Senior Global Enterprise Account Executive

Accountabilities

• Drive new customer acquisition by identifying and pursuing global enterprise prospects, owning a defined sales quota, and consistently achieving or exceeding quarterly and annual revenue targets.

• Manage the complete enterprise sales cycle, from prospecting and discovery through product demonstrations, proposals, procurement, legal review, negotiation, and contract closure.

• Apply a consultative, value-based sales approach to understand prospects’ EHS, ESG, safety, environmental, and operational risk management priorities.

• Build and maintain a strong self-generated pipeline through outbound prospecting, partner relationships, referrals, intent data, and targeted engagement with executive stakeholders.

• Develop multi-threaded relationships across complex buying groups, including C-suite leaders and decision-makers in Safety, Operations, Risk, IT, Finance, Legal, and Procurement.

• Serve as a trusted advisor throughout the buying journey, aligning proposed solutions with customer objectives and demonstrating their business value.

• Coordinate internal resources, including Solutions Consultants, Product Subject Matter Experts, Legal teams, and executive sponsors, to support strategic opportunities and deliver effective sales engagements.

• Develop and execute account plans based on customer priorities, organizational structures, strategic initiatives, and business objectives.

• Maintain accurate sales forecasts, opportunity records, and pipeline reporting, with a target pipeline coverage of approximately 3x quota.

• Apply structured qualification and sales methodologies, keeping opportunity stages, MEDDPICC information, and follow-up activities current.

• Monitor sales performance, identify potential risks and opportunities, and communicate pipeline progress and forecasts to sales leadership.

• Represent the organization at relevant industry conferences, trade shows, and customer events, using in-person engagement to strengthen relationships and advance strategic deals.

• Travel approximately 10–20% as required for customer meetings, events, and collaboration.

Requirements:

• At least 10 years of full-cycle, quota-carrying B2B SaaS sales experience, ideally with a strong focus on new customer acquisition.

• Demonstrated experience selling to or expanding business within large, complex enterprise organizations, particularly those with 10,000 or more employees.

• Proven ability to manage lengthy and sophisticated sales cycles involving multiple stakeholders, procurement processes, legal reviews, and complex negotiations.

• Experience managing RFPs and navigating procurement, legal, and security review processes.

• A strong track record of exceeding sales quotas, outperforming targets, and consistently closing competitive enterprise deals.

• Advanced prospecting skills, including cold outbound outreach, referral development, intent-data utilization, and self-sourced pipeline generation.

• Familiarity with prospecting and sales intelligence platforms such as ZoomInfo, 6sense, and LinkedIn Sales Navigator.

• Experience applying structured sales methodologies such as MEDDPICC, Richardson, Challenger, and/or SPIN, with disciplined qualification, follow-up, and pipeline management practices.

• Proficiency with sales technology and CRM platforms such as Salesforce, Outreach, Gong, and G2, along with the ability to use data and insights to prioritize opportunities and improve performance.

• Exceptional written and verbal communication, presentation, negotiation, and relationship-building skills, including the executive presence needed to engage VP- and C-level stakeholders.

• A resilient, adaptable, self-motivated, and results-oriented mindset, with a strong work ethic and the ability to thrive in a competitive, fast-paced environment.

• A bachelor's degree in Business, Communications, or a related discipline is preferred; equivalent professional experience may also be considered.

Preferred qualifications:

• Formal training or certification in a recognized sales methodology, such as MEDDPICC.

• Experience or domain knowledge in industries such as Manufacturing, Chemicals, Pharmaceuticals, Food and Beverage, Oil and Gas, or Mining.

• Previous experience in EHS, ESG, industrial software, or other regulated industries.

• Strong data interpretation and analytical skills, with the ability to use performance insights and market trends to refine sales strategies.

Benefits:

• On-Target Earnings (OTE): CAD $330,000–$385,000 per year for Canada-based candidates, combining base salary and variable compensation.

• Uncapped variable earning potential through the eligible Variable Pay Program.

• Competitive, market-based compensation practices designed to support fair and equitable pay.

• Comprehensive employee benefits package.

• Remote working arrangement, with candidates based anywhere in Canada eligible to apply.

• Opportunities for periodic in-person collaboration, particularly for candidates located near Toronto, Ontario.

• Opportunity to represent the organization at industry conferences, trade shows, and customer events, with approximately 10–20% travel.

• Professional growth through exposure to global enterprise accounts, complex strategic sales engagements, and senior executive relationships.