Founding Account Executive

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. See tailor.au for the product and tailor.au/ecosystem-preview for how the architecture fits together.

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 into state-government health, treasury, federal departments, and the long tail of regulated organisations that need decision traceability.

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 hates "demo and pray". You run disciplined discovery, you know the difference between a champion and a champion-in-name, and you 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, MEDDIC-grade, 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 AI, document intelligence, RegTech, or 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

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; works in MEDDIC / MEDDPICC by default

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 and will pay for one.
• Competitive comp + meaningful equity (4-year vest, 1-year cliff). Equity weighted enough that the right person feels ownership.
• Work that matters. Tailor is making decisions traceable in places where decisions matter — capital programmes, planning, procurement, ministerial briefs.

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 / 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.