Senior Account Executive – Managed Services

Accountabilities:: Own the managed services new-business quota from target-market definition through signed multi-year agreements. Generate and develop pipeline through outbound prospecting, referrals, partner channels, and existing customer relationships. Lead in-depth discovery conversations with CIOs, CISOs, IT directors, business owners, and other senior stakeholders, connecting service offerings to security posture, regulatory obligations, and budget requirements. Develop and present tailored managed services solutions spanning security operations, endpoint, identity, cloud, and infrastructure, supported by clear commercial models and service roadmaps. Lead complex, multi-stakeholder sales cycles, including needs discovery, solution positioning, proposal development, procurement engagement, commercial negotiation, and contract closure. Partner with delivery and finance teams to establish pricing, service commitments, and commercial structures that support profitable and sustainable delivery. Help define the go-to-market strategy, including ideal customer profiles, target segments, service packaging, and pricing. Build the commercial operating model by establishing qualification criteria, proposal resources, pricing guardrails, and repeatable sales playbooks. Collaborate with technical delivery, security operations, and customer success teams to ensure effective handoffs and realistic commitments after contract signature. Maintain disciplined CRM practices, manage pipeline accurately, and provide reliable forecasts to leadership. Identify opportunities to expand existing customer relationships across advisory, offensive security, governance, risk, and compliance services. Monitor competitors, market developments, and emerging cybersecurity threats to inform service packaging, positioning, and pricing. Support the development of junior commercial talent through mentoring and knowledge sharing. Requirements: 8+ years of B2B sales experience , including at least 4 years selling managed services, recurring IT services, cybersecurity services, or related solutions end to end. Proven track record of meeting or exceeding sales quotas through complex, multi-stakeholder deals with meaningful annual contract values. Experience opening new territories, developing new markets, or acquiring initial customers for a new service line. Experience building commercial functions or sales processes from the ground up, including pricing discipline, qualification frameworks, and sales playbooks. Strong executive presence and credibility when engaging senior technical and business stakeholders, including CISOs, CIOs, and board-level audiences. Strong understanding of managed services economics, including recurring revenue models, service tiers, margins, pricing, and multi-year agreements. Demonstrated expertise in discovery, solution positioning, value-based selling, proposal development, procurement processes, and commercial negotiation. Strong CRM discipline and forecasting capabilities, with a structured and data-informed approach to pipeline management. Exceptional written and verbal communication skills, with the ability to adapt messaging to technical, executive, and commercial audiences. Post-secondary education in a relevant field. Eligibility to obtain or maintain Government of Canada security clearance . Nice to have: experience selling MDR, SOC, endpoint, identity, cloud security, or related managed security services. Nice to have: familiarity with MSP platforms and tools such as ConnectWise, Microsoft Azure, or equivalent technologies. Nice to have: experience selling to defence, government, or regulated critical infrastructure organizations. Nice to have: knowledge of compliance frameworks such as CMMC, CPCSC, SOC 2, ISO 27001, or ITSG-33 and their impact on managed services requirements. Benefits: Fully remote position within Canada. Competitive base salary with performance-based incentives tied to business growth. Opportunity to build and influence a new managed services revenue function from an early stage. High level of autonomy and direct influence over go-to-market strategy, pricing, sales processes, and commercial operations. Opportunity to work with clients operating in high-trust, cybersecurity-sensitive environments. Exposure to complex managed services, cybersecurity, compliance, and recurring-revenue business models. Flat organizational structure with short decision-making paths and close collaboration with leadership. Continuous learning budget to support professional development. Opportunity to mentor and help shape a growing commercial team. Workplace accommodation available throughout the selection process.