Account Executive

ACCOUNT EXECUTIVE — SYDNEY Location: Sydney, office-based Team: Australia GTM Reports to: Head of Growth Compensation: $105-120k + super, plus variable and equity.     ABOUT MARLOO Australia has a financial advice problem. There are far too few advisers for the number of people who need advice, and the ones we have spend a large share of their week on admin instead of clients. That gap is why advice is expensive, why it is rationed, and why most Australians never get it. Marloo is an AI partner built for Australian financial advisers and their practices. We go beyond taking the administrative weight off of advisers so they can serve more clients, better. We're backed by Australia’s largest VC, Blackbird Ventures and we're growing quickly. THE ROLE You take a qualified prospect and own them from first demo to a firm that can't work without us. That means the whole arc. You demo the product. You run detailed discovery and map how the firm actually works today — their advice process, their documents, their file notes, their handoffs between adviser, paraplanner and admin. You close. Then you configure their environment, run their onboarding, train their team, and keep growing the account as they add seats and move up tiers. You own the account indefinitely. The firms you sign are the firms you keep. Roughly half this role is selling and half is implementation. Environment configuration — templates, document structure, workflow setup — is not an afterthought we hand to someone else. It is how a firm goes from signed to genuinely using Marloo, and it is yours. WHAT YOU'LL DO - Demo with judgement. Not a feature tour. Show the firm their own problem, solved. - Map the firm. Detailed discovery and process mapping, so you understand their advice workflow well enough to configure it. - Close. Own the commercial conversation end to end. - Configure and onboard. Set up their environment, get their documents right, and get their team live. - Educate the whole firm, not just the buyer. Advisers, paraplanners, admin staff. Stickiness comes from the people who use it daily, not the person who signed. - Grow the account. Activation, expansion, seat growth, tier upgrades. - Feed the machine. Objections, competitor intel and feature requests go back to management, product and engineering. You see things first. - Get in the room. Around 20 days a year of domestic travel for conferences and industry events. WHO WE'RE LOOKING FOR The ideal profile is someone who understands the advice workflow from the inside and knows how to sell. That blend is rare, so there are other routes in: - Strong B2B sales experience, no advice background. You've carried a quota, run full-cycle deals, and you're genuinely curious about a technical domain. We'll teach you the advice workflow, and you should expect that to take real effort. - Sound financial advice experience, limited sales background. You've worked in or around an advice practice and you know why a badly structured SOA ruins a week. We'll teach you the sales process. What we won't compromise on: the curiosity and empathy to understand what a firm actually needs, and the ability to help them see value rather than tell them about it. This is a consultative sale to a sceptical, time-poor, heavily regulated audience. People who lead with product features do not do well here. You'll also need full working rights in Australia — we're not able to sponsor visas for this role. We are always looking for exceptional talent from directly within advice businesses - financial advisers, paraplanners, compliance managers, etc. This is who builds Marloo. If this is you, reach out directly. THE ENVIRONMENT THE PRODUCT IS CHANGING QUICKLY AND SO IS THE SALES MOTION. PROCESSES YOU HELP BUILD IN MONTH ONE MAY BE REBUILT IN MONTH FOUR. YOU WILL HAVE A LOT OF AUTONOMY AND NEED TO BE GENUINELY COMFORTABLE WITH AMBIGUITY. THE PERFORMANCE BAR IS HIGH AND IS COLLABORATIVE. WE WORK HARD, WE WORK FAST, WITH INTEGRITY AND WE HAVE FUN. We are looking for people who care about the problem: access to advice, affordability of advice, and giving advisers tools worth using. COMPENSATION A$105k plus superannuation, with a performance-based variable component paid on both new business and expansion plus equity. The base and variable split is set according to experience. PROCESS A short, sharp process including a practical work trial. We move quickly and we will tell you where you stand at every stage.