Founding Account Executive, SEA

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 role is a rare opportunity to be a founding Account Executive in SEA, helping establish Firmable’s commercial footprint in the region from the ground up.

The Opportunity

This is not a traditional AE role with a mature playbook, abundant inbound, or a large local team.

As the Founding AE for SEA, you’ll be responsible for:

• owning the full sales cycle end-to-end,
• helping define our ICPs, messaging, and sales motion for the region,
• and building the early foundations that future AEs will inherit.

You’ll work closely with the Head of Sales and global teams, operate with high autonomy, and play a meaningful role in shaping how Firmable wins in Southeast Asia.

What You’ll Be Doing

• Own the full sales cycle: prospecting, discovery, demos, negotiation, and close
• Drive pipeline primarily through outbound efforts in the early days
• Conduct tailored, high-impact product demos that connect Firmable’s value to real GTM problems
• Work closely with the Head of Sales to define ICPs, vertical focus, pricing feedback, and sales strategy for SEA
• Build and iterate early sales processes, templates, sequences, and qualification frameworks
• Capture structured feedback from prospects and customers to inform product, marketing, and GTM decisions
• Maintain rigorous CRM hygiene in HubSpot and help define “what good looks like” for future hires
• Represent Firmable professionally with senior commercial leaders across the region

What We’re Looking For

This role is best suited for someone who wants to build, not just execute.

You’ll likely thrive here if you:

• Have 2–5+ years of B2B SaaS sales experience, ideally in outbound-led or early-stage environments
• Are comfortable selling without a fully defined playbook — and excited to help create one
• Are highly organised, structured, and self-directed
• Have strong discovery skills and can sell consultatively, not transactionally
• Enjoy operating in ambiguity and taking ownership without waiting for instructions
• Are commercially sharp and curious about how businesses grow across different SEA markets
• Have experience with tools like HubSpot, Salesforce, Firmable, ZoomInfo, Apollo, Lusha, etc.

Why This Role Is Different

• You’ll be the first AE in SEA, with real influence on strategy and execution
• Direct exposure to leadership and meaningful input into regional expansion decisions
• Accelerated career growth for someone who wants to move into senior or leadership roles
• A chance to build something lasting — not just hit quota

This role is not a good fit if you:

• Prefer highly structured environments with established playbooks, territories, and inbound pipelines
• Need constant direction, coaching, or close day-to-day management to operate effectively
• Are uncomfortable prospecting and generating your own pipeline, especially in new or undefined markets
• Expect a large local team, brand awareness, or marketing support from day one
• Get frustrated by ambiguity, experimentation, or things changing as the business evolves
• Are primarily motivated by maintaining existing accounts rather than building new revenue from scratch
• This role is best suited for someone who enjoys building, figuring things out, and taking ownership before everything is neatly defined.