Senior Account Executive - Class Actions

Institutional Shareholder Services Inc.; Toronto; On-site; CAD 100,000 - 140,000; Full time

Job summary

ISS SCAS seeks a Senior Account Executive to grow our global Securities Class Action Services business by winning new institutional clients and expanding relationships. This senior individual-contributor role focuses on revenue growth in a defined territory, requiring outbound prospecting, strategic account planning, and expert stakeholder engagement.

You will collaborate with research, product, operations, Client Success, and leadership to move opportunities through complex buying processes and

Qualifications

• Seven or more years of successful complex B2B sales experience.
• Proven ability to source opportunities via direct outbound prospecting, referrals, networking, and industry relationships.
• Experience managing complex sales with multiple decision-makers and procurement teams.
• Strong prospecting, discovery, presentation, negotiation, and closing capabilities.
• Excellent listening, written communication, executive presentation, and relationship-building skills.

Responsibilities

• New-business sales: Identify and win new clients and expand relationships.
• Territory strategy: Develop a focused plan and prioritize high-value accounts.
• Consultative selling: Map client needs to measurable outcomes and articulate value.
• Sales-cycle ownership: Manage opportunities from outreach to close.
• Cross-functional collaboration with Success, product, and operations to address client needs.

Skills

Complex B2B sales

Outbound prospecting

Relationship management

Negotiation

Forecasting

Executive communication

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.

About ISS SCAS

ISS SCAS is an established specialist in global securities class actions and antitrust matters. We manage the recovery process for institutional investors—from identifying eligible cases and monitoring portfolios to filing claims and securing recoveries—reducing clients’ operational burden and helping them capture the proceeds to which they are entitled. We also provide in-depth case research and analysis to inform decisions about litigation and recovery opportunities.

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.

Core Responsibilities

• 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.

Operating Standards

• 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.

Required Qualifications

• Seven or more years of successful complex B2B sales experience, preferably in financial services, legal services, data, or asset servicing.
• Demonstrated record of meeting or exceeding individual sales targets and acquiring new clients.
• Proven ability to source opportunities through direct outbound prospecting, referrals, networking, and industry relationships.
• Experience managing complex sales involving multiple decision-makers and procurement teams.
• Strong prospecting, discovery, presentation, negotiation, and closing capabilities.
• 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.
• Strong territory‑planning, time‑management, Salesforce, pipeline‑management, and forecasting discipline.
• Ability to operate independently, manage competing priorities, and collaborate effectively across teams.
• Bachelor’s degree or equivalent relevant professional experience.
• A collaborative, positive colleague who contributes to a high‑performing and enjoyable team environment.

Preferred Qualifications

• Experience selling to asset managers, asset owners, pension funds, insurance companies, hedge funds, custodians, or other institutional financial organizations.
• Established relationships in asset management, pensions, insurance, custody, or asset servicing.
• Knowledge 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 provided.
• Curiosity about AI and a track record of using new tools creatively to improve sales effectiveness and productivity.
• CFA, CAIA, MBA, JD, or another relevant professional qualification.

The Candidate We Are Looking For

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 learning.

Why Join ISS SCAS

Represent a differentiated service with measurable financial value for institutional investors. Work with sophisticated global clients and experienced subject‑matter experts. Own a meaningful territory with responsibility for both market development and strategic account growth. Join an established global organization while contributing directly to the continued growth of a specialist business. Contribute to a collaborative, collegial, and focused team of professionals.

Vacancy Status

This posting is for a current, open position within ISS STOXX.

What You Can Expect from Us

Our people are the moving force behind our work. We are committed to building a culture that values diverse skills, perspectives, and experiences. If you have the skills, passion, and drive to help us bring clarity and transparency to capital markets, we want to work with you. Together, we can grow your career in an environment that fuels creativity, drives innovation, and has real impact.

About ISS STOXX

ISS STOXX delivers world‑class research, data, and technology solutions that empower capital market participants to pursue their visions with confidence. Our expertise spans indices, corporate governance, sustainability, cyber risk, and fund intelligence, giving clients the tools they need to uncover opportunities, manage risks, and navigate evolving regulations. We are made up of 4,000 professionals operating across 20 countries and serving approximately 5,000 clients, including many of the world’s leading institutional investors. Our scale and reach give us deep market knowledge, while our innovative methodologies allow us to offer our clients tailored insights that drive impact and success.

SCAS helps institutional investors recover money they are entitled to but would otherwise never collect. We identify recovery opportunities arising from securities litigation and regulatory actions and manage the entire claims process on behalf of our clients, helping them maximize recoveries with minimal effort and cost.

Visit our website: https://www.iss-stoxx.com/ Learn more: https://www.iss-scas.com/ View additional open roles: https://www.iss-stoxx.com/about/careers/ ISS STOXX is an equal employment opportunity employer and does not discriminate against any employee or applicant because of race, color, ethnicity, creed, religion, sex, age, height, weight, citizenship status, national origin, social origin, sexual orientation, gender identity or gender expression, pregnancy status, marital status, familial status, mental or physical disability, veteran status, military service or status, genetic information, or any other characteristic protected by law (referred to as “protected status”). All activities including, but not limited to, recruiting and hiring, recruitment advertising, promotions, performance appraisals, training, job assignments, compensation, demotions, transfers, terminations (including layoffs), benefits, and other terms, conditions, and privileges of employment, are and will be administered on a non‑discriminatory basis, consistent with all applicable federal, state, and local requirements.