Senior Global Enterprise Account Executive

Accountabilities: Drive new customer acquisition by identifying and pursuing global enterprise prospects, owning a defined sales quota, and consistently achieving or exceeding quarterly and annual revenue targets. Manage the complete enterprise sales cycle, from prospecting and discovery through product demonstrations, proposals, procurement, legal review, negotiation, and contract closure. Apply a consultative, value-based sales approach to understand prospects’ EHS, ESG, safety, environmental, and operational risk management priorities. Build and maintain a strong self-generated pipeline through outbound prospecting, partner relationships, referrals, intent data, and targeted engagement with executive stakeholders. Develop multi-threaded relationships across complex buying groups, including C-suite leaders and decision-makers in Safety, Operations, Risk, IT, Finance, Legal, and Procurement. Serve as a trusted advisor throughout the buying journey, aligning proposed solutions with customer objectives and demonstrating their business value. Coordinate internal resources, including Solutions Consultants, Product Subject Matter Experts, Legal teams, and executive sponsors, to support strategic opportunities and deliver effective sales engagements. Develop and execute account plans based on customer priorities, organizational structures, strategic initiatives, and business objectives. Maintain accurate sales forecasts, opportunity records, and pipeline reporting, with a target pipeline coverage of approximately 3x quota. Apply structured qualification and sales methodologies, keeping opportunity stages, MEDDPICC information, and follow-up activities current. Monitor sales performance, identify potential risks and opportunities, and communicate pipeline progress and forecasts to sales leadership. Represent the organization at relevant industry conferences, trade shows, and customer events, using in-person engagement to strengthen relationships and advance strategic deals. Travel approximately 10–20% as required for customer meetings, events, and collaboration. Requirements: At least 10 years of full-cycle, quota-carrying B2B SaaS sales experience, ideally with a strong focus on new customer acquisition. Demonstrated experience selling to or expanding business within large, complex enterprise organizations, particularly those with 10,000 or more employees. Proven ability to manage lengthy and sophisticated sales cycles involving multiple stakeholders, procurement processes, legal reviews, and complex negotiations. Experience managing RFPs and navigating procurement, legal, and security review processes. A strong track record of exceeding sales quotas, outperforming targets, and consistently closing competitive enterprise deals. Advanced prospecting skills, including cold outbound outreach, referral development, intent-data utilization, and self-sourced pipeline generation. Familiarity with prospecting and sales intelligence platforms such as ZoomInfo, 6sense, and LinkedIn Sales Navigator. Experience applying structured sales methodologies such as MEDDPICC, Richardson, Challenger, and/or SPIN, with disciplined qualification, follow-up, and pipeline management practices. Proficiency with sales technology and CRM platforms such as Salesforce, Outreach, Gong, and G2, along with the ability to use data and insights to prioritize opportunities and improve performance. Exceptional written and verbal communication, presentation, negotiation, and relationship-building skills, including the executive presence needed to engage VP- and C-level stakeholders. A resilient, adaptable, self-motivated, and results-oriented mindset, with a strong work ethic and the ability to thrive in a competitive, fast-paced environment. A bachelor's degree in Business, Communications, or a related discipline is preferred; equivalent professional experience may also be considered. Preferred qualifications: Formal training or certification in a recognized sales methodology, such as MEDDPICC. Experience or domain knowledge in industries such as Manufacturing, Chemicals, Pharmaceuticals, Food and Beverage, Oil and Gas, or Mining. Previous experience in EHS, ESG, industrial software, or other regulated industries. Strong data interpretation and analytical skills, with the ability to use performance insights and market trends to refine sales strategies. Benefits: On-Target Earnings (OTE): CAD $330,000–$385,000 per year for Canada-based candidates, combining base salary and variable compensation. Uncapped variable earning potential through the eligible Variable Pay Program. Competitive, market-based compensation practices designed to support fair and equitable pay. Comprehensive employee benefits package. Remote working arrangement, with candidates based anywhere in Canada eligible to apply. Opportunities for periodic in-person collaboration, particularly for candidates located near Toronto, Ontario. Opportunity to represent the organization at industry conferences, trade shows, and customer events, with approximately 10–20% travel. Professional growth through exposure to global enterprise accounts, complex strategic sales engagements, and senior executive relationships.