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.

• Take ownership of a new logo quota focusing on North American municipal electric, water, wastewater, and gas utilities.

• Create targeted account plans that highlight buying signals such as outdated CIS platforms, contract expirations, leadership transitions, and budget cycles.

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

• Perform discovery to connect operational challenges to solid business cases.

• Utilize MEDDPICC to qualify opportunities, manage the sales funnel, and ensure accurate pipeline and forecasts.

• Report on pursuit health, win rates, and insights gained from lost deals.

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

• Establish relationships with utility consultants, procurement officials, and consulting firms.

• Provide bid or no-bid recommendations for RFPs.

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

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

• Informally mentor a new sales team member, sales engineer, or sales intern.

• Assist with account research, RFP preparation, discovery calls, demonstrations, and live pursuits.

• Share sales insights with leadership as the team grows in 2027 and 2028.

• Leverage AI to analyze RFPs, extract requirements, draft responses, build proposals, research accounts, map stakeholders, prepare demonstrations, and develop closing plans.

• Collaborate with sales leadership and R&D to document effective AI-assisted practices.

• Evaluate AI process outcomes based on hours saved, proposal quality, bid volume, and win rate.

• Travel approximately 50% as necessary.

⛳️ Requirements

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

• A proven track record of selling CIS, billing, or other enterprise software to municipal utilities or similar public sector clients.

• History of success in acquiring new logos; experience should not be primarily focused on renewals, upsells, or expanding the existing base.

• Demonstrated expertise in public sector procurement, including RFP responses, bid or no-bid decision-making, evaluation scoring, oral presentations, and contract negotiations.

• Capability to influence buying processes before RFPs are issued through consultant relationships, requirement shaping, and executive sponsorship.

• Strong credibility in relationship-building among utility managers, finance leaders, and board or council members.

• Ability to produce or oversee executive summaries, differentiated 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 learn and consistently implement MEDDPICC.

• Curiosity and proactive engagement with AI tools.

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

• Possession of a current, valid passport.

• Legally eligible 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.

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

• Existing network among North American municipal utilities, utility associations, and consulting firms is a plus.

• Experience selling against established CIS competitors and displacing legacy platforms is beneficial.

• Familiarity with MEDDPICC, MEDDIC, or Challenger methodologies is advantageous.

• Experience with CRM, pursuit management, and proposal automation tools is a plus.

🏝️ Benefits

• 3 weeks of vacation and 5 personal days.

• Comprehensive Medical, Dental, and Vision benefits starting from your first day of employment.

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

• Lifestyle rewards.

• Remote work opportunities.

• Leadership development available for those who excel and are interested.