Senior Account Executive - Class Actions

Location: Toronto, ON, Canada

Company

ISS SCAS provides securities class action and antitrust recovery services, case research, and analysis for institutional investors as part of ISS STOXX.

What you will do

• Win new institutional clients, expand existing relationships, and retain recurring revenue across an assigned territory.
• Build and execute territory plans, conduct outbound prospecting, generate qualified opportunities, and maintain pipeline coverage.
• Lead consultative sales from discovery through demonstrations, proposals, procurement, negotiation, and close.
• Develop stakeholder maps, close plans, account plans, relationship maps, retention strategies, and expansion priorities for significant and strategic accounts.
• Lead RFPs and commercial negotiations while coordinating with Client Success, product, research, operations, legal, and business leadership.
• Maintain Salesforce records, provide evidence-based forecasts, manage retention risks, and communicate market and client insights to business leaders.

Requirements

• Seven or more years of successful complex B2B sales experience, preferably in financial services, legal services, data, or asset servicing.
• Demonstrated success meeting or exceeding individual sales targets and acquiring new clients through outbound prospecting, referrals, networking, and industry relationships.
• Experience managing complex sales involving multiple decision-makers and procurement teams.
• Strong prospecting, discovery, presentation, negotiation, and closing capabilities.
• Excellent listening, written communication, executive presentation, and relationship-building skills, including credibility with senior professionals in legal, compliance, operations, finance, investment, and executive functions.
• Strong territory-planning, time-management, Salesforce, pipeline-management, and forecasting discipline.
• Ability to operate independently, manage competing priorities, collaborate across teams, and contribute positively to a high-performing team environment.
• Bachelor’s degree or equivalent relevant professional experience.

Nice to have

• Experience selling to asset managers, asset owners, pension funds, insurance companies, hedge funds, custodians, or other institutional financial organizations.
• Established relationships in asset management, pensions, insurance, custody, or asset servicing.
• Knowledge of securities class actions, investor recovery services, legal services, corporate governance, or adjacent institutional-investor solutions.
• Curiosity about AI and experience using new tools to improve sales effectiveness and productivity.
• CFA, CAIA, MBA, JD, or another relevant professional qualification.

Culture & Benefits

• Represent a differentiated service with measurable financial value for institutional investors.
• Work with sophisticated global clients and experienced subject-matter experts.
• Own a meaningful territory spanning market development and strategic account growth.
• Join an established global organization while contributing to the growth of a specialist business.
• Work in a collaborative, collegial, focused, and diverse environment.