About Firmable

Firmable is Australia's definitive B2B data and intelligence platform, helping go-to-market teams make smarter decisions by deeply understanding their leads, customers, and markets. Backed by strong investors, Firmable is expanding internationally — and Southeast Asia is our next growth frontier.

This is an opportunity to join as an SMB Account Executive in SEA, owning inbound pipeline conversion and working alongside the Founding AE to build Firmable's commercial presence in the region.

The Opportunity

This is not a passive inbound role. Inbound accounts for a significant share of Firmable's revenue — and as the SMB AE, you'll be the person converting those opportunities with speed, quality, and rigour.

You'll own the full SMB sales cycle: from first contact on inbound leads through to close and CS handover. You'll also collaborate with the Founding AE on ICP-fit deals and contribute to building the early playbook that scales with the team.

What You'll Be Doing

• Own the full SMB sales cycle for inbound leads: discovery, demo, negotiation, and close

• Convert inbound channels including abandoned sign-ups, enquiries, referrals, and direct sign-ups

• Qualify and prioritise opportunities based on ICP fit and buying intent

• Collaborate with the Founding AE on medium- and high-fit ICP opportunities

• Navigate objections and negotiate pricing to close deals effectively

• Ensure a seamless handover to Customer Success post-sale

• Maintain accurate and up-to-date CRM records in HubSpot

• Share structured customer and market insights with Product and Leadership

What We're Looking For

This role is for someone who closes well, moves fast, and takes ownership of their pipeline.

You'll likely thrive here if you:

• Have 1–3 years of B2B SaaS sales experience, with at least 1 year of closing experience as an AE

• Are comfortable running high-volume, shorter sales cycles without losing quality

• Have strong discovery and demo skills — you lead conversations, not follow scripts

• Are highly organised and able to manage multiple active deals simultaneously

• Take ownership of your numbers and don't need hand-holding to perform

• Are curious about the businesses you're selling to and tailor your approach accordingly

• Have experience with tools like HubSpot, Firmable, Apollo, ZoomInfo, etc.

Why This Role

• Direct impact on Firmable's SEA revenue from day one

• Work closely with the Founding AE and Head of Sales - real exposure, fast feedback loops

• A market and product that are genuinely differentiated - not a commodity pitch

• Clear progression path into Mid-Market or a senior AE role as the team scales

Who this role is NOT for

This role is not a good fit if you:

• Are looking for a role where leads close themselves or require minimal effort to convert

• Need a mature, scripted sales process laid out before you can operate

• Struggle to manage your own pace and pipeline without close oversight

• Are primarily interested in account management over new revenue generation

• Get frustrated when processes are still being defined or evolve quickly

This role suits someone who is energised by closing, curious enough to tailor their pitch, and hungry enough to build something with a small but high-quality team.