Account Executive

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

📋 Description

• Develop and sustain a targeted pipeline across English-speaking Canada, excluding Quebec, through direct prospecting, partnerships with SDRs, referrals, and leveraging existing market connections.

• Focus on mid-to-high-market public-sector opportunities while ensuring consistent coverage of the territory.

• Conduct discovery discussions to identify agency requirements, purchasing processes, key stakeholders, and decision-making criteria.

• Oversee opportunities from the initial engagement phase through to negotiation and closure.

• Keep precise records in Salesforce and utilize Gong to enhance deal execution.

• Work collaboratively with solution consulting, sales enablement, and other collaborators to align SOVRA's capabilities with agency procurement needs.

• Effectively communicate deal context, associated risks, and subsequent steps to supporting teams.

• Represent SOVRA at pertinent trade shows and industry gatherings.

• Maintain a robust rolling pipeline and meet commercial commitments within the territory.

• Acquire in-depth knowledge of SOVRA's product offerings and the public procurement sector in Canada.

• Achieve consistent quarterly performance while independently managing the Canadian territory.

⛳️ Requirements

• 4–5 years of experience as an account executive with a proven track record in complex sales cycles.

• Experience in selling software-as-a-service solutions within business-to-government sectors; this is crucial.

• Familiarity with the Canadian public-sector procurement landscape and insights into how agencies assess and procure technology.

• Capability to set priorities, develop pipelines, and advance complex opportunities even with limited local peer support.

• Proficiency in navigating buying cycles that range from approximately six weeks to twelve months while ensuring clear alignment among stakeholders.

• Hands-on experience with Salesforce and Gong for opportunity management, decision documentation, and execution improvement.

• Authorization to work in Canada is required.

• An established network within the Canadian public sector or familiarity with the market is advantageous.

• Experience in trade-show selling is considered a plus.

🏝️ Benefits

• Comprehensive health and medical insurance.

• Paid time off.

• A structured program for learning and development.

• Paid parental leave.