Senior Account Executive (Class Actions)

Stoxx; Toronto; On-site; CAD 120,000 - 150,000; Full time

Job summary

ISS SCAS is seeking a Senior Account Executive to grow our global Securities Class Action Services business by winning new institutional clients, deepening relationships, and retaining recurring revenue. This senior role focuses on growing revenue in an assigned territory and requires building a strong pipeline through outbound prospecting, network referrals, and industry engagement.

You will lead commercial relationships, coordinate internal experts for discussions, and own the sales cycle from

Qualifications

• Seven or more years of successful complex B2B sales experience in financial services or related sectors.
• Proven ability to identify opportunities, build executive relationships, and close multi‑stakeholder deals.
• Ability to navigate long, multi‑step procurement processes and deliver measurable value.

Responsibilities

• Meet or exceed targets for new recurring revenue and account expansion.
• Develop senior-level relationships and guide opportunities through complex buying processes.
• Own territory strategy, pipeline development, and accurate forecasting.
• Lead discovery, present solution value, and coordinate cross‑functional resources for proposals.

Skills

Territory planning

Prospecting

Account management

Negotiation

Discovery & presentation

Relationship building

Sales forecasting

Cross-functional collaboration

Communication

AI productivity tools

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Job description

• ISS SCAS is looking for an experienced Senior Account Executive to grow our global Securities Class Action Services business by winning new institutional clients, deepening existing relationships, and retaining recurring revenue
• This is a senior individual-contributor role focused on growing revenue in an assigned territory. The successful candidate will build a strong pipeline through consistent outbound prospecting, develop senior relationships, guide opportunities through complex buying processes, and meet quarterly and annual sales targets
• You will work closely with colleagues in research, product, operations, Client Success, and business leadership throughout the sales process. You will lead the commercial relationship and bring in internal experts for technical, operational, and product discussions
• What Success Looks Like:
• Meet or exceed targets for new recurring revenue, contingency-based sales, client retention, and account expansion
• Grow priority accounts and build relationships with the senior decision-makers who shape purchasing decisions
• Generate a sustained flow of qualified opportunities from outbound prospecting, referrals, networking, and industry engagement
• Maintain sufficient qualified pipeline coverage to support quarterly and annual new-business targets
• Turn qualified opportunities into new clients and revenue by keeping complex sales processes moving toward a timely decision
• Become a trusted advisor who can explain clearly why SCAS is different and how it delivers measurable value for clients
• Deliver reliable forecasts that enable informed business planning and effective allocation of resources
• New-business sales: Identify and develop leads, win new clients, and expand relationships with existing clients
• Territory strategy: Build and execute a focused territory plan: identify the best opportunities, prioritize high-value accounts, set clear goals and prospecting strategies, and adjust time and resources based on results
• Consultative selling: Lead discovery, connect client needs to measurable outcomes, and communicate the value of SCAS solutions to senior stakeholders
• Sales-cycle ownership: Manage opportunities from initial outreach through discovery, demonstrations, proposal, procurement, negotiation, and close
• Opportunity strategy: For significant opportunities, maintain a clear stakeholder map and close plan covering decision-makers, client priorities, approvals, procurement, competitors, risks, next steps, owners, and target decision dates. Use Miller Heiman Blue Sheets where appropriate
• Pipeline and forecasting: Maintain a credible pipeline and provide evidence-based forecasts supported by documented client activity, next steps, risks, and anticipated close dates
• Strategic account development: Create account plans, relationship maps, retention strategies, and expansion priorities for assigned clients, including major global institutional accounts
• Retention and growth: Take commercial ownership of retention for assigned clients, identify dissatisfaction and cancellation risk early, and lead coordinated retention plans with Client Success and business leadership. Protect recurring revenue while developing upsell and account‑expansion opportunities
• RFPs and negotiations: Lead territory RFPs and commercial negotiations, using ISS resources to deliver accurate, timely, and compelling responses
• Cross-functional leadership: Coordinate effectively with Client Success, product, research, operations, legal, and business leadership to advance opportunities and address client needs
• Market expertise: Maintain a strong understanding of securities class action market dynamics, competitive developments, and the complete SCAS service offering
• Client insight: Bring structured market and client feedback to business leaders to inform service improvements and product priorities
• Take personal ownership of prospecting activity, pipeline creation, opportunity progression, follow-through, and sales results
• Prepare thoroughly for client meetings, internal strategy discussions, and pipeline reviews
• Establish clear next steps after meetings and complete agreed follow-up promptly
• Keep Salesforce current as the reliable record of sales activity. Update opportunities promptly, including stage, value, probability, close date, stakeholders, competitors, next steps, risks, and supporting notes
• Provide accurate forecasts based on client evidence and documented activity
• Work independently and collaborate well with colleagues across teams and regions
• Respond positively to coaching, candid feedback, and structured sales‑management processes
• Use AI and other productivity tools thoughtfully to work smarter—improving research, preparation, prospecting, client communication, and follow‑through—while protecting confidential information
• Demonstrate sound judgment, integrity, and care in handling client and company information

• Strong territory‑planning, time‑management, Salesforce, pipeline‑management, and forecasting discipline
• Ability to operate independently, manage competing priorities, and collaborate effectively across teams
• Strong prospecting, discovery, presentation, negotiation, and closing capabilities
• A collaborative, positive colleague who contributes to a high‑performing and enjoyable team environment
• Demonstrated record of meeting or exceeding individual sales targets and acquiring new clients
• Seven or more years of successful complex B2B sales experience, preferably in financial services, legal services, data, or asset servicing
• Excellent listening, written communication, executive presentation, and relationship‑building skills
• Ability to establish credibility with senior professionals across legal, compliance, operations, finance, investment, and executive functions
• Experience managing complex sales involving multiple decision‑makers and procurement teams
• Proven ability to source opportunities through direct outbound prospecting, referrals, networking, and industry relationships
• Bachelor’s degree or equivalent relevant professional experience
• Experience selling to asset managers, asset owners, pension funds, insurance companies, hedge funds, custodians, or other institutional financial organizations
• Curiosity about AI and a track record of using new tools creatively to improve sales effectiveness and productivity
• Established relationships in asset management, pensions, insurance, custody, or asset servicing

This role will suit an experienced, curious salesperson who enjoys building a market and knows how to earn the trust of sophisticated institutional clients. The strongest candidates are persistent in prospecting, well prepared, dependable in following through, and eager to keep learningKnowledge of securities class actions, investor recovery services, legal services, corporate governance, or adjacent institutional‑investor solutions is desirable but not required; comprehensive training will be providedCFA, CAIA, MBA, JD, or another relevant professional qualification