Mid-Market Solution Sales Executive

OpenText; Southwestern Ontario; On-site; CAD 107,000 - 159,000; Full time

Benefits offered by this job

Commission opportunities

Vacation entitlement

Paid time off

Job summary

OpenText in Waterloo, Ontario, is seeking a dynamic Mid-Market Solution Sales Executive to drive revenue growth by selling software solutions to mid-market clients. You will partner with clients to understand business challenges, articulate measurable outcomes, and position OpenText offerings to increase productivity and digital transformation.

The role requires a hunter mindset, 1–3 years of B2B tech sales, and a proven track record of meeting targets.

Qualifications

• 1–3 years of B2B sales experience, preferably in technology, SaaS, enterprise software, or IT solutions.
• Proven track record of achieving or exceeding sales targets through new business development and account growth.
• Strong prospecting and pipeline generation skills with a hunter mentality.
• Experience selling software solutions, technology platforms, or business applications.
• Strong consultative selling, discovery, negotiation, and closing skills.
• Experience with MEDDPICC or structured sales methodologies preferred.
• Excellent communication, presentation, and interpersonal skills with a partner-centric mindset.

Responsibilities

• Prospect and develop new business opportunities to build a strong sales pipeline.
• Grow accounts and manage relationships to maximize value through upsell/cross-sell.
• Engage with clients to understand objectives and position OpenText solutions to achieve measurable outcomes.
• Act as trusted advisor with insights and industry expertise to help clients succeed.
• Own the full sales cycle from discovery through negotiation, contract execution, and handoff to implementation teams.
• Apply MEDDPICC to qualify opportunities and drive predictable outcomes.
• Collaborate across solution consultants, product, marketing, and client success teams.

Skills

B2B sales

SaaS sales

Hunter mentality

MEDDPICC

Prospecting

Pipeline development

Consultative selling

Negotiation

Relationship management

Presentation skills

Job description

Opentext - The Information Company

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

AI-First. Future-Driven. Human-Centered.

At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent AI can't replace to help us shape the future of information management.

Opentext - The Information Company

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

AI-First. Future-Driven. Human-Centered.

At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent AI can't replace to help us shape the future of information management.

This role is based on-site at one of our OpenText Sales Centers in Addison, Texas or Waterloo, Ontario.

YOUR IMPACT

We are seeking a dynamic and results-driven Mid-Market Solution Sales Executive (MM-SSE) to join our team. In this role, you will be responsible for driving revenue growth by selling innovative software solutions to mid-market clients. You will partner with clients to understand their business challenges, develop tailored solutions, and position OpenText offerings that help organizations improve productivity, efficiency, and digital transformation initiatives. This is a high-impact sales role requiring a strong blend of consultative selling, business acumen, technical aptitude, and relationship-building skills. The ideal candidate is a motivated sales professional with a hunter mentality, a passion for winning new business, and a partner-centric approach focused on building long-term client relationships.

What The Role Offers

• Prospecting & Pipeline Development: Identify and pursue new business opportunities through outbound prospecting, networking, referrals, and strategic account planning to build and maintain a strong pipeline.
• Account Growth & Relationship Management: Develop trusted client relationships, identify expansion opportunities, and drive upsell and cross-sell initiatives to maximize account value.
• Solution Selling: Engage with clients to understand their business objectives and challenges, positioning OpenText solutions to deliver measurable business outcomes.
• Consultative Client Engagement: Act as a trusted advisor by providing insights, recommendations, and industry expertise to help clients achieve their goals.
• Sales Cycle Ownership: Manage the full sales process from prospecting and discovery through negotiation, contract execution, and transition to implementation teams.
• MEDDPICC Sales Execution: Leverage MEDDPICC methodology to qualify opportunities, understand client needs, identify key stakeholders, and drive predictable sales outcomes.
• Cross-Functional Collaboration & Market Awareness: Partner with solution consultants, product teams, marketing, and client success teams while staying current on industry trends and competitive landscapes.

What You Need To Succeed

• 1-3 years of B2B sales experience, preferably within technology, SaaS, enterprise software, or IT solutions.
• Proven track record of achieving or exceeding sales targets through new business development and account growth.
• Strong prospecting and pipeline generation skills with a demonstrated hunter mentality.
• Experience selling software solutions, technology platforms, or business applications preferred.
• Strong consultative selling, discovery, negotiation, and closing skills.
• Experience with structured sales methodologies, specifically MEDDPICC, preferred.
• Excellent communication, presentation, and interpersonal skills with a strong partner-centric mindset and ability to thrive in a collaborative culture.

One Last Thing

OpenText is more than a corporation—it’s a global community built on trust, character, and purpose. Here, we act ethically, care deeply about people, and always put our clients first. We help teams succeed through collaboration, tackle challenges with resilience, and innovate with intention.

on our mission to drive positive change through privacy, technology, and teamwork. At OpenText, we don’t just have a culture—we live our values. Choose us because you want to be part of a company that empowers you to make a meaningful impact.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please submit a ticket at Ask HR. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

Salary Range: $75,000-$112,000 + variable; Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted.

California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions.

AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.