Junior Account Executive managing scoped full - cycle sales for bids&tenders, a public - sector procurement software platform. Developing toward full AE ownership across Canadian municipal and government accounts.
About the role
- Enterprise Account Executive driving new-logo growth for insightsoftware’s data, analytics, AI, and embedded software solutions. Managing outbound prospecting and complex enterprise sales cycles across Canada.
Responsibilities
- Drive new-logo growth across North America for insightsoftware’s Data & Analytics portfolio
- Sell Data Connectivity & AI, Embedded Analytics, and Collaborative BI & Writeback solutions
- Source and build pipeline through targeted outbound prospecting
- Qualify leads, identify decision-makers, assess customer needs, and understand business objectives
- Present and demonstrate solutions to business and technical stakeholders
- Guide prospects through complex, multi-stakeholder sales cycles
- Navigate procurement, legal, technical evaluation, and executive alignment
- Lead discovery, solution alignment, business case development, proposal creation, negotiation, and closing
- Develop and execute sales plans to exceed goals
- Build, manage, and accurately forecast pipeline against monthly, quarterly, and annual quotas
- Apply structured sales methodologies such as MEDDIC, MEDDPICC, Challenger, SPIN, or equivalent
- Collaborate with Business Development, Product Specialists, Solution Engineers, and internal teams
- Maintain knowledge of products, target industries, competitive positioning, and AI, analytics, enterprise software, and data architecture trends
- Contribute competitive intelligence, buyer insights, and win/loss patterns to Go-To-Market strategy
- Report to the DVP, Enterprise Sales
Requirements
- Bachelor’s degree required
- 5+ years of enterprise software sales experience required
- Proven track record of over-achieving quota year-over-year
- Proven ability to manage and close complex enterprise sales cycles involving multiple stakeholders
- Strong outbound prospecting, pipeline generation, and account development skills
- Experience selling data, analytics, AI, embedded software, OEM, ISV, or technical platform solutions preferred
- Ability to understand and communicate technical concepts in a business-value-oriented way
- Comfortable engaging with executive, product, engineering, data, analytics, and technical stakeholders
- Experience navigating procurement, legal, technical evaluation, and executive alignment during enterprise sales cycles
- Familiarity with structured sales methodologies such as MEDDIC, MEDDPICC, Challenger, SPIN, or equivalent preferred
- High accountability mindset with a disciplined approach to activity planning, pipeline management, forecasting, goal setting, and execution
- Thrives in a fast-paced environment with a high level of motivation, urgency, and ability to learn quickly
- Excellent written and verbal communication skills
- Must have energy, drive, commitment, and passion
- Background check required, where permitted by country or province
Benefits
- Training and development
- Significant advancement opportunities for top performers
- Commission target included in the stated sales compensation range
- Confidential handling of applicant information
- Equal employment opportunity workplace
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