Commercial Account Executive - Mid-Market, Canada.

Accountabilities

• Own and manage a portfolio of mid-market accounts across Canada, serving as the primary point of contact and focusing on expansion opportunities.

• Identify opportunities to grow existing customer relationships, particularly with accounts that have low to moderate levels of current investment.

• Present the value of an AI-powered DevSecOps platform, tailoring sales conversations and solutions to customers' technical requirements and business objectives.

• Build and maintain a healthy sales pipeline through proactive outbound prospecting, opportunity qualification, and consistent follow-up.

• Lead structured, value-based sales cycles using methodologies such as MEDDPICC and Command of the Message, ensuring clear documentation of buying criteria, decision-making processes, stakeholders, and next steps.

• Collaborate with Sales Development, Solutions Consultants, Customer Success, Renewals, Marketing, technical teams, and external partners to coordinate account strategies and successfully close opportunities.

• Support customer adoption and long-term value realization while proactively addressing churn and contraction risks.

• Contribute to accurate revenue forecasting, quarterly business reviews, and territory planning.

• Share customer feedback, market insights, and win/loss analysis to improve sales strategies, internal playbooks, and product development.

Requirements:

• Demonstrated experience selling SaaS solutions, with the ability to lead value-based conversations involving both technical and business stakeholders. Experience working with software development or DevSecOps teams is an advantage.

• Proven ability to manage a mid-market territory and a broad portfolio of accounts, taking ownership of the sales process from prospecting through closing, adoption, and expansion.

• Strong relationship-building, consultative selling, discovery, negotiation, and closing skills, with a focus on delivering long-term customer value.

• Experience generating outbound sales opportunities, maintaining a consistent prospecting rhythm, and developing a healthy, qualified pipeline.

• Familiarity with structured sales methodologies, ideally MEDDPICC and Command of the Message.

• Strong organizational skills and the ability to maintain accurate account records, territory plans, and revenue forecasts.

• Excellent communication and presentation skills, with the ability to articulate complex technical solutions and business value to stakeholders at different organizational levels.

• Collaborative mindset and experience working effectively with cross-functional teams, including sales development, customer success, renewals, technical specialists, and partners.

• Genuine interest in software development, open-source technologies, AI, and DevSecOps solutions.

• Willingness and ability to travel occasionally for customer meetings, company events, training sessions, and team offsites.

• Must be currently located in Canada.

Benefits:

• Fully remote working environment, with location flexibility within eligible countries.

• Flexible paid time off to support work-life balance.

• Equity compensation and access to an Employee Stock Purchase Plan.

• Growth and Development Fund to support continuous learning and professional development.

• Comprehensive benefits designed to support physical health, financial security, and overall well-being.

• Parental leave policies to support employees and their families.

• Team Member Resource Groups that encourage inclusion, connection, and community.

• Collaborative international working environment with opportunities to exchange knowledge and develop professionally.