to complete a background check (including criminal history) prior to commencement of employment.
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