Senior Enterprise Account Executive

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

📋 Description

• Generate new revenue by acquiring new Enterprise logos and expanding existing customer relationships.

• Oversee intricate Enterprise Sales cycles and manage substantial global accounts.

• Address complex customer issues and lead large virtual account teams.

• Navigate through multifaceted organizations and facilitate deal closures.

• Build and manage pipelines, create distinctive value propositions, and guide account teams towards successful results.

• Comprehend, communicate, and navigate RouteThis Value Drivers, including AI-powered solutions and their impact on operations and customer experiences.

• Position and promote AI-driven products by translating technical features into tangible business outcomes.

• Educate clients on strategic AI applications and assist in developing internal business cases.

• Formulate and implement outreach strategies for target accounts in collaboration with marketing and sales leadership.

• Surpass quarterly pipeline and revenue targets.

• Engage with multiple enterprise stakeholders and cultivate internal champions.

• Lead discussions regarding innovation, automation, analytics, and AI transformation.

• Manage numerous enterprise sales cycles that span 6–12 months and involve high six-figure deal sizes.

• Track opportunity details, use cases, AI applications, Value Drivers, timelines, next steps, deal values, and forecasts using Salesforce.com.

• Collaborate with marketing and product teams to gather customer feedback, enhance AI capabilities, and assess competitive positioning and market demand.

• Maintain a balanced pipeline coverage, velocity, and conversion rates.

• Guide client and internal teams through the customer journey to align expectations and outcomes for AI implementation.

• Partner with customer success teams to enhance satisfaction, adoption, and account growth.

⛳️ Requirements

• Minimum of 8 years in B2B SaaS sales at the Enterprise level.

• Proven experience in selling complex, technical solutions, preferably including AI, analytics, automation, or data-driven platforms.

• Comfort in discussing AI concepts such as machine learning, predictive analytics, automation workflows, and data insights with both technical and business stakeholders.

• Demonstrated success in selling to VP and C-level executives.

• Proven capability to translate emerging technologies into clear ROI and business value.

• Excellent written and verbal communication skills.

• Consistently achieve high six-figure deals.

• Ability to thrive in a dynamic, self-starting environment.

• Efficient time prioritization skills.

• Proven track record as a quota achiever, ranking in the top 10% of your company.

• Team-selling experience is essential.

• Telecommunications experience is beneficial but not mandatory.

• Willingness to travel to meet prospects, customers, and for occasional internal meetings.

• Possess a valid passport.

• Hold a University or College degree/diploma with a strong academic record, ideally in Sales, Marketing, Business, or Communications.

• Legally authorized to work in Canada or the United States.

🏝️ Benefits

• Attractive commission structure with substantial earning potential for high achievers.

• Comprehensive benefits package through Manulife: Medical, Dental, Vision, and Life Insurance.

• Employee Assistance Program.

• Equity – Stock Options.

• Three weeks of vacation plus an additional 10 days around statutory holidays.

• Every long weekend includes an additional Friday off.

• Company closure for one week between Christmas and New Year.

• Remote social activities.

• Hybrid employees have access to an onsite gym and weekly lunches at the downtown Kitchener office.

• Genuine autonomy and ownership.

• Opportunities for internal career advancement.