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About the Role
We are building a local Enterprise Sales Pod in Sydney, consisting of an Account Executive and a Forward Deployed Engineer, to develop the Telnyx enterprise business across Australia and New Zealand. This is a founding role where you will define the enterprise sales strategy for ANZ, establish the sales playbook, and build references for future hires. You will own a named-account list of 30-40 enterprise accounts, aiming to convert them into production Telnyx customers. You will collaborate closely with a dedicated FDE who acts as a technical partner for architecture design, POC development, and initial workload implementation. This role focuses on selling solutions and outcomes rather than individual SKUs, addressing customer needs such as AI contact centers, SOC/NOC agents, global communications, connected mobility, or enterprise inference.
Responsibilities
- Own a territory of 30-40 named enterprise accounts across Australia and New Zealand, with a focus on approximately 10 Tier 1 accounts valued at over $1M annually.
- Build executive relationships with CIOs, CTOs, VP Engineering, and line-of-business owners.
- Manage the full sales cycle, including prospecting, qualifying, designing commercial architecture with the FDE, negotiating, and closing deals.
- Sell programmable voice, messaging, Voice AI, wireless, and networking products to both technical and business audiences.
- Articulate Telnyx's differentiated value proposition, including its private network, carrier-grade reliability, and AI-native capabilities, while addressing competitive objections.
- Secure agreement on the commercial destination before commencing any custom work, avoiding free discovery or development.
- Maintain disciplined POC management with named executive sponsors, defined success criteria, discussed production pricing, decision dates, and signed commercial documents, ensuring POCs transition to production.
- Expand existing accounts by increasing the number of workloads and customer value.
- Build local references and case studies within the ANZ market.
- Provide accurate pipeline reporting and forecasting.
Requirements
- 5+ years of enterprise sales experience in Australia and/or New Zealand, specifically selling CPaaS, UCaaS, CCaaS, telecom, AI/ML, or similar technical infrastructure.
- Proven track record of consistently exceeding quota, including experience with deals over $1M.
- Experience selling to both executive and technical buyers.
- Hunter mentality with a focus on building pipeline and outbound, in-person selling.
- Strong consultative selling skills, capable of building clear ROI stories for both technical and business buyers.
- Familiarity with sales methodologies such as MEDDPICC, Challenger, and SPIN.
- Proficiency with modern sales tools including Salesforce, Outreach, and Gong.
- Excellent written and verbal communication skills in English, with an emphasis on active listening.
- Willingness to travel across ANZ for customer visits.
Skills
- Enterprise Sales
- CPaaS
- UCaaS
- CCaaS
- Telecom
- AI/ML
- Technical Infrastructure Sales
- Consultative Selling
- ROI Analysis
- Sales Methodologies (MEDDPICC, Challenger, SPIN)
- Salesforce
- Outreach
- Gong
- Communication Skills
- Travel
Location
- Sydney
- Australia
- New Zealand
Work Type
- Enterprise Sales Pod
- In-person selling
Experience Level
- 5+ years of enterprise sales experience
About the Company
- Telnyx is an industry leader building the future of global connectivity through a private, global, multi-cloud IP network and edge technology via intuitive APIs.
- The company aims to transform antiquated systems, automate manual processes, and solve real-world problems with innovative connectivity solutions.
- Telnyx is a financially stable and profitable company, enabling investment in technology and employee growth.
- The company's vision is a world where borderless connectivity drives innovation.
- Telnyx offers opportunities for passionate individuals to contribute to an industry-shaping company while advancing their skills and careers.