Industry Development Specialist

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

📋 Description

• Meet or exceed 100% of the assigned quota by generating a robust pipeline, progressing opportunities, engaging qualified customers, and driving revenue-generating activities.

• Manage and nurture a designated portfolio of emerging, underserved, whitespace, startup, Inception, and other new accounts by developing account strategies, prioritizing opportunities, mapping stakeholders, and executing targeted outreach.

• Create and develop a sales pipeline throughout the entire sales cycle, which includes prospecting, discovery, solution positioning, proposal preparation, pricing coordination, internal approvals, negotiation, contracting assistance, forecasting, and closing activities.

• Expand coverage across Canada’s regional and industry ecosystems, tailoring customer and partner engagement to meet local market demands.

• Conduct business and technical discovery processes, including workload identification, solution mapping, preliminary sizing, technical validation, demonstrations, and proof-of-concept coordination.

• Collaborate with account managers, solution architects, Developer Relations, product, marketing, business development, and other specialists, while ensuring timely opportunity progression and customer follow-through.

• Cultivate approved partner relationships, advise on suitable channels, cloud solutions, software, services, marketplace, or partner-assisted routes, and coordinate joint plans and closures when applicable.

• Keep Salesforce records and forecast inputs accurate, utilize approved AI-assisted research and workflow tools, support post-sale expansions, and elevate accounts that require broader field engagement due to their scale or complexity.

⛳️ Requirements

• A minimum of 4 years of relevant experience in inside sales, account development, business development, customer-facing go-to-market roles, or technology sales.

• At least 2 years of experience supporting customers in Canada within one or more technology-focused industries.

• Understanding of Canadian customer, partner, procurement, and regional business practices.

• Proven ability to manage a designated portfolio, create and qualify pipeline, prioritize accounts, and independently progress opportunities in Salesforce or a similar CRM.

• Experience in supporting commercial activities such as proposals, pricing coordination, internal approvals, negotiation, contracting, forecasting, and closing.

• Capability to lead customer discovery, link technical capabilities to business outcomes, and coordinate with account managers, technical teams, business development, marketing, channels, and partners for validation and opportunity progression.

• Excellent written, verbal, organizational, and interpersonal skills, with disciplined forecasting and CRM management, along with the ability to responsibly use approved AI-assisted research and workflow tools.

• Bachelor’s degree or equivalent experience.

• Bilingual communication skills in English and French, particularly for customer engagement in Quebec.

• Experience in developing relationships with technology customers and partners across Canada.

• In-depth understanding of Canadian customer priorities, buying centers, ecosystem, and relevant regulatory or operational factors.

• Familiarity with AI, accelerated computing, cloud, data center, networking, enterprise software, developer platforms, or infrastructure sales.

• Proven track record of surpassing pipeline, opportunity progression, revenue, or quota-based sales goals.

🏝️ Benefits

• Equity

• Benefits