Location: Toronto, Ontario
This role sits within a growing organization focused on modernizing how commercial building products are promoted, specified, and quoted. The team develops digital tools that help manufacturers increase visibility at the specification stage and streamline the quotation process through technology-driven automation. The company culture emphasizes strong client service, accountability, and a supportive, high-energy work environment.
The Account Executive will drive subscription-based revenue by building new relationships across the construction ecosystem, including manufacturers, distributors, and independent reps. This is a new-business-focused role centered on prospecting, strategic outreach, and closing net-new accounts.
You will be responsible for sourcing, pitching, and closing technology solutions for stakeholders involved in commercial construction product specification and project quoting, including manufacturers, their reps, distributors, and related professionals.
Key Responsibilities:
New Business Development
- Build new relationships with product manufacturers, distributors, and rep groups within the commercial construction sector.
- Understand and articulate the organization’s value proposition, identifying areas where prospects are experiencing operational challenges.
- Record thorough notes, maintain detailed account plans, and follow structured playbooks for approaching accounts.
- Identify internal supporters within prospect organizations and work with them to introduce and elevate the offering.
- Meet or exceed annual quota expectations.
- Create structured account-entry strategies and develop multi-level relationships, positioning yourself as a trusted advisor.
- Collaborate with marketing to optimize territory coverage.
Market & Customer Insight
- Develop an understanding of each prospect’s operational workflows, technology environment, growth priorities, and competitive pressures.
- Review industry and market insights to stay current on trends affecting construction product specification and commercial project quoting.
Value-Based Selling
- Use case studies, ROI examples, and success metrics to support customer decision-making.
- Encourage satisfied clients to participate in reference activities.
Pipeline, Prospecting & Opportunity Management
- Maintain a disciplined and consistently updated sales pipeline.
- Progress opportunities through defined sales stages using a structured approach.
- Support relevant regional promotions, campaigns, and industry events.
- Operate with a strong hunter mentality and high activity level.
Sales Excellence
- Apply a consultative selling methodology, aligning solutions directly to customer pain points.
- Maintain strong curiosity and commitment to developing sales skills.
- Keep CRM records up-to-date and accurate.
- Maintain awareness of competitor offerings and position your solution effectively.
Must Have Skills:
Qualifications & Experience
- Post-secondary education in a relevant discipline and at least 5+ years of experience in quota-carrying SaaS sales, primarily focused on new business acquisition.
- Minimum 3 years of experience working with building product manufacturers, wholesale distributors, or independent reps in categories such as HVAC, plumbing, electrical, or similar.
- Strong understanding of pricing, distribution channels, and supply processes for commercially tendered construction products, particularly within MEP categories. Ability to interpret specifications, construction documents, and applicable building code requirements.
- Excellent written and verbal communication skills, with the ability to engage and influence decision-makers at various levels.
- Strong organizational skills with the ability to manage multiple priorities accurately.
- Solid analytical and problem-solving abilities, and comfort learning new systems and processes quickly.
- Adaptable and comfortable working in a dynamic, fast-changing environment.
- Professional presentation skills and a polished communication style.
- Willingness to travel approximately 15–20% of the time.
