Enterprise Account Executive, Commercial

Company Description

Nearmap is the Australian-founded, global tech pioneer innovating the location intelligence game. Customers rely on Nearmap for consistent, reliable, high-resolution imagery, insights, and answers to create meaningful change in the world and propel industries forward. Harnessing its own patented camera systems, imagery capture, AI, geospatial tools, and advanced SaaS platforms, Nearmap stands as the definitive source of truth that shapes the livable world.

Job Description

As an Enterprise Account Executive (Commercial), you'll take ownership of a defined set of named accounts in the AECO vertical and drive both net new logo acquisition and account expansion. This could also include asset management. You'll be the first point of contact for prospective customers, making a compelling case for how aerial imaging can transform their workflows, and you'll structure and close deals with a thoughtful, strategic approach. On the growth side, you'll deepen relationships with existing customers by uncovering opportunities to expand their use of our products and drive broader adoption across their organizations. This role is built for someone who thrives in a dynamic, flexible environment and is excited to build on the strong foundation we've already established in this space.

Key Responsibilities

Pipeline Generation & Opportunity Development

- Understand and apply Nearmap’s MEDPICC sales methodology and value selling framework to create engagement across your territory
- Build relationships with key stakeholders in customer and prospect accounts
- Learn about Nearmap’s product suite and value drivers to develop expertise in use cases and persona motivation
- Quickly engage and qualify inbound leads from Marketing and SDR teams
- Partner with assigned Outbound BDR to execute strategic territory planning and coordinated prospecting efforts
- Create and execute enterprise account strategies that include stakeholder mapping, business case development, and multithreaded engagement
- Uncover and diagnose customer pain points, recommend tailored solutions, and position Nearmap’s offerings to address complex business needs
- Coordinate high-impact product demonstrations and articulate ROI-driven narratives to diverse enterprise audiences
- Maintain and manage a long-term pipeline, prioritizing high-value opportunities and strategic account expansion
- Monitor and analyze industry trends, customer needs, and competitive activity to inform sales strategy
- Develop customized proposals and lead contract negotiations, including pricing, licensing terms, and value-based structuring

Enterprise Sales Cycle Management

- Own and lead complex sales cycles with multiple stakeholders and 6-18 month decision timelines
- Match client business challenges with Nearmap’s suite of solutions through genuine curiosity, discovery and expertise in the AECO (Architecture, Engineering, Construction / Commercial) space
- Maintain accurate pipeline visibility, consistently updating Salesforce with deal stage, forecast, and next steps
- Achieve and exceed quarterly and annual sales targets
- Provide reliable sales forecasting updates and contribute insights to cross-functional planning

Team Collaboration

- Collaborate across functions to align account strategy with marketing campaigns, customer success plans, and solution design
- Lead internal coordination across Legal, Finance, Customer Success, and Product to drive deals to close
- Serve as a voice of the customer internally, sharing insights to inform product and GTM initiatives
- Mentor junior sales team members and contribute to the development of sales best practices
- Actively participate in sales team meetings, strategy sessions, and cross-functional planning workshops

Qualifications

Experience

- Minimum 5+ years in an enterprise closing sales role with a strong track record of exceeding quota in the Commercial / AEC vertical
- Proven experience selling SaaS, geospatial, data, or platform solutions to large, complex organizations
- Demonstrated success managing strategic accounts and complex deal cycles involving multiple stakeholders

Skills

- Mastery of enterprise sales methodology (MEDDICC, or similar)
- Deep expertise in value selling and building ROI-driven business cases
- Exceptional stakeholder management, influence mapping, and negotiation skills
- Strong ability to synthesize technical and strategic information for executive audiences
- Advanced pipeline management, forecasting, and CRM proficiency (Salesforce preferred)
- Expertise in building C-level relationships and aligning to executive priorities
- Highly skilled in territory planning, pipeline management, and sales forecasting

Personal Attributes

- Analytical thinking and creativity in solving customer problems and structuring complex deals
- Entrepreneurial work ethic

Tertiary Qualifications

- Bachelor’s degree required; advanced degree preferred.

Additional Information

Why you'll love working at Nearmap:

We move fast and work smart; often wearing multiple hats. We adapted to remote working with ease and are continually looking at ways to improve. We’re proud of our inclusive, supportive culture, and maintain a safe environment where everyone feels a sense of belonging and can be themselves.

In addition to your annual leave, Nearmap offers:

- 4 extra "YOU" days off each year—take a break, no questions asked!
- Company-sponsored volunteering days to give back.
- Generous parental leave policies for growing families.
- Work from Overseas Policy - explore the world in the approved list of cities while you work!
- Discounted Private Health Insurance plans.
- A Nearmap subscription (naturally!).

Learn More About The Work We Do:

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