Enterprise Account Executive

<p><strong>Grow strategic customers. Win new logos. Own the territory.</strong></p> <p>At AvePoint, we help organisations modernise the way they govern, protect and manage their data.</p> <p>We are looking for an experienced Senior Enterprise Account Executive to own a high-value territory in Western Australia. Based in Perth, you will manage a key portfolio of existing enterprise customers while building and converting new-logo opportunities across the territory.</p> <p>You will be responsible for protecting and expanding recurring revenue, developing new enterprise relationships, leading multi-disciplinary account teams, and solving meaningful business challenges through AvePoint's Confidence Platform.</p> <p> </p> <p><strong>The Opportunity</strong></p> <p>This is a senior enterprise sales role with a balanced focus on customer growth and new-logo acquisition.</p> <p>You will build trusted executive relationships within existing customers, execute strategic account plans, and create new pipeline through disciplined territory development and value-based selling.</p> <p>You will lead a Virtual Account Team consisting of Solution Engineers, Customer Success Managers, Technical Account Managers, Delivery Consultants, Marketing and Partners to deliver customer outcomes, grow strategic accounts and win new enterprise customers.</p> <p> </p> <p><strong>What Success Looks Like</strong></p> <ul> <li>Trusted relationships with executive and senior business stakeholders across the territory.</li> <li>High customer retention, successful renewals and sustained account growth.</li> <li>Strong territory and account plans with clear growth strategies, target accounts and stakeholder coverage.</li> <li>Consistent expansion through cross-sell and upsell opportunities within existing customers.</li> <li>A healthy, self-generated pipeline of qualified new-logo opportunities.</li> <li>Accurate forecasting and disciplined opportunity management.</li> <li>Consistent achievement of quarterly and annual revenue and new-logo objectives.</li> </ul> <p><strong>Key Responsibilities</strong></p> <ul> <li>Own the commercial strategy and performance of a defined Western Australian enterprise territory.</li> <li>Manage, retain and grow a key portfolio of existing enterprise customers.</li> <li>Develop and execute territory and account plans covering customer growth, whitespace, target accounts and competitive strategy.</li> <li>Build and maintain relationships with executive, business and technical stakeholders.</li> <li>Lead the end-to-end renewal process and secure long-term customer retention.</li> <li>Drive expansion through discovery, business alignment and value-led conversations.</li> <li>Create new-logo pipeline through targeted prospecting, executive engagement, partner collaboration and account-based activity.</li> <li>Lead complex new-business sales cycles from initial engagement through negotiation and close.</li> <li>Coordinate and lead Virtual Account Teams to execute customer and prospect strategies.</li> <li>Facilitate Executive Business Reviews and strategic planning sessions with customers.</li> <li>Position solutions based on business outcomes, risk reduction, operational improvement and return on investment.</li> <li>Leverage channel and strategic partners to expand reach and accelerate opportunities across Western Australia.</li> <li>Manage complex procurement, commercial and negotiation processes.</li> <li>Maintain a high standard of forecast accuracy, pipeline quality and CRM