Strategic Account Executive

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

📋 Description

• You will become a part of a rapidly expanding sales team that combines the agility of a start-up with the ambitions of an enterprise.

• Your role will involve defining and implementing go-to-market strategies for Canada, engaging with potential customers, and guiding them through critical decision-making processes with accuracy and insight.

• Each deal you facilitate advances the industry—whether it's enhancing EV charging, improving telecom networks, or transforming energy deployment.

• You will manage intricate buying journeys involving multiple stakeholders, collaborate cross-functionally with product, marketing, and services, and influence prominent executives on both sides.

• This position entails meeting sales quotas in a MEDDPICC sales environment, but more importantly, it provides an opportunity to lead, innovate, and make a significant impact.

⛳️ Requirements

• Proven track record of success in selling complex SaaS software solutions to mid-size, large, and enterprise businesses in Canada, ideally within the Telecom & Energy sectors.

• Ability to articulate in detail how to navigate key enterprise SaaS software deals to achieve successful outcomes and your specific role in that process.

• Successfully closed high-value SaaS deals ($300k+ ARR) by maneuvering through complex buying centers and influencing executive stakeholders.

• Know when to involve the appropriate partners based on the deal strategy.

• Proven experience in defining and executing territory plans targeting top accounts, specifically for Sitetracker's 120 priority accounts in alignment with our go-to-market strategy.

• Demonstrated execution within a MEDDPICC or similar framework, ensuring thoroughness and speed throughout each deal cycle.

• Strong research capabilities, with an understanding of how a target company relates to the company’s value proposition, validating revenue generation, and identifying key stakeholders.

• Facilitates discussions on product and unique value propositions, being knowledgeable about proof points, especially regarding how the product impacts business outcomes.

• Proven understanding of constructing business cases and demonstrating ROIs for prospects.

• Employs a consultative approach by gathering data, articulating the financial impact of the solution on the customer's business, and presenting a commercial offer directly tied to the business case justification.

• Acts as a challenger and trusted advisor by being knowledgeable about the customer's industry and business.

• Takes ownership of your territory as if you were the CEO, demonstrating urgency in actions and decisions to drive results.

• Strong capability in building and nurturing a robust (x5) pipeline, managing opportunities throughout the entire sales cycle to successful closure.

• Collaborates with and leads a cross-functional account team (SDR, SE, Product, Delivery, Legal, CSM) through complex sales cycles, ensuring alignment between internal and customer teams.

• Focuses on creating long-term, sustainable deals that leave a lasting impact.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible work hours

• Paid time off

• Remote work options