Senior Account Executive

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

📋 Description

• Manage the entire sales process from prospecting to discovery, demonstrations, proposals, negotiations, and closing deals.

• Develop and maintain a territory pipeline through self-sourced outbound efforts, inbound inquiries, and meetings generated by BDRs.

• Conduct discovery sessions, demos, proposals, and negotiations utilizing the SPICED methodology and established playbook.

• Create and uphold monthly forecasts that encompass pipeline coverage, stage conversions, and deal velocity.

• Formulate deal strategies for intricate, multi-stakeholder franchises, multi-location operations, networks, and independent restoration clients.

• Identify customer business challenges and align them with Encircle’s software solutions.

• Customize demos and presentations for field teams, business owners, and executive leadership.

• Develop account-based strategies for designated target accounts.

• Leverage ROI data and customer success stories to craft compelling business cases.

• Finalize agreements with signed contracts and precise CRM entries.

• Collaborate with Onboarding & Activation and Account Management on onboarding initiatives and transitions.

• Keep Salesforce pipeline and deal information accurate and up-to-date.

• Contribute to the Account Executive playbook and provide mentorship to junior account executives.

• Work closely with BDRs, Marketing, Product, and Enterprise teams.

• Take ownership of new Annual Recurring Revenue (ARR), quota achievement, pipeline coverage, stage conversion, Average Contract Value (ACV), product attachment rates, sales cycle duration, and forecast precision.

• Achieve quota productivity, establish target pipeline coverage within 90 days, meet sales-stage milestones, and finalize initial deals with documented transitions.

⛳️ Requirements

• A minimum of 5 years of comprehensive B2B SaaS or equivalent direct sales experience.

• A consistent and demonstrable track record of meeting or exceeding quotas.

• Proven ability to conduct discovery, demos, proposals, and negotiations for complex multi-stakeholder agreements.

• Skill in developing account-based plans and generating pipeline independently.

• Familiarity with navigating franchise, multi-location, or network purchasing frameworks.

• Capability to engage decision-makers, including those at the C-suite level.

• History of constructing and defending precise sales forecasts.

• Proficiency in Salesforce.

• Knowledge of Gong and DocuSign is advantageous.

• Comfort with AI tools for research, call preparation, follow-up, and forecasting.

• Consultative selling approach with industry knowledge.

• Outstanding verbal and written communication capabilities.

• Experience selling to blue-collar or field-based sectors or within vertical SaaS is beneficial but not mandatory.

🏝️ Benefits

• Flexible working hours.

• Self-managed vacation policy.

• Remote-first work environment.

• Access to a collaborative workspace in Kitchener.

• Support for learning and career advancement.

• Well-being assistance.

• Accessibility accommodations available throughout the recruitment process.