Strategic Account Executive

📋 Description

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

• You will formulate and implement go-to-market strategies for Canada, engaging with prospective clients and guiding them through critical decision-making processes with accuracy and insight.

• Every deal you facilitate advances the industry — whether it's speeding up EV charging, enhancing telecom networks, or revolutionizing energy deployment.

• You will manage intricate buying journeys involving large groups of stakeholders, work collaboratively across product, marketing, and services teams, and influence key executives on both sides.

• This position involves carrying a quota in a MEDDPICC sales environment, but more importantly, it offers an opportunity to lead, innovate, and make a significant impact.

⛳️ Requirements

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

• Ability to articulate in detail the navigation of key enterprise SaaS software deals to achieve successful outcomes and the role you play in that process.

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

• Knowledge of when to engage the appropriate partners based on the deal strategy.

• Evidence of defining and executing territory plans focused on a list of top accounts, particularly for Sitetracker's 120 key accounts according to our go-to-market strategy.

• Flawlessly executed within a MEDDPICC or similar methodology, ensuring precision and speed throughout every deal cycle.

• Strong research skills, understanding how a target company's objectives align with our value proposition, validating revenue generation methods, and identifying key stakeholders.

• Lead discussions regarding product offerings and unique value propositions, possessing knowledge of proof points, especially how the product connects to business outcomes.

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

• Employ a consultative approach by collecting data and presenting the financial impact of the solution on the customer's business, offering a commercial proposal tied directly to business case justification.

• Function as both a challenger and a trusted advisor, demonstrating knowledge of the customer’s industry and business landscape.

• Approach the role as if you are the CEO of your territory, taking responsibility for your actions and decisions, and working with agility and urgency to achieve results.

• Strong capability in building and nurturing a high-quality and healthy pipeline (x5) and managing that pipeline through the entire sales cycle to successful closure.

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

• Focus on sustainable, long-term deals that create a lasting impact as you build for the future.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible work hours

• Paid time off

• Remote work options