External
On-site
SaaS
themuse
About this role
About the role and team The Uber for Business team is looking for a Senior SMB Account Executive to join our team in Sydney.
In this role, you will own a portfolio of prospective customers across Australia and New Zealand, driving new business acquisition through proactive prospecting and full-cycle sales execution.You will play an important role in accelerating the growth of our Small and Medium Business (SMB) presence across ANZ, managing a high-volume pipeline while applying strong commercial judgement to identify and prioritise the opportunities with the greatest potential.As a Senior SMB Account Executive, you will take ownership of the sales process from initial outreach through to close, engaging business decision-makers, uncovering customer challenges, and demonstrating how the Uber for Business product suite can solve everyday mobility and delivery needs.You will work closely with a high-performing, cross-functional team and contribute to continuously improving how we acquire, engage, and convert SMB customers across the region.
What you'll do Lead the charge in prospecting, pitching, and closing partnerships with diverse decision-makers within the SMB segment for the latest U4B products.Build and maintain a robust pipeline using Salesforce, forecasting with discipline and hitting aggressive bi-annual and quarterly targets.Identify and eliminate barriers to gain client commitment, using a consultative approach to probe for objections and provide tailored solutions.Collaborate across operations, marketing, product, and legal to shape proposals, resolve blockers, and deliver solutions that scale.Navigate ambiguity, shifting priorities, and internal complexity to unlock value for clients and for Uber.Manage hundreds of prospects simultaneously with high organization, ensuring every follow-through is professional and timely.Basic
Qualifications 2+ years of full-cycle B2B sales experience OR 24 months of BDR experience.Proven experience in a quota-carrying role w
Tools & Tech Stack
Commission Structure
Base Salary
Not disclosed — ask in interview
Commission
Structure not specified
Ramp Period
Not mentioned — clarify timeline
Accelerators
Yes
Selling Motion
Sales Cycle
SMB / Transactional
Under 1 month, high-velocity closing
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
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