SMB Account Executive
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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 by providing seamless ticketing, point-of-sale, self‑serve kiosks, memberships and digital waiver processes. Our team of 300+ passionate, enthusiastic, and down‑to‑earth professionals works together to build something truly remarkable and create unforgettable experiences.
About the Role
As an SMB Account Executive at ROLLER, you will play a critical role in growing our market share by acquiring and expanding relationships with small and mid‑sized businesses in the leisure and attractions industry. You will partner with a BDR to generate pipeline, qualify leads, and drive the full sales cycle from discovery to close. This is an opportunity to accelerate your sales career in a high‑growth SaaS company.
What You'll Do
* 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 – Ability to engage and persuade stakeholders at all levels.
* Data‑Driven Decision Making – Use metrics and insights to guide prospecting efforts and optimize sales performance.
* Time Management & Prioritization – Ability to juggle multiple deals simultaneously and manage 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.
* 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
* 2+ years SaaS sales experience
* 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 (celebrate our wins together).
* 16 weeks paid parental leave for primary carers and 4 weeks paid parental leave for secondary carers.
* Engage in our 'Vibe Tribe' and contribute to company‑wide initiatives directly.
* Team member Assistance Programme for health, well‑being, coaching, education modules, webinars, and more.
* Work with a driven, fun, and switched‑on team that raises the bar in everything we do.
* Individual learning and development budget plus genuine career growth opportunities as we continue to expand.
What You Can Expect
* Initial call with our Talent Acquisition Manager – discuss experience, salary expectations, and answer any short questions.
* Interview with the Hiring Manager – learn more about the role & ROLLER and discuss your experience in detail.
* ROI Exercise – develop a quantitative Return on Investment presentation for a prospective customer.
* Loop Interviews – meet our wider ROLLER team and ensure culture & vibe align with your expectations.
* Role Play Presentation – assemble all you have learned during the interview process for a discovery call and presentation.
* Offer – upon a successful match, reference checks and a formal offer to join.
Successful applicants will be required to complete a background check (including criminal history) prior to commencement of employment.
Seniority Level
Entry level
Employment Type
Full‑time
Job Function
Sales and Business Development
Industries
Technology, Information and Internet
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