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Enterprise Account Eccecutive - OneReg
<iframe src="https://www.loom.com/embed/5b99962b69f64d2ca397b5042a391aad" width="640" height="360" frameborder="0" allowfullscreen=""></iframe><p><strong>Enterprise Account Executive — Aviation SaaS | $120K - $150k Base + $240K - $300K OTE | Remote (AU-based, Melbourne preferred)</strong></p><p>Own a market. Close the pipeline. Build something that lasts.</p><hr><p>Most enterprise sales roles give you a territory so broad you spend half your time figuring out who to call. This isn't that. OneReg knows exactly who their buyers are, where they work, and what keeps them up at night. Your job is to close them.</p><p>OneReg is a regulatory assurance SaaS platform purpose-built for aviation operators — airports, airlines, and adjacent industries. They help organisations manage compliance, safety, and audit risk across complex regulatory environments.</p><p>They've built real traction. Four of Australia's seven international airports are already customers — Brisbane, Melbourne, Hobart, and Broome. Air New Zealand is live. BHP is signing. Qantas is mid-conversation. This isn't a startup trying to find product-market fit. It's a scale-up that's proven the model and needs a dedicated sales function to capitalise on a pipeline that's already warm.</p><p>The business was founded in New Zealand, now operates across NZ, Australia, and the UK, with 47 clients across ANZ and the UK. They're well-capitalised, multi-region, and moving fast. The AU market in aviation alone represents approximately $7M in addressable ARR — and that's before you look at energy, maritime, and defence.</p><p>The marketing collateral, the case studies, the sales playbook, the wins — are all in place. What's missing is a closer who can take the pipeline and drive it to signature.</p><hr><p><strong>Why this role</strong></p><ul><li><p><strong>$120K base + $240K OTE</strong> — 50/50 split, uncapped. Hit 100% of your target and your commission rate doubles for every deal after that.</p></li><li><p><strong>Defined, finite market — and that's a genuine advantage.</strong> You're not selling into a vague SMB market and hoping something sticks. The buyer universe is airports, airlines, and adjacent operators. You can map every target. No airport is hiding from you.</p></li><li><p><strong>Real pipeline, right now.</strong> Q1 priority is closing deals that are already in the CRM. You're not starting from zero.</p></li><li><p><strong>Qantas is in play.</strong> That's a potential million-dollar deal sitting in the pipeline waiting for the right person to close it.</p></li><li><p><strong>A playbook that actually exists.</strong> OneReg has a comprehensive sales operating procedure, built in their own platform. Regional sales plan. Regional marketing plan. Support for technical support and demos. This isn't a "figure it out yourself" situation.</p></li><li><p><strong>Equity available</strong> for the right long-term candidate. Not confirmed, but on the table.</p></li><li><p><strong>Room to expand.</strong> The role starts in aviation. The platform is already selling into energy (Fortiscue, BHP). The person who builds ANZ could be the person who takes it further.</p></li></ul><hr><p><strong>What you'll actually do</strong></p><ul><li><p><strong>Close the existing ANZ pipeline</strong> — Q1 is about getting deals that are already progressing over the line. You're picking up mid-stage opportunities at airports and airlines and driving them to signature.</p></li><li><p><strong>Build net-new pipeline</strong> — Systematic outbound. Industry events. Referrals from existing accounts. This is hunting.</p></li><li><p><strong>Own the full sales cycle</strong> — discovery through contract, without handing off at the hard parts. You navigate procurement, legal, multi-year commercial terms, and executive sponsors.</p></li><li><p><strong>Manage and grow existing accounts</strong> — upsell and expansion. Commission applies to incremental ARR, not just new logos.</p></li><li><p><strong>Create and execute your regional sales and marketing plan</strong> — this isn't handed to you. You build it in partnership with marketing and own the execution.</p></li><li><p><strong>Sell against regulatory and audit risk</strong> — the buyer is a safety manager or ops manager who can't afford another failed audit. The approver is a CFO or CEO who needs it on the P&L. You need to be credible in both conversations.</p></li><li><p><strong>Represent OneReg at industry events and forums</strong> — you become the face of the brand in AU/NZ aviation. That means showing up, building relationships, and earning the room.</p></li><li><p><strong>Track everything in CRM with weekly pipeline reviews</strong> — this is a disciplined, process-driven sales function. Hygiene matters.</p></li></ul><hr><p><strong>Who this suits</strong></p><p>You don't need an aviation background. The calibre of seller is what matters. There's a customer success person in-region with deep aviation expertise who can support demos and implementations. What OneReg needs is someone who knows how to close enterprise deals — and close them properly.</p><p>What that actually looks like:</p><ul><li><p>You've sold enterprise SaaS with average contract values in the $100K–$500K+ range and you know what it means to navigate procurement, legal, and executive stakeholders without losing the deal</p></li><li><p>You've sold against risk — compliance, regulatory, audit, cybersecurity — not just ROI or time savings. You understand that framing and you're comfortable in that conversation</p></li><li><p>You've worked in a scale-up or early-stage environment and you don't need a machine around you to function. You can build a plan and execute it without hand-holding</p></li><li><p>The base is solid. But what you're really here for is the upside, and you build your pipeline accordingly</p></li><li><p>You're organised and disciplined — this is a finite market. Spray-and-pray doesn't work here. Systematic coverage and relationship management does</p></li><li><p>You have the gravitas to earn the trust of a safety manager and a CFO in the same building, in the same afternoon</p></li></ul><p>This is the chance to own the ANZ sales market for an in demand product that is well known in the industry. Will you be the seller to take it to the next level?</p><hr><p><em>This role is to be filled by Pointer, it is not for Pointer. The successful candidate will also receive 12 months of ongoing training and support, including advanced training programs and access to communities for professional growth - All of which is provided by Pointer in addition to internal programs.</em></p>
