Senior Account Executive - Enterprise Sales

Job Overview

We seek a Senior Account Executive specializing in Enterprise Sales to drive new business acquisition within major industry sectors. This role involves managing the entire sales cycle, from identifying prospects to closing deals, focusing on building relationships with large enterprises that could benefit from advanced social media management solutions. The position is primarily onsite, located in Toronto or Vancouver, and reports to the Manager of Enterprise Sales.

Key Responsibilities

• Identify and secure new enterprise-level clients across specific industries to meet and surpass individual sales goals.
• Create and implement tailored account growth strategies to build and maintain a robust sales pipeline.
• Manage extended sales processes, including value proposition development, negotiation, and closing, engaging senior executives and C-level stakeholders.
• Continuously gather market intelligence and understand customer needs to build strong rapport and align solutions effectively.
• Serve as a subject matter expert in social media management and industry-specific solutions, recommending the right product combinations to address client challenges.
• Respond to RFIs and RFPs, handle security and privacy documentation, and coordinate proposals and credit evaluations.
• Deliver strategic product demonstrations, support trial phases, and facilitate executive-level product presentations to influence decision-making.
• Collaborate with pre- and post-sales teams and internal stakeholders to overcome obstacles and maximize customer success and value.
• Use CRM tools such as Salesforce, Sales Navigator, and 6Sense to track and report all sales activities.
• Develop and present expansion plans for existing accounts, promoting cross-sell opportunities and building broader internal customer relationships.
• Ensure smooth handover to customer success teams post-sale for optimal onboarding experiences.
• Travel as needed to meet prospects and conduct presentations or workshops supported by leadership.
• Lead by example, sharing insights and best practices with peers to enhance overall deal success.
• Perform additional tasks as required.

Required Qualifications

• At least 2 years of senior-level B2B sales experience, particularly selling to enterprise clients; software sales experience is advantageous.
• Proven track record of meeting or exceeding quota with outbound pipeline development experience.
• Strategic orientation with the ability to convey business value beyond product features.
• Expertise in designing and executing sales plans and territory/account management.
• Strong skills in proactive prospecting, cold outreach, and planning outbound campaigns.
• Excellent communication skills for clear and effective interaction with various stakeholders.
• Results-driven mindset with a commitment to achieving objectives and encouraging team performance.
• Customer-centric approach to addressing client needs proactively.
• Effective negotiation, persuasion, and influence capabilities while maintaining trust and relationships.
• High perseverance and energy to pursue goals persistently.

Desired Personal Attributes

• Proactive problem solver eager to advance business objectives.
• Committed to continuous learning and sharing knowledge.
• Adaptable and resilient amidst change with a focus on opportunity.
• Collaborative team player fostering positive relationships and information flow.
• Confident in challenging ideas constructively to achieve optimal outcomes.
• Active listener and clear communicator who values inclusivity and openness.
• Holistic thinker who appreciates how their contributions align with organizational goals.
• Responsible and accountable for personal and team outcomes.
• Willing to push boundaries to help the team succeed.

Company Principles

• Strive for excellence and go beyond expectations.
• Emphasize teamwork, respect, and inclusion.
• Maintain a customer-focused mindset.
• Favor speed and agility over complexity.
• Commit to building a profitable and sustainable business.
• Engage in community support and allyship.

Additional Information

This vacancy is actively open, with a Canadian salary benchmark of $107,100 CAD. Accommodations will be provided throughout the recruitment process as needed. The company uses AI tools to aid recruitment, but all final hiring decisions are made by human reviewers who consider comprehensive candidate information.