Account Executive (Melbourne)

COMPANY OVERVIEW Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram. COMPANY OPERATING RHYTHM At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5. WHO YOU ARE You are a full-cycle Account Executive who builds your own pipeline and closes it. You are comfortable selling a product with real technical depth, holding your own with engineers, architects, and technical decision-makers, and translating what the product does into clear business value. You know how to land a new logo and grow it, and you are as comfortable working a partner co-sell as you are running a direct deal. You are at ease operating across the varied markets and cultures of APAC, and you do your best work in a build environment where the playbook is still forming, priorities move quickly, and your input shapes how the team sells. You are organized, self-directed, and relentless about following up.   WHAT YOU'LL DO - Own a territory end to end: generate pipeline, run full-cycle deals, and carry a new-business and expansion number. - Build your own pipeline through self-prospecting, and work with SDRs and Marketing to grow pipeline and build Deepgram's presence in the market, including representing Deepgram at key developer and industry events. - Run both motions, with an emphasis on co-sell: work closely with the technology partners headquartered in Singapore, and sell directly into accounts across the region. - Sell across the full spectrum of the market, from fast-moving tech companies to large enterprises, focused on APAC and the broader ANZ region. - Land new logos and expand them over time, growing accounts through adoption and new use cases. - Work closely with Field Engineers to guide technical evaluations and move customers from evaluation into production. - Develop a strong command of customer needs, the competitive landscape, and Deepgram's products, and articulate the value clearly to technical audiences. - Maintain accurate pipeline hygiene and forecasting. - Bring the voice of the customer back to Deepgram, feeding product feedback and market insight to the team.   YOU'LL LOVE THIS ROLE IF YOU - Are energized by building early and want to help shape how Deepgram sells across APAC/ANZ. - Take pride in building your own pipeline and owning a deal from first touch to close. - Are at home selling to technical buyers and can hold your own on the substance of the product. - Enjoy running a partner co-sell motion alongside direct selling. - Think in terms of landing a logo and growing it, not just closing once. - Are passionate about Deepgram's mission and what voice AI makes possible.   IT'S IMPORTANT TO US THAT YOU HAVE - A track record as a full-cycle Account Executive: building pipeline from scratch, running technical deals, and consistently overachieving against target. We expect this typically means 5 or more years of quota-carrying experience, but we hire at varying levels of seniority and encourage strong candidates to apply. - Experience selling products with real technical depth, such as APIs, developer tools, or platforms evaluated on their merits by engineering buyers. - Experience selling across APAC/ANZ markets, to both technical and business buyers. - Comfort running both a direct motion and a partner or co-sell motion, and strong instincts for working through partners. - A land-and-expand mindset, with a history of growing accounts after the initial win. - Strong communication and follow-up, and the discipline to run a consistent, repeatable sales process. - A history of stable tenure and clear progression across your roles.   IT WOULD BE GREAT IF YOU HAD - Experience selling voice AI, speech, AI/ML, developer tools, or infrastructure. - Experience co-selling through systems integrators or hyperscaler partners. - Familiarity with a modern sales methodology such as Challenger. - Experience in a high-growth or early-stage environment. If the idea of building Deepgram's business in APAC/ANZ excites you, we'd like to hear from you.   BENEFITS & PERKS We offer best-in-class benefits, localized to your market. This includes comprehensive health coverage, generous paid time off, paid parental leave, meaningful learning and development support, and stipends to help you do your best work. Specific benefits are administered locally and governed by country-specific regulations. Backed by prominent investors including Y Combinator, Madrona, Tiger Global, Wing VC and NVIDIA, Deepgram has raised over $215M in total funding. If you're looking to work on cutting-edge technology and make a significant impact in the AI industry, we'd love to hear from you! Deepgram is an equal opportunity employer. We want all voices and perspectives represented in our workforce. We are a curious bunch focused on collaboration and doing the right thing. We put our customers first, grow together and move quickly. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. We are happy to provide accommodations for applicants who need them. Notice: We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @deepgram.com http://deepgram.com email address. If you've received a message claiming to be Deepgram, please forward it to careers@deepgram.com.