Senior Account Executive

This is a fully remote position, open to applicants in Canada, +1 more country.

📋 Description

• Acquire new municipal utility clients for the CIS Infinity platform and associated products.

• Be responsible for a new-logo quota across North American municipal electric, water, wastewater, and gas utilities.

• Create targeted account strategies focusing on aging CIS systems, contract expirations, leadership transitions, and budget cycles.

• Foster relationships with utility managers, finance directors, customer service leaders, IT executives, and city or board decision-makers.

• Conduct discovery sessions to connect operational challenges to solid business justifications.

• Utilize MEDDPICC to qualify prospects, oversee the sales funnel, and ensure pipeline and forecast accuracy.

• Provide reports on pursuit health, win rates, and insights from unsuccessful deals.

• Engage with prospects during needs assessment, budget planning, and consultant selection to influence future RFP requirements.

• Establish connections with utility consultants, procurement officers, and consulting firms.

• Make recommendations on whether to bid or not for RFPs.

• Manage RFP responses from initiation to submission and coordinate contributions from product, professional services, and finance teams.

• Lead finalist demonstrations, reference calls, presentations, and best-and-final negotiations until contract signing.

• Provide informal mentorship to a new sales team member or sales engineer/intern during active pursuits.

• Assist in preparing demonstrations tailored to utility requirements and workflows.

• Share sales insights with leadership as the team grows.

• Leverage AI to analyze RFPs, extract requirements, draft responses, create proposals, research accounts, map stakeholders, prepare demos, and support closing strategies.

• Document and evaluate AI-assisted sales practices, including time saved, proposal quality, bid volume, and win rates.

⛳️ Requirements

• At least five years of quota-carrying software sales experience.

• A recent history of selling CIS, billing, or other enterprise software to municipal utilities or similar public sector clients.

• Proven track record of new-logo acquisition; renewals, upsells, or expanding existing accounts are not sufficient.

• Demonstrated experience with public sector procurement processes, including RFP responses, bid/no-bid assessments, evaluation scoring, presentations, and contract negotiations.

• Established ability to influence buying decisions prior to the issuance of RFPs.

• Strong credibility in building relationships with utility managers, finance executives, and board or council members.

• Excellent writing skills for executive summaries, technical responses, and pricing narratives.

• Willingness to informally mentor a new sales team member and collaborate effectively with a sales engineer or demo specialist.

• Commitment to consistently learn and apply MEDDPICC methodology.

• Curiosity and a proactive approach to utilizing AI tools.

• Willingness to travel to client sites, conferences, and finalist presentations.

• Possess a current, valid passport.

• Legally authorized to travel internationally, including necessary visa exemptions or travel visas for Canada, the United States, and the Caribbean.

• Preference for candidates available to work in the EST timezone.

• Familiarity with the meter-to-cash cycle and challenges faced by municipal utilities is advantageous.

• Existing connections within North American municipal utilities, utility associations, and consulting firms are a plus.

• Experience competing against established CIS providers and replacing legacy platforms is beneficial.

• Prior knowledge of MEDDPICC, MEDDIC, or Challenger methodologies is a plus.

• Familiarity with CRM, pursuit management, and proposal automation tools is advantageous.

🏝️ Benefits

• Three weeks of vacation and five personal days.

• Comprehensive Medical, Dental, and Vision benefits beginning on your first day of employment.

• Employee stock ownership and RRSP/401k matching programs.

• Lifestyle rewards.

• Remote work flexibility.

• Leadership development opportunities for those who excel and seek further growth.