Enterprise Account Executive

Accountabilities

• Own the complete enterprise sales cycle, including account development, discovery, technical evaluation, proposals, negotiation, procurement, and closing.

• Build and maintain a healthy sales pipeline through qualified inbound leads, targeted outbound prospecting, partner engagement, and strategic account development.

• Establish trusted relationships with technical practitioners, business stakeholders, and executive decision-makers within enterprise accounts.

• Lead structured discovery conversations to identify customer challenges, business priorities, technical requirements, and purchasing criteria.

• Apply value-based selling principles and enterprise sales methodologies, including Command of the Message and MEDDPICC, to quantify customer pain, establish urgency, differentiate solutions, and guide sales processes.

• Develop compelling business cases that connect technical capabilities to measurable business outcomes and customer value.

• Partner with Solutions Engineering to scope, coordinate, and successfully complete technical evaluations and proofs of value.

• Navigate complex enterprise security reviews, legal requirements, procurement procedures, and commercial negotiations.

• Create account strategies that secure initial customer adoption and establish opportunities for broader organizational expansion.

• Maintain accurate CRM records, opportunity data, pipeline visibility, MEDDPICC assessments, and sales forecasts.

• Consistently meet or exceed quarterly bookings targets and contribute to overall revenue growth.

• Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams to share customer feedback, competitive insights, technical requirements, and market opportunities.

Requirements:

• 3–5+ years of B2B sales experience in SaaS, cloud infrastructure, developer tools, or data technology, including at least 1–2+ years selling to enterprise accounts.

• Demonstrated success meeting or exceeding sales quotas in a new-business-focused role.

• Experience managing complex enterprise sales cycles involving multiple stakeholders, technical evaluations, and executive decision-makers.

• Familiarity with structured enterprise sales methodologies, including Command of the Message, MEDDPICC, and value-based selling.

• Proven ability to uncover and quantify customer business challenges, build persuasive value propositions, establish urgency, and navigate complex purchasing decisions.

• Confidence engaging both technical practitioners and senior executives, with the ability to translate sophisticated technical concepts into clear business value.

• Strong prospecting, discovery, presentation, negotiation, relationship-building, and communication skills.

• Excellent organizational skills, pipeline management discipline, and forecasting accuracy.

• Direct experience with data infrastructure, cloud platforms, data integration, or the modern data stack is strongly preferred.

• Curiosity and the ability to learn complex technical concepts quickly, understand customer environments, and communicate solution value effectively.

• A proactive, accountable, collaborative, and results-oriented approach, with the ability to thrive in a fast-paced and evolving business environment.

• Ability to work remotely from Canada and collaborate effectively across relevant North American time zones.

Benefits:

• Flexible paid time off, with a culture that encourages at least 25 days off annually.

• Public holidays in accordance with applicable provincial employment standards.

• Comprehensive health coverage, including extended health benefits in addition to provincial public healthcare.

• Virtual healthcare access, including online consultations with doctors and other care providers.

• Group retirement savings plan to support long-term financial planning.

• Statutory protections and coverage, including Canada Pension Plan or Québec Pension Plan contributions, Employment Insurance, and workers' compensation.

• Professional development budget to support ongoing learning and career growth.

• Conference sponsorship and book reimbursement.

• Remote work flexibility.