Expansion Account Executive - Emerging Business

Accountabilities:: Account Management: Take full ownership of an assigned portfolio of emerging business customers following the post-sale handoff, developing strong relationships and ensuring consistent, high-quality customer engagement. Revenue Expansion: Identify, develop, and close upselling and cross-selling opportunities within existing accounts, maximizing customer value and contributing to recurring revenue growth. Customer Engagement: Proactively contact and manage a high volume of customer accounts each quarter, understanding business needs, identifying opportunities, and maintaining strong long-term relationships. Prospecting: Adopt a proactive approach to identifying customer challenges and uncovering opportunities to introduce additional solutions, products, and services. Product Demonstrations: Deliver compelling and tailored product presentations and demonstrations, highlighting relevant features, business benefits, and potential return on investment. Value Communication: Use customer data, performance metrics, and business insights to demonstrate the impact of solutions and support informed purchasing decisions. Sales Pipeline Management: Maintain an accurate and well-organized sales pipeline, tracking opportunities, customer interactions, follow-ups, proposals, and deal progression. Sales Forecasting: Prepare reliable monthly and quarterly revenue forecasts, maintaining an accuracy target of approximately +/-15%. Customer Documentation: Ensure all customer communications, account activities, sales opportunities, and deal-related information are accurately and consistently documented. Sales Technology: Develop strong proficiency in CRM and sales engagement platforms, including Salesforce, Outreach, ZoomInfo, and other relevant tools. Customer Satisfaction: Deliver an exceptional customer experience by responding to requests, coordinating product demonstrations, following up consistently, and ensuring customer needs are addressed. Continuous Improvement: Embrace a growth-oriented, entrepreneurial mindset, actively seeking coaching, refining sales techniques, and adapting to evolving business priorities. Requirements: Minimum of 2 years of experience in a quota-carrying SaaS sales closing role, such as New Business Account Executive, Expansion Account Executive, or Account Manager. Proven track record of successfully managing a high volume of customer accounts and sales opportunities while driving product adoption and revenue growth. Strong experience in account expansion, upselling, cross-selling, and relationship management within a B2B technology or SaaS environment. Excellent prospecting and customer engagement skills, with the confidence and motivation to proactively reach out to a large portfolio of accounts. Strong analytical and presentation abilities, including the capacity to interpret business data and communicate measurable value and ROI to customers. Demonstrated ability to deliver engaging product demonstrations and tailor presentations to different customer needs and business objectives. Excellent organizational and time-management skills, with the ability to handle multiple priorities, manage detailed sales pipelines, and meet demanding targets. Exceptional attention to detail and accuracy when managing customer records, sales documentation, proposals, and forecasts. Strong interpersonal and communication skills, with the ability to build trusted relationships with customers and collaborate effectively with internal teams. Adaptability and resilience, with the ability to perform effectively in a fast-paced, high-growth, and continuously evolving sales environment. Positive, proactive, and creative attitude, combined with strong personal integrity and a customer-focused approach. Coachability and a continuous learning mindset, with a genuine interest in understanding customer industries and improving sales performance. Bachelor's degree or higher, preferably in business, sales, marketing, or a related discipline. Nice to Have: Experience with modern sales technology platforms such as Salesforce, Salesloft, Outreach, ZoomInfo, or DiscoverOrg. Previous experience in a startup, scale-up, or entrepreneurial business environment. Familiarity with Computerized Maintenance Management Systems (CMMS), facilities management software, or industrial operations technology. Demonstrated success working independently in a fully remote sales environment. Benefits: Competitive compensation: Base salary complemented, depending on the position and compensation package, by sales commissions, annual bonuses, and equity opportunities. Remote working flexibility: Opportunity to work remotely in Canada. Performance-based earning potential: Additional compensation opportunities linked to individual and business performance. Equity opportunities: Potential to participate in company equity programs, depending on role eligibility. Professional growth: Opportunity to develop sales expertise within a high-growth technology environment. Career development: Access to coaching, continuous learning, and opportunities to strengthen account management and strategic selling capabilities. Modern sales technology: Access to industry-leading CRM, sales engagement, and prospecting tools to support effective sales execution. Collaborative culture: Join a team that values innovation, accountability, customer success, and entrepreneurial thinking. Inclusive workplace: Work in an environment committed to belonging, diversity, and creating opportunities for everyone to thrive. Healthcare and retirement benefits: Available according to the applicable Canadian employee benefits plan. Specific coverage, retirement provisions, and leave entitlements will be explained by the recruiter.