Account Executive

Founding Seller — Government & Council

Tailor · Brisbane, QLD · Full-time

$120k–$150k base + commission

| OTE up to $250k+ | Equity participation

About Tailor

Tailor is Australian-built, Australian-owned AI for the industries that cannot afford to get it wrong. We take government agencies and councils from fragmented, manual document review to human-signed, fully auditable decisions — consensus in days, not weeks. We're also the knowledge spine of the organisations we work with: what your teams learn doesn't leave when a project ends or a person moves on. Sovereign, human-accountable, built for regulators.

The Role

This is our first dedicated Account Executive hire. You are not inheriting a pipeline or a playbook — you are building both, fast. Your existing QLD government and council network, your understanding of how the sector buys, and your knowledge of procurement pathways should mean you can open qualified conversations within weeks, not months.

If you need time to learn the sector, this is the wrong role. If you already know who to call and how to get through, read on.

What You Will Do

• Own the full sales cycle — from targeted outreach through to signed contract — building the pipeline and the process simultaneously

• Generate and qualify your own ICP rapidly, drawing on existing relationships across QLD state government departments, local councils, and associated agencies

• Navigate QLD government procurement frameworks from day one — GITC, panel arrangements, standing offers, and council tender processes are not new to you

• Run complex, multi-stakeholder deals with cycles of 3–12 months across procurement, legal, IT, and executive stakeholders

• Partner with Tailor's founders and technical team on discovery, tailored demos, and proposals written in the language of government buyers

• Build the sales playbook — the ICP, outbound sequences, procurement pathway maps, and qualification criteria that will scale beyond you

• Feed structured intelligence back into product and marketing: what procurement barriers exist, what language lands, what objections recur

• Represent Tailor at QLD government forums, local government conferences, and sector events

What Good Looks Like in Your First 90 Days

Days 1–30

• Named target account list of 50+ QLD government and council organisations, segmented by procurement pathway and decision-maker

• First outbound sequences live — you are already in conversation with known contacts

• Product understood deeply enough to run discovery and a demo without support

Days 31–60

• First qualified discovery meetings completed with at least six active government or council prospects

• At least three opportunity in active evaluation — stakeholder mapped, procurement pathway confirmed, next steps agreed

• ICPs validated and refined based on what the market is telling you

Days 61–90

• Pipeline covering at least 3x your quarterly target, with clear stage progression

• At least three lighthouse opportunities in late-stage evaluation or procurement process

• Sales playbook v1 documented — early learnings captured for the next hire

What You Will Bring

Non-negotiable

• 5+ years in enterprise technology or SaaS sales with a track record of closing deals above $100k ACV

• Direct, recent experience selling into QLD state government and/or local councils — you know the agencies, the buying cycles, and the procurement frameworks intimately

• Hands-on knowledge of GITC, QLD government panel arrangements, standing offers, and council tender processes — you have navigated these before and can do it again without a guide

• An existing network of decision-makers and influencers across QLD government and council you can activate immediately

• Demonstrated self-sourced pipeline — you have built your own funnel before without relying on inbound or handoffs

• Comfort with ambiguity — you build structure where none exists and move without waiting to be managed

Strong signals

• Prior experience as a founding or first commercial hire at an early-stage B2B or B2G technology company

• Background in AI, compliance tech, document workflow, records management, or regulated-industry software

• Relationships inside QLD local government — councils, shires, or regional bodies — in addition to state agencies

• Track record of compressing deal cycles inside government procurement — you know the shortcuts and the risks

The Traits We Are Hiring For

Beyond the CV, this role requires a specific kind of person. We will probe for these directly in interviews.

• Grit — you have stayed in a hard deal or a slow procurement cycle and come out the other side, not because someone told you to, but because you wanted to win

• Self-direction — you build your own structure when none exists; you do not wait to be managed or handed a plan

• Speed to pipeline — you do not need six months to learn the territory; you know it, and you move fast

• Commercial sharpness — you understand deal economics and negotiate without folding on value

• Intellectual honesty — you tell customers and colleagues what is true, not what they want to hear; you do not oversell into government

• Sector fluency — you understand what keeps a Director-General or a council CEO awake, and you can connect Tailor's platform to that problem in plain language

Why Tailor

• Real product, real customers — Tailor is live; this is not a pre-product role

• Genuine market gap — sovereign AI for regulated industry is not a crowded space; Tailor has structural advantage and category leadership to build in QLD

• Founding seller status — you will be the person who built Tailor's government commercial motion, and that compounds

• Direct access to founders — no layers, no bureaucracy; decisions get made in the room

• Equity for the right person — we are early enough that meaningful option pool participation is available, structured to reflect the upside of joining now

Compensation & Location

Base salary: $120,000 – $150,000 + uncapped commission

On-target earnings: Up to $250,000+ based on sales performance

Equity: Option pool participation — available for the right candidate, structured to reflect early-stage upside

Location: Brisbane preferred — remote-friendly within East Coast Australia, with regular travel to customer sites and sector events

Visa sponsorship: Not available for this role

HOW TO APPLY

Send your CV and a short note on why this role, and why now, to ***email_hidden***.