Senior Account Executive

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

📋 Description

• Manage intricate enterprise transactions.

• Take ownership of a pipeline comprising mid-market enterprise deals with an ACV ranging from CA$15K to CA$50K.

• Conduct in-depth discovery sessions that quantify pain points, identify stakeholders, and develop business cases using the prospect's own metrics.

• Navigate through buying committees involving Operations, IT, Finance, and executive leadership.

• Confidently position against enterprise alternatives.

• Define and negotiate tailored, SOW-based engagements.

• Oversee prolonged sales cycles with disciplined follow-up at every touchpoint.

• Identify opportunities for expansion and ongoing engagement during the initial deal scope.

• Proactively source and cultivate your own pipeline when necessary. This role demands a hunter's mentality as well as a closer's expertise—you seek opportunities rather than waiting for inbound leads.

• Consistently achieve and surpass quotas in a dedicated enterprise context.

⛳️ Requirements

• You successfully close complex SaaS deals within the CA$15K to CA$50K+ ACV range and can detail the process of how each deal was structured, including discovery, stakeholder involvement, and critical moments that nearly jeopardized the deal and how you navigated them.

• You maintain a quota exceeding CA$500K and consistently meet it, with the ability to articulate the process that led to the figure, not just the figure itself.

• You adeptly manage a genuine buying committee that includes an Operations Manager, CFO, and CEO, understanding their individual needs and guiding the process to a signed agreement without losing momentum.

• You conduct structured discovery (using MEDDIC, SPICED, or a similar methodology), distinguishing between presenting symptoms and underlying issues, and quantify urgency based on the prospect’s own financial data rather than relying on pressure.

• You construct and defend an ROI-focused business case in front of C-suite executives and senior decision-makers.

• You successfully position against established ERP and enterprise operations platforms, identifying their shortcomings and reframing the discussion around fit and time-to-value.

• You scope and price custom engagements from ambiguous requirements, creating a commercial structure that adapts deal-by-deal instead of relying on a fixed price list, and negotiate terms that can withstand scrutiny.

• You generate your own pipeline by recognizing trigger events, engineering referrals, or developing outbound approaches, and can cite deals that originated from your efforts rather than from an SDR or an inbound form.

🏝️ Benefits

• A competitive salary that aligns with market standards.

• Employee Stock Option Program, allowing you to share in the success you contribute to.

• Generous time off policy: statutory annual leave in accordance with local regulations, a global minimum of 4 weeks, 3 paid health days each year, and your birthday off—ensuring it truly feels like a day of rest.

• Fully funded 1-month sabbatical plus a 1,000 EUR travel budget after every four years with Katana—an opportunity to recharge, explore, or focus on personal development.

• Home office stipend to create a workspace that suits your needs.

• Comprehensive health and wellness package through Sun Life.

• Access to modern tools and technology, including AI-enabled resources that enhance productivity and allow you to focus on high-impact tasks.