About the role
Founder/Business story: Fast-growing FinTech transforming bookkeeping via AI/MLIndustry: FinTech / Accounting & Bookkeeping software
Product: Bookkeeping automation platform integrating across 11,500+ financial sources
Size and functions of local team: Sydney — 5 Account Managers, 3 CSMs, hiring 2x AE. Close-knit, relaxed, fun culture; 65% female, average tenure 12-18 months (intentional — development/feeder-team model)
ABOUT THE ROLE
Role description: Own the full sales cycle for partner practices (accountants/bookkeepers who hold licenses to onsell Dext or use it internally). 95% of leads are currently inbound via a 14-day Partner Free Trial (PFT) — role requires nurturing trial signups (2-3 touchpoints) through to close, plus building outbound pipeline to reduce inbound reliance. Deal sizes average $400-500 MRR, with enterprise/whale accounts reaching $100-150k. Land & expand exists but is by exception, not the rule, within the first 3 months. Quota is £1,800/month MRR ($40k+ MRR/year), needing 6-8 deals/month plus 1 whale deal monthly for accelerators. Tech stack: Salesforce, HubSpot, Compass (internal AI insights tool), Clay (intent/lead scoring), Enterprise Claude, Salesloft. Travel to roadshows (Oct/Nov) expected.
Employee Value Proposition: $140k OTE uncapped; hybrid "work your way" flexibility; low-churn book once partners land; backing of a fast-growing, well-known FinTech (IRIS Software Group); close-knit, supportive team led by Denise (nurturing, social) and Paul; direct access to customers early to learn the persona (accountants/bookkeepers — time-poor, compliance-heavy, often barely staying afloat)
ABOUT THE CANDIDATE
Must haves:
SDR/BDR ready to step up, or Junior/Associate AE with ~3 months full sales-cycle experience
Confident running a full cycle — nurture through to close, not just working provided leads
Hunter mentality — self-starter comfortable building own pipeline, not one to sit on inbound
Ready to move quickly through process (Paul is hiring fast)
Nice to have:
SaaS / FinTech background
Enterprise exposure
Basic understanding of accounting/bookkeeping practitioner pain points (not expert-level)
Red flags:
Candidates who lean heavily on inbound/warm leads rather than proactively hunting
Weak full-cycle ownership — pure BDR/SDR handoff mentality with no closing reps
Flight risk to counteroffers late in process (lost one candidate at offer stage to a Google counteroffer) — gauge counteroffer resilience early
Any inconsistency that could surface at reference stage (lost one candidate at final stage on a failed reference check)
Convinced? Apply immediately!
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