Account Executive, Expansion (SaaS)

TL;DR

Account Executive, Expansion (SaaS): Driving MRR growth by managing and expanding a pipeline of SMB restaurant customers with an accent on value-based discovery and product adoption. Focus on identifying upsell opportunities, conducting ROI-driven demos, and leveraging AI tools for sales efficiency.

Location: Hybrid (Saskatoon or Toronto, Canada)

Salary: CAD 72,000–108,000 base + commission

Company

A Series C VC-backed SaaS platform providing scheduling and payroll solutions designed to help restaurant teams thrive.

What you will do

• Own and prioritize a pipeline of expansion opportunities (upsells, add-ons, location growth) to consistently hit MRR targets.
• Utilize customer usage data and firmographics to identify the next best action and deepen product adoption.
• Run consultative discovery and value-based demos that connect customer challenges to measurable ROI.
• Proactively identify and pursue new revenue opportunities through outbound and rep-led motions within the existing book of business.
• Implement AI tools to prioritize the book, personalize outreach at scale, and automate repeatable workflows.
• Collaborate cross-functionally with Product, Onboarding, and Service Delivery to ensure smooth activation and success.

Requirements

• Experience in a high-volume, quota-carrying tech sales role with a strong track record of hitting or exceeding targets.
• Proven ability to uncover customer needs through deep discovery and drive value-based expansion within accounts.
• Proficiency in using CRM tools (e.g., Salesforce) and ideally customer success platforms (e.g., Gainsight, Vitally, ChurnZero).
• Solutions-oriented approach with confidence in handling objections and addressing customer pain points.
• Must be based in or able to work in a hybrid environment in Saskatoon or Toronto, Canada.
• Proficiency in utilizing AI tools to drive efficiency and increase daily productivity.

Nice to have

• Experience in or exposure to restaurant tech (POS, ATS, payroll, online ordering, reservations, inventory management).
• Familiarity with restaurant operations, industry trends, and best practices.
• Proficiency in Spanish or French.

Culture & Benefits

• Equity options in a Series C, VC-backed SaaS company.
• Comprehensive health and dental benefits, including lifestyle spending accounts and a flexible parental leave program.
• Flexible vacation policy and a '90 Day Shift' program allowing temporary remote work from almost anywhere.
• Professional growth support including coaching, feedback, and development planning.
• Modern equipment provided, including the latest Apple tech and home office setup.