Senior Account Executive - Class Actions

Asset International; Toronto; On-site; CAD 110,000 - 170,000; Full time

Job summary

ISS SCAS in Toronto seeks 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 individual-contributor role focuses on growing revenue in an assigned territory. You will build a strong pipeline through outbound prospecting, develop senior relationships, guide opportunities through complex buying processes, and meet quarterly and annual sales targets.

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.
• 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.

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 activi