Mid-Market Account Executive

Hi, we’re CIM. We’re a founder-led, venture-backed climate-tech scale-up that has created software which helps building owners accelerate their journey to net zero emissions. We are looking for incredible, mission oriented people who are motivated by solving complex problems to join our team.

Our clients include real estate investment trusts, super funds, governments, major cultural institutions and property owners who operate offices, shopping centres, airports, and other commercial spaces. 

We use our expertise to: 

• Reduce energy consumption and greenhouse gas emissions by 20% to 40%
• Deliver 25% maintenance savings by driving preventative maintenance programmes 
• Improve tenant comfort and reduce tenant hot & cold complaints by up to 32%
• Increase and protect environmental NABERS ratings, and
• Empower on-site contractors to perform detailed equipment analysis

The CIM Sales team is tasked with driving annual recurring revenue growth from existing and new clients of our world beating SaaS data analytics platform, PEAK. 

We are looking to grow our team by hiring an experienced Mid-Market Account Executive to join our APAC team based in Sydney, selling in B2B SaaS real estate owners’ and operators’ companies across Australia, where you will hunt for new business and upsell to our existing clients. 

As a pivotal member of the sales team, you will contribute to us achieving our goal of dominating the Australian market for software that helps people manage their complex building assets more efficiently and effectively, leading to reduced carbon emissions and a cleaner environment for everyone.

What you bring to CIM:

• A proven experience work as a high performing sales professional with 5+ years experience selling B2B solutions
• You can articulate a superior value proposition to all levels of a client organisation
• Your ambition is high and you are motivated to crush your sales quota, only happy when you have far exceeded what was expected 
• You have a strong work ethic, you're dedicated, reliable, and consistently go above and beyond to achieve their goals
• You work well in a structured, process driven selling environment. You value proper planning and preparation and are diligent in frequently maintaining your sales opportunities
• You can understand client needs and concerns by actively listening and asking insightful questions
• You are highly skilled in presenting complex solutions in easy to understand formats and proposal development 
• Account management and relationship building is second nature to you. You know the difference between servicing a customer and solving complex business problems for our customers that will deliver high value returns
• You are comfortable establishing new business with new CIM targeted accounts; real estate owners’ and operators’ sector (e.g Commercial and Retail buildings, Universities, Hospitals, Airports, Museums)
• You bring a positive outlook, passion for the CIM offering and the ability to drive, inspire and demonstrate sales excellence to the broader team whilst living our values
• A Bachelor’s degree with excellent proficiency in spoken and written English

Preferred but not necessary experience:

• Experience in selling a SaaS product in the data analytics space
• Hands-on experience with CRM and marketing automation platforms like Salesforce and HubSpot will be advantageous
• A Masters degree would be nice. It’s not a deal breaker – we’re more interested in what you bring to the role

What you’ll do at CIM

• Collaborate with our sales development reps as they develop sales qualified leads for you to close
• Manage the full sales cycle from an initial idea through qualification, proposal, negotiation and close
• Cultivate relationships with key decision-makers and influencers to better understand their needs and our product fit
• Prospect against a defined list of real estate owners’ and operators’ companies in the Australia market
• Collaborate with our Marketing specialists in developing account based marketing campaigns and events for your customers
• Share account management with our customer success team, assisting on upsells and renewals on your allocated customer accounts
• Maintain our CRM system (Hubspot) with your contacts, opportunities, activity tracking (call, emails, meetings) remaining up to date at all times as we put great emphasis on high quality data and regular maintenance of sales opportunities
• Plan and prepare for all customer meetings in a structured manner and ensure every participant is clear on their roles and responsibilities
• Prepare a rolling ‘path to quota’ forecast each month for your line manager, showing how you will achieve your annual quota

Who you’ll work alongside:

• Within the sales team, you’ll work alongside a diverse, passionate global team in a startup, High energy, hard working environment. You collaborate closely with our APAC SDR and AE's in addition to the EMEA team based in Ireland
• The role reports into the Australia-based Global VP of Sales
• Other stakeholders can include members of the Executive Leadership team including, CEO, CFO, VP of Customer Success, VP of Marketing, marketing specialists and customer success engineers based in Australia

What else can we tell you:

• We offer a highly competitive salary and OTE package
• Work full time, Monday to Friday, with a hybrid working model offering flexibility for both in office and remote work
• Be provided a company laptop and phone - having the reliable, quality tools to do your job is essential, and we’ll provide you with them
• Have opportunities to grow, develop and be challenged in your role - progress is paramount, so you’ll receive the support and guidance you need to help you achieve your career goals
• Know that each day you work at CIM, you’ll be taking climate action
• Access a range of employee perks, ranging from team drinks & lunches to an EAP service

Our team is the foundation to our success. They have a passion for reducing carbon emissions in the built environment.

Joining CIM means joining a people-centric culture that is fast-paced and rewarding, where you have the opportunity to work with an extremely talented and diverse team who value curiosity, trust and collaboration. Each day you deliver your role with our CIM Values front of mind:

• Building Joy - Our work provides customers with superpowers enabling them to be brilliant at what they do.
• Create with Meaning - doing work that matters is in our DNA. We never underestimate the climate challenge we face and the impact we can have
• It’s Urgent - We take initiative, fix problems and act with real urgency. Why - because the planet can’t wait
• Curiosity Ignites - Trust your instinct, follow a different path. We believe there’s always a better way
• Expert Learners - With a mix of brilliant mind, extraordinary thinking and unique skills, we mentor, share ideas and collaborate. Our learning has no end.
• Be a Legend - Empathy over ego. We are in this together and we look out for each other.

Full authorisation to work in Australia without restrictions, sponsorship is not available.

We’re aware of research that indicates people identifying as women or from under-represented groups are far less likely to apply for roles if they don’t meet 100% of the requirements. At CIM, we’re interested in hiring passionate and curious people that are motivated to make a difference, so please still apply even if you don’t think you have the required experience in absolutely everything that we mention