Mid Market Account Executive

Reactiv; Toronto; On-site; CAD 70,000 - 110,000; Full time

Job summary

Reactiv is seeking a Mid-Market Account Executive to drive the full sales cycle across our Shopify-focused mid-market segment. You’ll prospect in your own territory, run discovery and demos, build business cases, and negotiate to a signed agreement.

You’ll work with Solutions, Implementations, Customer Success, and Marketing to move deals from qualification to close, with a emphasis on fast-paced cycles and measurable impact for brands seeking a real mobile channel.

Qualifications

• 2+ years closing net-new B2B SaaS deals in full-cycle roles.
• Proven track record hitting quota with verifiable numbers.
• Comfort with outbound prospecting and self-sourced pipeline.

Responsibilities

• Build and own your pipeline through outbound across email, phone, LinkedIn, and video.
• Research target brands on Shopify and personalize outreach to the specific mobile opportunity in front of them.
• Work inbound leads and partner referrals quickly.
• Hold roughly 3x coverage against your quarterly target, and keep prospecting when you're ahead of it.
• Represent Reactiv at partner and industry events, and turn those conversations into booked meetings.

Skills

B2B SaaS sales

Pipeline building

Outbound selling

Shopify/e-commerce

Discovery skills

Communication

CRM discipline

AI tools

Technical aptitude

Tools

HubSpot CRM

Job description

About Reactiv:

Reactiv is an AI-powered platform that enables Shopify merchants to create beautifully branded, high-converting mobile apps, without the usual complexity. At the heart of our innovation is Reactiv Clips, a breakthrough feature that eliminates the need for app downloads, allowing brands to deliver fully customized app experiences instantly and without friction. By removing barriers and reducing the technical debt to building seamless app experiences, we’re building the future of mobile commerce, and we’re looking for bold, creative thinkers to join us in shaping what’s next.

Role Overview:

We're hiring a Mid-Market Account Executive to run the full sales cycle across Reactiv's mid-market segment: growing Shopify and Shopify Plus brands that are ready to launch a real mobile channel and sit below the enterprise logos our team works today. These are typically deals with one to three stakeholders on the marketing and e-commerce side, cycles measured in weeks rather than quarters, and a buyer who wants to see the business case fast.

This is a full-cycle seat. We don't run an SDR team, so the pipeline you close is the pipeline you build. You'll prospect into your own territory, run discovery and demos, scope with Solutions where a deal needs it, negotiate, and sign. You report to the Head of Revenue and work day to day with Solutions, Implementations, Customer Success, and Marketing.

Key Responsibilities:

Pipeline Generation

• Build and own your pipeline through outbound across email, phone, LinkedIn, and video.
• Research target brands on Shopify and personalize outreach to the specific mobile opportunity in front of them.
• Work inbound leads and partner referrals quickly.
• Hold roughly 3x coverage against your quarterly target, and keep prospecting when you're ahead of it.
• Represent Reactiv at partner and industry events, and turn those conversations into booked meetings.

Running the Deal

• Run discovery that gets to the brand's actual mobile problem, the numbers behind it, and what it costs them to do nothing.
• Demo Reactiv in the brand's own context: their catalogue, their customer, their campaigns.
• Qualify on fit, pain, budget, and decision process, and walk away early when the fit isn't there.
• Multi-thread across marketing, e-commerce, and technical stakeholders so a deal never rests on a single champion.
• Build the business case and ROI story your champion can carry to their leadership.
• Own the pricing conversation, work through objections, and negotiate to a signed agreement.

Forecasting and Pipeline Discipline

• Keep HubSpot accurate: deals, stages, next steps, and close dates.
• Forecast honestly and call your deals as they are.
• Come to pipeline reviews with a clear read on every deal, what's blocking it, and your plan to move it.
• Close out lost deals promptly and bring the reason back to the team.

Product and Market Fluency

• Learn the platform properly: the app, Reactiv Clips, the Shopify integration, and how we work with agency and technology partners.
• Speak credibly with marketers about acquisition, retention, and what a mobile channel changes for them.
• Track what competitors are doing in the mid-market and bring what you hear back to the team.

Cross-Functional Collaboration

• Partner with Product and Revenue leads on scoping and technical discovery when a deal calls for it.
• Hand off cleanly to Implementations and Customer Success so what you sold is what gets built.
• Bring merchant feedback and lost-deal reasons to Product and Marketing.
• Share what's working in your outreach and objection handling with the rest of the sales team.

Qualifications:

• 2+ years closing net-new business in B2B SaaS, in a full-cycle seat where you built your own pipeline.
• A record of hitting quota, with the numbers to back it up.
• Real comfort with outbound. You've built the sequences, made the calls, and you don't sit waiting for leads.
• Working knowledge of e-commerce, retail, or the Shopify ecosystem
• Strong discovery skills and a qualification method you actually run.
• Clear written and verbal communication with marketing and e-commerce buyers.
• Disciplined CRM habits. Your forecast should be something leadership can plan against.
• An AI power user who points the tools at the parts of the job that slow you down.
• Technical aptitude and the ability to pick up new software fast.

What Success Looks Like: Your First 90 Days

This is how we'll know the role is on track early. The focus moves from learning the product and market, to building pipeline, to closing.

First 30 Days: Learn

• Learn the product and the demo, and get certified to run it on your own.
• Study the ICP, our closed-won and closed-lost history, and the competitors we run into most.
• Sit in on live calls across Sales, Solutions, and Customer Success to see the full merchant journey.
• Build your target account list and have outbound running by the end of the month.

First 60 Days: Build

• Run your own discovery calls and demos end to end.
• Have a working outbound motion with sequences and messaging that are producing meetings.
• Take at least one deal from the first meeting to proposal on your own.
• Build a qualified pipeline covering your first full quarter, with HubSpot accurate from day one.

First 90 Days: Close

• Close your first deal.
• Hold 3x coverage against your quarterly target with a forecast the team can trust.
• Bring back a clear point of view on what's working in the mid-market segment and where we should push harder.