Senior Account Executive
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Job Description
Senior Account Executive selling Encircle’s property-insurance software to restoration contractors. Owning full-cycle B2B SaaS sales, complex accounts, forecasting, and customer handoffs.
Responsibilities:
- Own the full sales cycle from prospecting through discovery, demo, proposal, negotiation, and close
- Prospect and build territory pipeline through self-sourced outbound, inbound, and BDR-sourced meetings
- Run discovery, demos, proposals, and negotiations using SPICED and the documented playbook
- Build and defend monthly forecasts covering pipeline coverage, stage conversion, and deal velocity
- Develop deal strategy for complex, multi-stakeholder franchise, multi-location, network, and independent restoration accounts
- Diagnose customer business pain and connect it to Encircle’s software platform
- Tailor demos and presentations for field crews, owners, and executive leadership
- Build account-based plans for named target accounts
- Use ROI data and customer proof points to develop business cases
- Close deals with signed contracts and accurate CRM data
- Partner with Onboarding & Activation and Account Management on onboarding plans and handoffs
- Maintain accurate Salesforce pipeline and deal data
- Contribute to the AE playbook and mentor newer account executives
- Partner with BDRs, Marketing, Product, and Enterprise teams
- Own new ARR, quota attainment, pipeline coverage, stage conversion, ACV, product attach rate, sales cycle length, and forecast accuracy
- Ramp to quota productivity, build target pipeline coverage within 90 days, meet sales-stage benchmarks, and close initial deals with documented handoffs
Requirements:
- 5+ years of full-cycle B2B SaaS or similar direct sales experience
- Stable, proven track record of quota attainment
- Experience running discovery, demos, proposals, and negotiations for multi-stakeholder deals
- Ability to build account-based plans and self-source pipeline
- Experience navigating franchise, multi-location, or network buying structures
- Ability to access decision-makers up to the C-suite
- Track record of building and defending accurate forecasts
- Proficiency with Salesforce
- Familiarity with Gong and DocuSign
- Fluency with AI tools for research, call preparation, follow-up, and forecasting
- Consultative, industry-fluent selling style
- Exceptional verbal and written communication skills
- Experience selling to blue-collar or field-based industries or in vertical SaaS is a plus but not required
Benefits:
- Flexible hours
- Self-managed vacation
- Remote-first work arrangement
- Access to collaboration hub in Kitchener
- Learning and career development support
- Well-being support
- Accessibility accommodations throughout the hiring process
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