Account Executive owning full - cycle new - logo sales for ServiceCentral’s warranty, repair, and service - management software. Building outbound motion and closing SMB, mid - market, and enterprise deals.
About the role
- Enterprise Account Executive selling Ideals’ secure virtual data rooms to Toronto corporations. Building enterprise pipeline, closing complex deals, and expanding strategic accounts.
Responsibilities
- Proactively build and manage a pipeline focused on acquiring new strategic enterprise accounts (new logos)
- Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations, both face-to-face and virtual
- Maintain “White Space” analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base
- Develop and deliver comprehensive business cases quantifying the cost of inaction and addressing customer priorities, pain points, and ROI
- Structure, negotiate, and close complex deals through enterprise procurement, security compliance, and legal processes
- Orchestrate multi-threading strategies and establish relationships with C-Suite executives and key stakeholders across various verticals
- Track personal sales activities accurately in the CRM, including methodical mid- and long-term forecasting
- Provide customer feedback to the product development team
- Collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction
- Participate in screening, hiring manager, cold-call role-play, discovery role-play presentation, and competency-based interview stages
Requirements
- 4–7 years of demonstrable quota-carrying success in B2B sales, including 2+ years of Enterprise sales experience
- Proven track record of managing lengthy or complex enterprise sales cycles
- Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations
- Clear understanding of and practical experience with consultative sales methodologies, such as MEDDIC/MEDPIC, SPIN, or Challenger
- 4-year university degree (Bachelor's)
- Exceptional business communication skills, including executive storytelling and complex contracting negotiations
- High learning agility, analytical thinking, and commercial curiosity
- High AI fluency and advanced CRM tracking skills
- Native-level proficiency in English
- Fluency in an additional language is nice to have
- Background in SaaS, financial technology, or information security sectors is nice to have
- Familiarity with enterprise M&A use cases and corporate compliance workflows is nice to have
- Residency in the Toronto, Ontario region
- Legal authorization to work in Canada
Benefits
- Remote-first flexibility to shape your ideal workday
- Home workplace budget
- Co-working expense coverage
- Individual IT budget for extra equipment
- Top-tier tech and AI-powered tools
- Access to Ideals Academy with numerous courses
- Investment in external learning and development activities
- Guidance in Personal Development Plan creation
- Professional literature and subscriptions coverage
- Support of your passion as a speaker or writer
- Internal talent mobility opportunities
- 100% employer-paid health insurance for US employees with a 401(k) match program
- Mental health activities reimbursement
- Funding for sports competitions
- 20 business days of annual leave
- Paid health-related time off
- Budget for meetups with your local team
- Generous internal referral program
- Performance-based variable compensation (50% of compensation package)
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