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.

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

• Develop target account strategies based on aging CIS systems, 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.

• Conduct discovery sessions to link operational challenges to solid business cases.

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

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

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

• Build rapport with utility consultants and procurement officials.

• Recommend bid or no-bid decisions for RFPs.

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

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

• Provide informal mentorship to a new sales team member, offering insight into account research, RFP support, discovery calls, and demonstrations.

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

• Share sales insights with leadership.

• Employ AI to analyze RFPs, extract requirements, craft compliant responses, and create customized proposals.

• Leverage AI for account research, stakeholder mapping, demo preparation, and closing strategies.

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

• Assess AI's impact through metrics such as hours saved, proposal quality, bid volume, and win rate.

⛳️ Requirements

• A minimum of 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 success in acquiring new logos; candidates whose achievements are primarily from renewals, upsells, or existing account expansions are not suitable for this role.

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

• Established ability to influence purchasing decisions prior to the issuance of the RFP.

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

• Exceptional and persuasive 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 learning and consistently applying MEDDPICC.

• A curious mindset and proactive engagement with AI tools.

• Willingness to travel to prospect locations, conferences, and finalist presentations.

• Must have a current, valid passport and be legally eligible for international travel, including necessary travel visas or passport-based visa exemptions for Canada, the United States, and the Caribbean.

• Preference will be given to candidates who can work within the EST timezone.

🏝️ Benefits

• Three weeks of vacation and five personal days.

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

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

• Lifestyle rewards.

• Remote work options and more!