Enterprise Account Executive

ENTERPRISE ACCOUNT EXECUTIVE — SYDNEY Location: Sydney, office-based Team: Australia GTM Reports to: Head of Growth Compensation: A$130-145k + super, plus variable + 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 This is our enterprise seat: licensees, dealer groups and larger multi-adviser firms. You will both take qualified opportunity and create your own through your network or prospecting, then own the relationship from first demo to a network that runs on Marloo. You demo to a room as often as to a person. You run detailed discovery and process mapping across a firm — or across a licensee's member practices — to understand how advice actually gets produced, where the bottlenecks sit, and what has to be true for a rollout to work. You navigate a buying group that includes advice leadership, compliance, operations and technology. You close. Then you stay. You advise on and run the rollout, configure environments, train teams and grow the account as adoption spreads and firms move up tiers. You own the account indefinitely. Roughly half this role is selling and half is implementation. At enterprise scale that implementation work is substantial — environment configuration, document and template structure, workflow setup, and getting each practice genuinely live rather than nominally onboarded. What you'll do - Sell into complexity. Multiple stakeholders, compliance scrutiny, incumbent systems, and a long memory of technology that didn't deliver. - Map the network. Detailed discovery and process mapping across firms and practices. - Close. Own the commercial conversation with the buying group end to end. - Run the rollout. Configure environments, structure documents, and drive adoption practice by practice. - Educate broadly. Advisers, paraplanners, admin and compliance staff. Adoption is won at the desk, not in the boardroom. - Grow the account. Expansion across the network, seat growth, tier upgrades. - Feed the machine. Objections, competitor intel and feature requests go back to management, product and engineering. - Get in the room. Around 20 days a year of domestic travel for conferences, industry events and on-site work with firms. WHO WE'RE LOOKING FOR The ideal profile is someone who understands the advice workflow from the inside and knows how to sell and implement — perhaps you have experience in advice tech or a licensee. If that's you, we should talk. That blend is rare, so we are open to other routes in: - Sound financial advice or advice-operations experience, lighter sales background. You've worked inside a licensee or a financial advice practice and you understand how advice gets produced at scale. We’ll teach you the sales process. - Strong enterprise B2B sales experience, no advice background. You've run multi-stakeholder deals with long cycles and owned the rollout after signature. We'll help you level up on the advice knowledge, and you should expect that to take real effort. Ideal additions: experience working with licensees or dealer groups, and implementation experience with larger firms. What we won't compromise on: the curiosity and empathy to understand what an organisation actually needs, and the ability to help them reach value rather than tell them about it. This is a consultative sale to a sceptical, time-poor, heavily regulated audience. You'll also need full working rights in Australia — we're not able to sponsor visas for this role. 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 VERY LITTLE HAND-HOLDING, AND YOU NEED TO BE GENUINELY COMFORTABLE WITH AMBIGUITY — NOT TOLERANT OF IT, COMFORTABLE WITH IT. 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$130-145k plus superannuation, with a performance-based variable component paid on both new business and expansion and equity. The base and variable split is set according to experience. Process Our interview process will include a practical work trial.