Account Executive (Melbourne)

COMPANY OVERVIEW Deepgram is bringing the world’s most natural interface, voice, to the technology we use every day. Our speech models and real-time infrastructure power AI systems that keep up with the way people actually speak. More than 5,000 organizations run conversational voice AI on Deepgram in production, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Cresta, Granola, and Jack in the Box. The Deepgram Voice Agent Platform brings together speech-to-text, text-to-speech and speech-to-speech, with voice-native foundation models available through cloud APIs or self-hosted and on-premises deployments. Built for accuracy, low latency and cost efficiency, Deepgram makes high-quality voice experiences practical to build and run at scale. More than 650,000 developers have used Deepgram to process more than 200,000 years of audio. Every day, more of the world’s conversations with AI run on our models. Operating Principles: Deepgram is a research company that productizes as fast as possible. Four Operating Principles shape how we think, decide, and work together: 1. Compress before you communicate. You think it through first, then lead with the bottom line. 2. Resist entropy. You question what already exists before adding more process or tools. 3. Solve the category. You fix recurring problems at the source, not one case at a time. 4. Work at the frontier. You go after problems no one has solved yet. We look for people who already work this way, and these principles shape how we grow and evaluate our team. AI-FIRST BY DEFAULT We build AI that millions of people talk to, and we run the company the same way. AI is how we centralize work here, and is core to how we operate. That means more than using the tools. We expect you to: - Build, not just use. Design your own workflows and agents, and use AI to remove whole categories of work instead of doing the same work faster. - Own the output. AI can speed up the work. It doesn’t make anyone less accountable for it. You understand, verify, and stand behind everything you share, including what an agent produces for you. - Spend the time you get back at the frontier. The capacity AI creates goes toward problems no one has solved yet. - Keep pace. Models and tools change every month, and so will your work. You adopt what’s new quickly and drop what no longer earns its place. We judge AI by what it helps you deliver and whether you stand behind the result, not by how often you use it. In interviews, expect to walk us through a workflow you built and where you drew the line between AI and your own judgment. 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 techno