Account Executive

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

📋 Description

• Manage a designated territory and a specific set of accounts, overseeing pipeline development and commercial results from initial engagement to contract signing.

• Generate pipeline through business development efforts, marketing initiatives, partnerships, and self-initiated activities.

• Engage in diagnostic discussions focused on operating costs, compliance, and risk management.

• Assess opportunities according to MEDDICC standards, ensuring quantified business cases and access to economic decision-makers.

• Navigate complex deals by engaging multiple stakeholders.

• Negotiate terms to enhance value while safeguarding pricing.

• Make prompt evaluations on opportunities that lack a viable business case, purchasing process, or decision-making pathway.

• Identify potential for initial wins to expand across various sites, countries, and applications.

• Transition closed accounts to Customer Success with documented strategies for future expansion.

• Ensure accurate forecasting with integrity in stages, next steps, and justifiable close dates.

• Identify risks early and contribute insights on objections, competitive intelligence, and repeatable use cases to the playbook.

⛳️ Requirements

• Generally, five or more years of experience in B2B software or complex technology sales.

• Proven track record of consistently achieving a new business quota.

• Demonstrated history of sustained over-performance in new business sales, including quota achievement, team ranking, personally generated pipeline, and successful deals secured.

• Capability to articulate significant deals comprehensively.

• Proficiency in English at a business level.

• Familiarity with structured sales methodologies such as MEDDICC or equivalent, applied in practice.

• Strong discipline in forecasting and CRM management.

• Experience in CAFM, IWMS, FM, PropTech, or multi-site operations is a plus.

• Proficiency in French is an advantage.

🏝️ Benefits

• Unlimited earnings potential with significant accelerators for exceptional performance.

• Dedicated support from business development, Pre-Sales, marketing, and executive sponsorship.

• Direct access to the CRO for strategic deal discussions, coaching, and prompt commercial decisions.

• Credible pathways into strategic or global accounts and sales leadership opportunities.

• Comprehensive support in business development, Pre-Sales, marketing, and enablement.

• Structured onboarding process, methodology training, and deal coaching.

• Fairly ramped quota expectations.

• Opportunities for advancement into global accounts or sales leadership roles.