SMB Account Executive

SMB Account Executive, Canada

This is a full-cycle sales opportunity focused on growing new business within the Canadian SMB market. The role will own a targeted portfolio of accounts and manage the entire sales process, from prospecting and discovery through negotiation and close. You will work closely with audit, advisory, and assurance firms, helping them evaluate how AI-powered technology can modernize their operations and improve efficiency. Success in this role depends on building authentic, trust-based relationships with executives, practitioners, and technical stakeholders. You will combine consultative selling, territory planning, account strategy, and thoughtful solution demonstrations to create measurable customer value. The position offers significant autonomy within a fast-moving, collaborative environment where sales processes and market opportunities continue to evolve. This is a strong fit for a quota-driven Account Executive who enjoys complex, multi-stakeholder sales and building new markets.

Accountabilities

• Own a targeted portfolio of SMB accounts and manage the complete sales cycle from prospecting and qualification through discovery, negotiation, and close.
• Identify and develop net-new business opportunities within the assigned Canadian territory, maintaining a consistent pipeline of qualified prospects.
• Achieve and exceed assigned revenue targets and key sales performance metrics.
• Build trusted relationships with decision-makers and stakeholders by understanding their business priorities and connecting them with relevant technology solutions.
• Apply a consultative, partner-oriented approach to help audit, advisory, and assurance firms navigate technology modernization and understand the potential value of AI-enabled solutions.
• Develop and execute territory and account strategies aligned with revenue goals, using the MEDDICC sales methodology to qualify opportunities and manage complex deals.
• Conduct thorough discovery and use insights gathered from prospects to deliver compelling, tailored solution walkthroughs and presentations.
• Manage complex, multithreaded sales processes involving executives, practitioners, technical teams, and other stakeholders.
• Create, maintain, and execute strategic account and territory plans to maximize market potential.
• Collaborate with Solutions, Finance, Product, Marketing, Customer Success, BDRs, and other internal teams to align resources and ensure customer needs are addressed throughout the sales process.
• Maintain accurate CRM records, sales forecasts, pipeline information, and internal communications related to the assigned territory.
• Attend relevant networking events, conferences, and industry activities to establish relationships and generate new business opportunities.
• Contribute to the development and improvement of sales processes within a rapidly evolving startup environment.
• Travel regionally and nationally as required, with travel expected to be up to approximately 30%.

Requirements

• Proven experience as an Account Executive focused on new-logo acquisition, with a demonstrated history of meeting or exceeding sales quotas.
• Experience independently managing the full sales cycle, from prospecting and qualification through negotiation and close.
• Experience selling to or working directly with audit, advisory, assurance, or closely related professional-services firms is strongly preferred.
• Strong project and deal-management skills, with the ability to coordinate multiple stakeholders and drive complex opportunities toward completion.
• Demonstrated ability to engage effectively with stakeholders at different levels, from executive decision-makers and practitioners to technical teams and day-to-day users.
• Experience managing complex, multithreaded B2B sales processes and building consensus across multiple customer stakeholders.
• Strong consultative selling, discovery, negotiation, presentation, and relationship-building skills.
• Familiarity with the MEDDICC sales methodology or comparable structured enterprise/complex-sales frameworks.
• Strong territory planning, account planning, pipeline management, forecasting, and CRM discipline.
• Ability to collaborate effectively with cross-functional teams including Solutions, BDRs, Finance, Product, Marketing, and Customer Success.
• Adaptability, resourcefulness, and comfort operating in a fast-changing startup environment where processes and priorities may evolve.
• Strong ownership mentality, commercial judgment, communication skills, and ability to operate independently while contributing positively to a team-oriented sales culture.
• Willingness and ability to travel regionally and nationally up to approximately 30%.

Benefits

• Remote position available across Canada.
• Base salary range of $80,000–$83,600, with compensation determined by factors including location, experience, skills, qualifications, and market conditions.
• 50/50 base salary and commission structure, providing performance-based earning potential.
• Equity participation as part of the overall compensation package.
• Flexible paid time off.
• Wellness benefits beginning on the first day.
• Technology and work-from-home reimbursement.
• Flexible work schedules.
• Opportunity to work in an early-stage technology environment focused on AI, audit, advisory, and business trust.
• Exposure to complex B2B sales cycles and opportunities to build relationships with professional-services firms across Canada.
• Collaborative, team-oriented environment with opportunities for ownership, mentorship, and professional growth.