Founding sales hire. Build the GTM motion that turns an early state-government deployment and a tier-1 SI partnership into a national footprint across local, state and federal governments and regulated enterprise.
Brisbane HQSovereign-routed · stored in Australia
About Tailor
Tailor builds document collaboration software for teams that need reviews, approvals, evidence, ownership changes, and decision history to stay connected in one product.
The product is live across local government, construction, and mining; in pilot with a major state-government department; and being rolled out with a tier-1 systems integrator.
This role turns early customer momentum into a repeatable government and enterprise sales motion.
The Role
You will be Tailor's first dedicated sales hire. Your job is to take the early state-government pilot and tier-1 SI partnership and compound them.
You will own the entire commercial motion — pipeline build, qualification, discovery, demo, negotiation, procurement, close. The executive team has run sales so far; you will inherit the warm relationships and the customer roster, and turn it into a real, repeatable GTM function.
You are the kind of seller who runs disciplined discovery, knows the difference between a champion and a champion-in-name, and can navigate Australian government procurement (state and federal panel arrangements) without bluffing.
Your first 90 days are about closing the state-government expansion. Your first 12 months are about building the playbook the second AE inherits.
What You Will Do
Own the sales pipeline end-to-end — qualify, discover, demo, negotiate, manage procurement, close
Build the GTM playbook — ICP, qualification frameworks, discovery scripts, objection handling, procurement runbooks — that the next AE inherits
Navigate Australian government procurement frameworks (state and federal panel arrangements) and shorten the cycle where you can
Co-sell with tier-1 systems integrators on government accounts; develop and own the partner-channel motion
Run weekly pipeline reviews and forecasts with leadership — honest, no inflation
Feed customer signal back to product — what is blocking expansion in real customers, what features unlock new accounts
Run customer reference calls; convert wins into case studies and case briefs the next round of buyers can rely on
What We Are Looking For
5+ years of quota-carrying B2B / B2G sales, ideally selling GovTech into government or regulated industries
Proven track record of closing into APS, state government, or large regulated organisations — six-figure ACVs and up
Procurement fluency. You know Australian government procurement frameworks (state and federal panel arrangements) and equivalent regulated-buyer processes — and you know how to keep deals moving inside them
Discovery discipline. You run real discovery; you can articulate the difference between a champion and a champion-in-name; you do not push proposals into the wind
Range as a communicator. You adjust register from director-general to procurement officer to architect in the same week — sometimes the same day
Founding-team mindset. You have built or owned a sales motion from zero, in an early-stage environment, without a marketing department or SDR factory feeding you leads
AI-fluent operator. You use modern AI tooling (research, prep, CRM enrichment, follow-ups, account planning) to compress the parts of the sales cycle that don't need a human, so you can spend more time in front of buyers
Bonus Points
Prior state-government or APS sales experience (any agency)
Sold into or as a partner of a tier-1 consulting firm or systems integrator on government accounts
Existing senior relationships across APS / state CIO / CDO networks
Has run their own pipeline in HubSpot or Salesforce
Why Tailor
Founding AE. You write the playbook, own the function, and have a hand in shaping the team that follows you
Real product, real customers. Live deployments across local government, construction, and mining; major state-government department in pilot; tier-1 SI-funded rollout; practical customer demand for the work you will sell
Direct line to product and leadership. Roadmap conversations from day one. The friction you find in the first three deals becomes next quarter's release
No sales theatre. No SDR factory, no manufactured pipeline, no comp plans engineered to confuse. Leadership needs an honest forecast
Work that matters. Tailor is making decisions traceable in places where decisions matter — capital programmes, planning, procurement, ministerial briefs
Opportunity for equity in the business for the right person
How to Apply
Drop your CV (and a cover letter if you have one) into the Apply form at the top of this page. In the cover letter, tell us about a deal you closed that taught you something specific about APS or state-government procurement — what nearly killed it, and how you kept it alive.
If you would rather email us directly, reach us at careers@tailor.au.
We read every application but won't respond to everyone — we simply don't have the time. If we want to chat, we will reach out.