Business Development Manager

Veriforce; Calgary; Presencial; CAD 90 000 - 130 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Medical coverage

Dental coverage

Vacation 3 weeks

Wellness days

End of year shutdown

Learning stipend

Resumo da oferta

Veriforce in Calgary, Canada seeks an Account Executive to own a defined territory and drive new business in Oil & Gas, Mining, Utilities, and Manufacturing. You will manage full-cycle sales from prospecting to close, crafting ROI-driven business cases and tailored product demonstrations.

You will build a healthy pipeline, qualify opportunities using MEDDIC or BANT, and lead negotiations with a disciplined approach, collaborating with leadership to accelerate deals.

Qualificações

• 3+ years of full-cycle B2B sales experience.
• Experience selling into industrial sectors - Oil & Gas, Mining, Utilities, or Manufacturing.
• Structured sales methodology (MEDDIC, BANT, Challenger, or similar).
• Hunter's mindset: outbound & long cycles; open new doors.
• Executive presence and ability to multi-thread across operations & C-suite.
• Strong business acumen: build ROI cases and negotiate.
• Willingness to travel within territory as required.

Responsabilidades

• Build and maintain a healthy pipeline with quota coverage.
• Execute outbound and account-based prospecting with BDRs.
• Qualify opportunities with MEDDIC/BANT and multi-thread relationships.
• Provide ROI-driven business cases and product demonstrations.
• Lead commercial negotiations and close deals with leadership involvement.
• Stay informed on industry trends and feed insights to GTM leadership.

Conhecimentos

Full-cycle B2B sales

Hunter mentality

Executive presence

CRM discipline

Descrição da oferta de emprego

Account Executive

Department: Sales

Employment Type: Permanent

Location: Calgary, Canada

Reporting To: VP, Sales & Onboarding

Description

Veriforce is a leader in contractor compliance and supply chain risk management, helping the world's most safety-conscious organizations protect their workers, their reputation, and their operations. As Account Executive, you will own a defined geographic territory and drive new business growth across one or two of the key industries; including Oil & Gas, Mining, Utilities, and Manufacturing.

This is a full-cycle, new-logo sales role. You will take opportunities from prospecting and qualification through solution positioning, demonstration, negotiation, and close articulating clear business value and driving adoption of Veriforce solutions with the organizations that need them most.

What that means day-to-day:

1. Build Pipeline & Prospect Relentlessly

• Build and maintain a healthy pipeline of qualified opportunities with strong coverage against quota
• Execute outbound and account-based prospecting strategies in close partnership with BDRs
• Prioritize and systematically engage ICP accounts across your territory

2. Qualify with Rigor (MEDDIC / BANT)

• Lead structured discovery to uncover business drivers, urgency, and decision dynamics
• Validate ICP fit and apply deal qualification rigor early - and revisit it throughout the cycle
• Build multi-threaded relationships across economic buyers, champions, and influencers

3. Sell on Value

• Map customer challenges to Veriforce solutions across compliance, risk reduction, and operational efficiency
• Own and deliver product demonstrations tailored to each customer's use case
• Develop ROI-driven business cases that give champions the tools to sell internally

4. Negotiate & Close

• Build compelling, value-based proposals aligned with customer objectives and internal pricing frameworks
• Lead commercial negotiations with a structured, disciplined approach
• Engage leadership and legal at the right moments to accelerate - not slow - the deal

5. Bring the Market Inside

• Stay current on industry trends, competitive dynamics, and evolving customer needs
• Feed insights back to Product, Marketing, and GTM leadership
• Contribute to the continuous improvement of sales processes and playbooks

How Success Is Measured

• Revenue performance: New ARR closed vs. quota, win rate on qualified opportunities, average deal size, and sales cycle length
• Pipeline health: Pipeline coverage ratio, qualified opportunities created, and depth of ICP account engagement
• Sales effectiveness: Stage-to-stage conversion rates, proposal-to-close ratio, and the share of deals with a documented business case and full qualification
• Forecast reliability: Forecast vs. actual variance and CRM discipline
• Customer outcomes: Quality of onboarding handoff, implementation readiness at close, and customer satisfaction in the first 90 days

What you’ll need to be successful:

• 3+ years of full-cycle B2B sales experience, with a proven record of exceeding new-business quota
• Experience selling into industrial sectors - Oil & Gas, Mining, Utilities, or Manufacturing required
• Command of a structured sales methodology (MEDDIC, BANT, Challenger, or similar) and disciplined CRM habits
• A hunter's mindset: comfortable with outbound, resilient in long cycles, and energized by opening new doors
• Executive presence and the ability to multi-thread across operations, HSE, procurement, and the C-suite
• Strong business acumen: you can build an ROI case and defend it in a negotiation
• Willingness to travel within territory as required

What you’ll get in return:

We want you to be able to do your best work here. We emphasize providing many ways to support our team to do their best work, and believe that if you look after your people, they look after everything else!

Personal Health & Wellbeing

• Integrated mental health & wellbeing support
• Vacation - starting at 3 weeks
• Wellness Days & Annual Giving Day - an extra to give back to yourself or your community
• Comprehensive medical and dental coverage
• End of the year, company-wide shut down for you to relax and recharge

Future Planning

• LinkedIn Learning License for upskilling & development

Interested but don’t feel you meet all the requirements?

Our recruitment team assesses and reviews all applications against the role and business needs. We believe in people having transferable and soft skills and want you to know that we consider applications that might not meet all the criteria, but have the aptitude and capability, nonetheless. Our priority is to ensure we set people up for success. We will make a final call based on our determining whether we can offer the necessary support to upskill or provide the developmental support needed for you to get the best out of this opportunity with us!

Bring Your Whole Self to Work.

We are proudly an equal-opportunity employer. We are committed to ensuring that no candidate is discriminated against because of gender identity and expression, race, disability, ethnicity, sexual orientation, age, colour, region, creed, national origin, or sex. We are dedicated to growing a diverse team while continuing to create an inclusive environment where everyone feels safe and empowered to be themselves.

What you can expect if you apply:

• A response to your application within 15 working days
• An interview process consisting of:
• An initial discovery call with the recruiter
• A first stage interview via Microsoft Teams
• Additional interview with the stakeholders you’ll be working with closely in the role

We’re keen to ensure our hiring process allows you to be at your best, so if you need us to make any adjustments, please just let us know.