Senior Enterprise Account Executive

Accountabilities:

As a Senior Enterprise Account Executive, you will lead new business acquisition across large enterprise accounts, manage strategic sales opportunities, and deliver sustainable revenue growth. You will be responsible for building trusted relationships with senior stakeholders and coordinating internal resources to secure new business.

• Drive enterprise sales: Own new business bookings and meet or exceed quarterly and annual sales targets for enterprise organizations, typically those with more than 5,000 employees.

• Develop strategic account plans: Build and execute account strategies aligned with business objectives, territory opportunities, and revenue goals.

• Build a strong sales pipeline: Maintain a qualified pipeline exceeding three times your quota through strategic prospecting, opportunity development, and disciplined sales execution.

• Lead executive-level engagement: Serve as the primary contact for prospective enterprise customers, engaging C-suite executives and key stakeholders across Safety, IT, Finance, and Operations.

• Manage complex sales cycles: Understand customer requirements, present tailored business cases, navigate procurement processes and requests for proposals (RFPs), and negotiate commercial terms.

• Close enterprise SaaS agreements: Manage opportunities through contract negotiation and signature, maximizing subscription revenue and securing new customer relationships.

• Collaborate with marketing: Partner with marketing teams to increase market awareness, develop customer case studies, and support growth within relevant industries and assigned accounts.

• Influence product strategy: Gather qualitative and quantitative insights into customer needs and product performance, sharing actionable feedback with internal teams to inform product roadmap decisions.

• Coordinate account expansion: Work with global enterprise account management teams to align account plans, maximize SaaS revenue, and support long-term customer retention.

• Represent the business externally: Attend industry trade shows and events, deliver presentations, engage prospects, and generate new sales opportunities.

Requirements:

The ideal candidate brings a strong record of enterprise sales success, experience selling SaaS solutions, and the ability to navigate sophisticated buying processes. You should be commercially driven, strategically minded, and confident engaging senior executives throughout the sales cycle.

• Sales experience: At least five years of quota-carrying sales experience with a demonstrated record of closing business.

• SaaS expertise: At least three years of SaaS sales experience, ideally involving complex enterprise software solutions.

• Education: A bachelor's degree or equivalent experience is preferred.

• Enterprise selling: Experience developing sales strategies, managing large accounts, and building compelling business cases that deliver measurable results.

• Revenue ownership: Demonstrated ability to carry a revenue target, forecast accurately, build qualified pipelines, and consistently pursue sales objectives.

• Executive communication: Excellent communication, presentation, negotiation, and relationship-building skills, including experience influencing senior-level decision-makers.

• Salesforce proficiency: Familiarity with Salesforce or comparable CRM platforms is preferred.

• Industry knowledge: Experience in environmental health and safety (EHS) or related industries is an advantage.

• Analytical decision-making: Ability to use data to assess opportunities, understand buyer needs, support forecasts, and influence stakeholders.

• Complex deal management: Ability to coordinate internal partners and management stakeholders, understand competitive positioning, and navigate direct and indirect competition.

• Customer-focused approach: Strong commercial judgment and the ability to align software solutions with customer objectives and operational challenges.

• Flexibility: Willingness to travel periodically for customer meetings, trade shows, and industry events.

Benefits:

• Competitive on-target earnings: For Canada-based candidates, the annual OTE range is CAD 221,150–255,050, combining base salary and variable compensation.

• Uncapped variable earnings: Opportunity to earn beyond the target through performance-based compensation.

• Comprehensive healthcare: Medical and dental coverage.

• Retirement benefits: Retirement plan with employer matching.

• Generous time off: Paid time off programs designed to support work-life balance.

• Family support: Parental leave plans for all family types.

• Remote-first flexibility: Work remotely with a flexible schedule that accommodates family and personal needs.

• Home office support: Monthly stipend to improve your home working environment.

• Professional development: Job shadowing, one-on-one coaching, and tuition reimbursement for continuing education, advanced degrees, and certifications.

• Wellness resources: Corporate wellness initiatives and personalized preventative mental health care programs.

• Inclusive workplace: An equal opportunity environment that values diversity and provides accessibility support when needed.