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Account Executive for Firmable
When every deal counts, Iliass brings a playbook for building a pipeline from nothing, an ear for when someone's actually ready to move, and the read to know when a deal is already closed.
"Over 101 clients trusted me with their biggest asset. Now I want to sell for you."
Why Iliass?
5+ years. 101+ deals. $81.6M+, self-generated in real estate. Every deal is really two sales. First win the business, then run the sale. Here's what transfers.
01
Outbound: cold and warm calls, events, social media, newsletters, texts, in-person touchpoints. Inbound: referrals from past clients, and a referral network of industry partners, kept alive by maintaining ongoing contact and through mutually beneficial partnerships. Zero to 900+ prospects, built from both. Every new lead gets researched with AI before the first call: recent activity, background, context worth knowing going in. A full list gets the same treatment before outreach starts, researched in batch instead of one at a time.
02
Discovery always comes first: what's actually driving the decision, before anything gets pitched. About half of those conversations happen over video. Negotiations run the same way, by phone or video, until it's time to close.
03
Buyer, co-decision maker, whoever approves the finance, whoever reviews the fine print, sometimes a competing option in the room. Multi-stakeholder negotiation in a different environment, but the process is the same.
04
Every contact gets scored for maturity first: some are ready now, some in six months, some in a year. The ones who aren't ready yet don't get dropped. A "not yet" from three years ago still gets a call today if something has changed, a shift in circumstances, market movements, a signal that timing is different now. The pipeline stays active and is updated constantly.
05
The CRM is the source of truth, accuracy in record keeping is key and what sets every deal up for success. In real estate, that meant Box+Dice: every prospect logged and tracked at first contact, whether they are a week from closing or a year out. The discipline is CRM-agnostic, easily transposable to a different platform.
Why Firmable
AI is about to open sales up. While most companies are still trying to work out how to implement it, some are already ramping up and seeing results.
I heard Leigh saying in a podcast that AI doesn't replace a salesperson, because most people still want to buy from one, and I couldn't agree more. The use of AI will help get more outreach, more research done properly, more focus on the parts of the job that actually need a person. The relationship and the trust you can build from human to human is hard to replace.
Firmable is proven in ANZ and now pushing into Southeast Asia and North America. It's a great opportunity to be part of something huge at an early stage. There is plenty to conquer ahead and I want to be part of it.
This isn't unfamiliar ground, either. Instead of accepting the CRM's limits as fixed, I broke the problem down to first principles: most of the data was incomplete or outdated, with no clear tracking of buying signals, and no real way to reach buyers outside our network's core area. So I decided to build my own tool with the help of a friend who is a lead data analyst, to answer one question: who are our ideal clients, and how can we contact them directly, when the time is right. Sold Off Market was born. We built a matching algorithm that delivers me, the salesperson, a clear buy signal triggered by preset criteria, and lets me target leads well beyond my agency's database. I think Firmable is built on a similar core idea, at a much larger scale: turning fragmented data into a signal worth acting on.
After half a decade honing my sales skills in real estate, and one GTM built from scratch with Sold Off Market later, the timing feels right to make the jump. I'm genuinely curious about where AI is headed, the pace of innovation, and the possibilities it opens up, this page being one example. For the past five years, I've built relationships with clients who trusted me with one of the biggest financial decisions of their lives. Now I want to bring that same skill and dedication to Firmable, a company I believe is poised to become a dominant player in the Australian tech scene.
Your move.
The numbers tell the story
1.3x
Faster time-on-market (28 vs. 36 days)
$1.26M+
Gross revenue generated, 3 years
80%
Lead-to-listing conversion
900+
Prospects, from zero
Top 3
Jellis Craig Auctioneering, 2024
Teach me how to play with your tools
CRM-agnostic, used Box+Dice for five years, but the underlying function is the same everywhere: whether it is HubSpot, Salesforce or whatever is already running underneath Firmable's stack, the process transfers. Daily user of AI tools: Claude, GPT, Cursor, and Grok Bot.
★★★★★
"From the outset, Iliass was professional, responsive and easy to deal with. Iliass was able to quickly find us a qualified, no-fuss buyer at a price solidly above our reserve/requirements."
Seller
★★★★★
"From the very first meeting he was engaging, confident and very knowledgeable. He was calm, consistent yet determined throughout the sale process and very responsive at all times."
Seller
★★★★★
"This was a stressful sale and Iliass went out of his way to reassure me through the process. The property was on the market for 10 months with another agent and Iliass sold it in 4 weeks."
Seller
★★★★★
"I was so impressed with Iliass Okaf who I found to be a lovely, genuine person. He goes that extra mile to make sure clients needs are met, and is very knowledgeable about the market."
Buyer
★★★★★
"I had the pleasure of working with Iliass when selling my property, & I couldn't be more impressed. He was professional, knowledgeable, & always available to answer my questions."
Seller
★★★★★
"From the moment we had our first meeting, Iliass impressed me with his promptness, his fact based information, and his relaxed yet professional attitude. His personal negotiations with buyers cemented an enviable result."
Seller