Account Executive

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

📋 Description

• Develop and oversee a strong new business pipeline within HubSpot, ensuring deal hygiene and forecast accuracy that the entire team can depend on;

• Conduct thorough consultative discovery with IT, security, and procurement stakeholders to identify genuine M365 migration and governance challenges — and create a compelling business case that can withstand scrutiny from a buying committee;

• Manage multi-stakeholder sales processes by fostering relationships across various levels of the customer organization — engaging not only the champion but also the entire buying committee;

• Provide customized demos and proposals with quantifiable ROI that align ShareGate's value with each prospect's unique environment;

• Leverage AI tools throughout every phase of the sales process — from qualification and deal analysis to objection preparation — to expedite decision-making and enhance efficiency;

• Partner with SDR, partner, and marketing teams to enhance the top of the funnel and refine the narrative for the Migrate + Protect bundle;

• Share insights with the team to elevate overall performance — we collaboratively develop the playbook, rather than merely executing it.

⛳️ Requirements

• Over 3 years of comprehensive B2B SaaS sales experience demonstrating a successful track record of achieving quotas;

• Proficient in consultative selling — adept at asking insightful questions, pinpointing real pain points, and constructing a business case that resonates with a multi-stakeholder buying committee;

• Experience managing intricate, multi-stakeholder sales cycles that involve IT, security, and procurement roles;

• Strong CRM discipline, preferably with HubSpot, accompanied by effective pipeline management and forecasting practices;

• Genuine daily proficiency in AI tools within your sales workflow (qualification, deal analysis, call preparation) — not a novice, but someone who routinely utilizes these resources;

• Bonus: experience with Microsoft 365 / SharePoint environments or familiarity within the Microsoft ecosystem;

• Bonus: background in a rapidly growing SaaS environment where you played a role in shaping the playbook, rather than merely executing it.

🏝️ Benefits

• Base salary: $75k to $90k.

• Pay mix: 60% base salary, 40% variable.

• OTE: $125k–$150k.

• Long-Term Incentive Program (LTIP), allowing participation in Workleap's long-term growth.

• RRSP along with family health insurance, telemedicine, and an annual wellness budget.

• Flexible vacation policy.

• Remote work options, with access to our Montreal office.

• Biannual in-person gatherings.

• Claude access for all employees.