Expansion Account Executive - Emerging Business

TL;DR

Expansion Account Executive - Emerging Business (SaaS): Driving sales growth by owning a book of emerging customers (300 employees or less), building relationships, and capitalizing on expansion opportunities with an accent on high-velocity deals and client retention. Focus on proactive prospecting, accurate pipeline forecasting, and demonstrating ROI through data-driven presentations.

Location: Toronto, Canada

Company

World's leading AI-powered maintenance and asset management platform serving 13,000+ customers including Duracell, Shell, and Cintas. Raised $254M in funding and named to Forbes 2025 Cloud 100.

What you will do

• Own a book of business from post-sale handoff, engaging hundreds of emerging customers quarterly to build relationships.
• Identify and close expansion opportunities within existing accounts to drive growth and long-term partnerships.
• Prospect proactively, conduct product demos, and articulate value through key metrics and ROI presentations.
• Manage sales pipeline, forecast accurately (+/- 15%), and handle client requests, proposals, and follow-ups.
• Master sales tools like Salesforce, Outreach, and ZoomInfo while maintaining meticulous documentation.

Requirements

• Minimum 2 years in quota-carrying SaaS sales (New Business AE or Expansion AE/AM).
• Success managing large volumes of prospects and driving product adoption.
• Strong analytical, presentation, and demo skills; excellent organization and interpersonal abilities.
• Adaptability in fast-paced environment; Bachelor's degree or higher.
• Positive, passionate mindset with startup mentality and willingness to learn.

Nice to have

• Experience with sales tech stacks: Salesforce, Salesloft, DiscoverOrg.
• Work in startups, CMMS, or facility operations software.
• Proven success in remote settings.

Culture & Benefits

• Competitive salary, equity, healthcare, dental, vision, 401(k)/RRSP.
• Take-what-you-need PTO.
• Meritocracy culture with Smart Humble Optimist values; global team collaboration.