The Account Executive will drive growth in Australia and New Zealand, focusing on acquiring new customers and managing existing accounts. Responsibilities include full sales cycle management, developing relationships with C-level stakeholders, and using data-driven techniques to meet sales targets.
Account Executive
Patsnap‚ is a global, pre-IPO company that transforms the way organizations harness their Intellectual Property and Research & Development productivity. Our user-friendly platform revolutionizes how IP and R&D teams collaborate across the entire innovation lifecycle — using our industry leading domain specific AI to generate and validate ideas to bring innovative products to market faster, better and cheaper. More than 12,000 R&D and IP teams use and trust Patsnap to innovate and bring products to market faster.
We have a vibrant and diverse team with offices in Singapore, Toronto, London, and Shanghai. Our hyper-growth trajectory is powered by our people, and we are extremely proud of our company-wide vision, work ethic, and entrepreneurial spirit. We are committed to fostering an inclusive environment where talent thrives and ideas bloom.
Role Summary:
We are looking for an Account Executive to drive growth across Australia and New Zealand. This role is split between new business hunting (60%) and account management/expansion (40%), giving you the opportunity to both win new logos and build long-term partnerships.
You’ll focus on acquiring enterprise and strategic accounts within biotech, research institutions, fine chemicals, manufacturing and more, while also managing a portfolio of existing customers to ensure renewals and uncover upsell opportunities.
This is a remote role open to candidates based in Australia and the role will report into the Head of Commercial (ASEAN). You’ll join a small but growing regional team and make a direct contribution to the company’s growth in ANZ.
What You'll Be Doing:
- Acquire new customers across Australia and New Zealand through prospecting, networking, and targeted outreach (~60%)
- Manage a portfolio of existing accounts, ensuring strong renewals and driving expansion opportunities through upsell and cross-sell. (~40%)
- Own the full sales cycle: prospecting, discovery, solution positioning, negotiation, and closing
- Develop strong relationships with C-level stakeholders in biotech, academia/research institutions, fine chemicals, manufacturing and more
- Leverage customer case studies and success stories to accelerate adoption of Patsnap’s SaaS solutions
- Collaborate with colleagues across ASEAN to share insights, strategies, and best practices
- Improve the performance of our clients' IP and R&D workflow in a client-centric manner
- Adopt a data-driven approach of sales funnel management and account management with accurate forecasting
- Demonstrate expertise in all matters relevant to your book of business, including escalation and troubleshooting to resolve client issues
- Conduct customer onboarding meetings and quarterly business reviews
- Analyze your territory and convert opportunities into growth. Exceed sales targets and KPIs consistently
- Manage and convert the pipeline with accurate reporting
- Keep up to date with all major product updates for the ability to articulate their value to our clients
About You:
- 1-3 years of sales and/or account management experience with customers in the Australia region
- Possess strong communication, presentation, and leadership skills
- Strong local network within universities, research institutions, biotech, or fine chemicals in ANZ (preferred)
- Educational background or professional experience in intellectual property/manufacturing/engineering (preferred)
- Account management experience in handling large volumes of accounts is a plus
- Proven track record of performance in past account management and expansion positions
- Experience in enterprise SaaS sales is a plus
- You are self-motivated, curious, adaptable, and proactive thrive working in an innovative and fast-paced environment and have sense of ownership
- You are a team player with experience working with various internal and external stakeholders
Our Values:
- Integrity: We hold each other accountable for our actions
- Leadership: We lead by example and inspire each other to reach for new heights
- Openness: We are open and honest and share our ideas with care and consideration
- Growth: We are lifelong learners who aspire to improve each day
- Innovation: We seek out new ways to solve problems
- Customer: Our customer is at the center of everything we do. Their success is our success
Patsnap is proud to be an equal opportunity employer (EOE) that champions diversity. We do not discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.
Even if you don’t meet 100% of the above qualifications, we encourage you to apply and tell us why you’d be a great fit for this role! If you require any accommodations during the interview process, please email us at [email protected] so we can best support you.
Top Skills
Saas Solutions
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