Regional Lead AE - ANZ

We’re building a future where every student can move through their education with clarity, confidence, and purpose. Our platform transforms the student experience, giving them then tools they need to make the right decisions about their degree plans, track their journey, and build an education and career path that’s truly their own.

Stellic is a fast-growing startup backed by leading social impact investors, partnering with top institutions like Cornell, Columbia, UVA, and Ohio State to support over 1 million students across 7 countries. As we scale to serve more universities worldwide, we remain deeply committed to this mission, driven by our values, and committed to building a high-performance team that’s here to make a lasting difference on both students’ lives and higher education.

We are seeking a passionate, self-driven Regional Lead Account Executive to join our dynamic team. As an Account Executive, you will leverage your consultative sales skills and creativity to build strong relationships with customers from initial contact to deal closure. You will play a key role in developing a stable book of business, prospecting new clients, cultivating and closing accounts, and growing existing customer relationships. This role involves a 12-month sales cycle with an average contract value of US$200,000.

If you are smart, tenacious, personable, and empathetic, and if you thrive in a fast-paced, innovative environment, we want to hear from you! Apply now to join our team and help us revolutionize education.

• Develop and execute detailed personal sales plans to achieve goals and quotas.

• Drive the sales process through qualification, needs analysis, product demonstrations, negotiation, and closure.

• Identify and develop new sales opportunities through networking, turning them into long-term partnerships.

• Maintain a deep understanding of the assigned territory, the education sector, and competitive offerings.

• Overcome customer objections by emphasizing benefits over features through strong negotiation skills.

• Build a robust pipeline through prospecting to support the sales cycle, which fluctuates with the academic year.

• Negotiate agreements and maintain accurate sales records in the CRM system (Hubspot).

• Travel as needed to meet customers, support trade shows and conferences, attend meetings, or for personal development, (up to 33% of total work time).

• Communicate effectively with internal teams (Marketing, Product Management, and Customer Success), prospects, and customers.

• Regional development:

  • Develop and execute the go-to-market (GTM) strategy for the region, including relevant market analysis, and collaborating closely with Product and Marketing.

  • Build brand recognition for Stellic by representing the company at regional higher education events, conferences, and association meetings, and with potential partners to accelerate growth.

  • Support the establishment of local operational needs (e.g. legal, finance, entity, etc.).

  • Influence pricing, packaging, and deployment models appropriate for the region.

  • Provide structured feedback from APAC customers to inform product localization and roadmap priorities.

  • Play a key role in hiring and onboarding future APAC team members in sales, customer success, and support.

  • Demonstrate early leadership capability by mentoring new team members as the region scales.

• 8+ years of experience in enterprise software sales including account executive and account management responsibilities, with a proven track record of exceeding sales quotas.

• Passion for higher education and student success, with a keen interest in understanding customer needs and a commitment to excellence.

• Strong knowledge of key territory development skills: market research, lead generation, relationship cultivation, pipeline generation, and account development.

• Expertise at leading a customer-focused consultative sales process, including qualification, discovery, champion-building, proof of value and negotiation.

• Experience building business cases and creating relationships with and selling to customer executives.

• Proven ability to master enterprise software and deliver compelling customer demonstrations.

• Demonstrated ability to lead without direct authority and influence cross-functional teams.

• Prior experience in hiring or mentoring team members (including informally).

• Ability to think strategically beyond individual deals and drive long-term regional growth.

• Superior written and verbal communication skills, strong analytical and creative problem-solving abilities, and excellent interpersonal skills.

• Highly organized with efficient time and territory management skills.

• Resourceful with ability to navigate ambiguity and consistently drive outcomes.

• Demonstrated ability to work independently and through cross-functional teams to drive new client development.

• Proficient in using technologies such the Google-suite or MS Office, CRM for deal, pipeline and account management, productivity tools such as ChatGPT and Notion, and experience with sales acceleration apps.

• Bachelor’s Degree or equivalent professional experience, required.

• Regional Expertise:

  • Deep experience selling to universities or public-sector organizations in Australia.

  • Strong understanding of regional procurement cycles, tender / RFP processes, and decision-making structures.

  • Existing network within ANZ higher education leadership (PVCs, Deans, CIOs, Directors of Student Success / Academic Services).

  • Experience operating as the first or early GTM hire in a new geographic market (preferred).

  • Comfort working in low-structure, high-autonomy environments with ability to build processes from scratch.
    

OTE: AU$300-400K (commission:base salary = 50:50)

• Shape the future of an impact-driven company at the forefront of higher education transformation

• Work closely with an ambitious, mission driven leadership team

• Own and scale the recruiting engine of a high growth company

• Competitive salary, equity, and a culture of excellence, speed, and ownership.

• Work and learn from some of the most prominent thought leaders in higher education and SaaS

• Generous stock options in a Series A stage startup

• Flexible, outcome-based culture

• Comprehensive health insurance, with Stellic covering 99% of your premium and 75% for dependents on our base plan

• 401K and commuter benefits

• Annual international retreats in some of the most beautiful cities & towns

Our company values diversity and believes diverse teams make innovation possible. We encourage all qualified applicants from any race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or other characteristics to apply.