Account Executive

This is a fully remote position, open to applicants in Washington.

📋 Description

• Take ownership of the entire sales process, from initial qualification to closing the deal.

• Convert incoming leads generated by marketing and BDR sources while also contributing through self-sourced outbound efforts, including cold calling, strategic networking, and social selling, to enhance your pipeline.

• Rigorously assess prospects using the BANT framework, disqualifying them early and frequently to safeguard pipeline integrity and maintain a truthful perspective on business performance.

• Strategically and accurately forecast deals, ensuring that every stage reflects reality and your pipeline can withstand scrutiny during any forecast discussions.

• Conduct ongoing market research to pinpoint new opportunities within your Ideal Customer Profile (ICP) target list and prioritize accounts with the greatest potential for conversion.

• Lead discovery sessions, demonstrations, and presentations that showcase value before discussing price, directly linking ProShop's impact to each prospect's operational challenges.

• Create a sense of urgency in mid-to-late stage deals by articulating the measurable costs of inaction—not through pressure, but through a strong understanding of the customer's business issues.

• Confidently negotiate and close subscription agreements, viewing objections as part of the process rather than triggers for discounts or delays.

• Participate in industry events and conferences with a well-defined prospecting strategy.

• Maintain updated and accurate CRM data while providing regular pipeline and performance reports to leadership, ensuring a metrics-driven view of the business.

• Share market intelligence, ICP trends, and prospect insights with the VP of Sales to directly influence go-to-market strategies, leveraging your market proximity as a competitive advantage.

• Collaborate across functions with the BDR team, implementation, and customer success to ensure seamless transitions that protect retention and foster referrals.

⛳️ Requirements

• Must reside in the US or Canada.

• 3+ years of experience as an Account Executive or in a similar role.

• Proven experience in selling SaaS products; familiarity with ERP, MES, and MRP software systems is a significant advantage.

• Experience selling to the manufacturing sector or a related industry.

• Comprehensive understanding of qualification and negotiation techniques.

• Practical experience with CRM software; experience with Hubspot is a plus.

• Must have reliable internet access suitable for video calls and a private space for confidential conversations.

• Willingness to travel occasionally (2-3 times a year) between the US and Canada for industry and company events.

🏝️ Benefits

• Comprehensive Health Benefits: Benefit from extensive health coverage, including health, vision, and dental care. Your well-being is our utmost priority!

• Generous Retirement Savings: We contribute to your RRSP or 401(k) up to a specified maximum, assisting you in building a secure financial future.

• Paid Time Off: Recharge with substantial paid time off, as we believe that a balanced life leads to success.

• Competitive Compensation: Enjoy a salary and benefits package that acknowledges your skills and experience, recognizing your value to our team.

• Dynamic & Supportive Team: Become part of a high-performing, collaborative team that values innovation, encourages growth, and celebrates collective success.

• Remote Work: Experience the flexibility of remote work opportunities while staying connected with our team.

• Winter Break: We close from December 25th to January 1st each year, allowing our team to celebrate the festive season with their loved ones without affecting their vacation balance.