Role Overview
Chronicle exists to remember and celebrate lives, and to share the stories that inspire the living. Our mapping and management software is used by around 700 cemeteries across Australia and the US. Ten years in, we're growing, successful, and a recognised and proud brand in our industry, doing meaningful work in a market most people never think about.
As our Sales Executive for the Australian market, you'll own opportunities end to end: finding and qualifying prospects among local councils, cemetery trusts, and private operators, running discovery and demos, shaping proposals, and closing. You'll be based with our team in Bali, working Australian hours and building Australian relationships. This role is measured on closed revenue.
You're joining at a rare moment. We're rebuilding our sales function, which means unusual ownership for this level: you'll work directly with Chronicle's founder, help shape how we sell, and have a real hand in what the sales team becomes.
You won't have formal people-management responsibilities, but the playbooks, habits, and standards you build will set the tone for those who join after you.
Key Responsibilities
Your responsibilities will include (but are not limited to) the following:
Business Development & Sales
- Own opportunities end-to-end across the Australian market: identify, qualify, progress, and close.
- Build relationships with prospective customers and understand their needs, challenges, priorities, and decision-making process.
- Manage opportunities throughout the sales cycle, from initial engagement and discovery through proposal, negotiation, and closing.
- Deliver compelling product demonstrations and sales conversations tailored to the customer's context.
- Develop proposals and commercial recommendations that balance customer needs with Chronicle's business objectives.
- Maintain consistent and thoughtful follow-up with prospects throughout the sales process.
- Work towards agreed individual sales targets and broader company revenue goals.
Customer & Solution Understanding
- Develop a strong understanding of Chronicle's products, services, customers, and markets.
- Ask effective discovery questions to understand both the immediate request and the underlying customer problem.
- Translate customer requirements into appropriate Chronicle solutions.
- Set clear and realistic expectations with customers regarding scope, timelines, deliverables, and next steps.
- Bring relevant customer and market insights back to the business.
Pipeline & Sales Discipline
- Maintain accurate and up-to-date opportunity information in the CRM.
- Manage your pipeline proactively, including prioritisation, next actions, follow-ups, and opportunity progression.
- Provide reliable forecasts and visibility into pipeline health, risks, and potential blockers.
- Take ownership of stalled opportunities and determine appropriate next steps rather than allowing them to sit inactive.
- Use sales data and previous results to continuously improve your approach.
Cross-Functional Collaboration
- Work closely with Customer Experience and other teams where required throughout the sales process.
- Ensure relevant information is communicated clearly when opportunities require input from other teams.
- Support a smooth handover from the sales side to the team responsible for customer onboarding or delivery.
- Share customer feedback and recurring market insights that may help improve Chronicle's product, positioning, or processes.
Team Contribution & Capability Building
- Take initiative in identifying problems, opportunities, and improvements within the sales function.
- Share knowledge, successful approaches, customer insights, and lessons learned with other team members.
- Support the onboarding of new team members by sharing practical knowledge, processes, and context.
- Provide practical guidance and feedback to newer team members when needed, without requiring formal management responsibility.
- Help create and improve sales playbooks, templates, processes, documentation, and other resources that make the team more effective.
- Model strong ownership, customer focus, collaboration, CRM discipline, and follow-through.
- Contribute to building a Sales function that can scale as Chronicle grows.
Requirements
Must Have
- Indonesian citizen and willing to be based in Bali.
- Proven experience in B2B sales, business development, or account acquisition, including opportunities you personally carried through to close.
- Experience managing opportunities across multiple stages of a sales cycle.
- Strong communication skills and the ability to build credibility with different types of customers and stakeholders.
- Strong discovery skills, able to ask good questions, listen carefully, and understand the real customer need rather than immediately jumping to a solution.
- Comfortable presenting, demonstrating solutions, and discussing commercial proposals with prospective customers.
- Strong commercial judgement, able to assess opportunity quality, prioritise where to invest time and effort, and balance customer needs with Chronicle's commercial interests.
- Strong ownership and initiative, able to recognise what needs to happen, take action independently, and follow through without requiring close supervision.
- Organised and disciplined in managing pipelines, follow-ups, CRM records, and competing priorities.
- Comfortable working collaboratively across different teams and functions.
- Ability and willingness to guide others, comfortable sharing knowledge, giving practical feedback, and helping less-experienced team members learn.
- Comfortable working in an environment where processes continue to evolve and where you may be expected to help improve them.
Ways of Working
- Ownership. You follow through on what's yours and ask for help early rather than letting things stall.
- AI-enabled. You're comfortable using AI tools, or excited to learn how, to work more effectively.
- Curious & growth-minded. You ask questions, explore new tools, and want to grow with Chronicle.
- Open to feedback. You seek and respond well to feedback, challenge ideas constructively, and adjust your approach when needed.
- Comfortable with ambiguity. You can make progress independently even when every step isn't clearly defined, while knowing when to ask for context or support.
- Intellectually honest. You speak up early when something isn't working.
Nice to Have
- Worked or studied in Australia. This is an Australian-market role. First-hand experience of Australian workplaces or education, and the cultural fluency to build trust quickly with Australian customers.
- Experience selling SaaS, technology, mapping/GIS, government, local government, cemetery management, or related solutions.
- Experience working with international customers.
- Experience with consultative or solution-based sales.
- Experience using CRM and sales automation tools.
- Experience onboarding, mentoring, buddying, or coaching newer salespeople, even without formal management responsibility.
- Experience helping build or improve sales processes, playbooks, or ways of working.
