Senior Account Executive – Managed Services

Malleum; Ottawa; Remote; CAD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive base salary

Performance incentives

Learning budget

High-impact projects

Job summary

Malleum, a cybersecurity specialist, seeks a senior commercial leader to build the revenue engine for MalleumOne MSP. You will own the end-to-end MSP revenue mandate, from market targeting to multi-year agreements, while defining pricing, qualification criteria, and playbooks for a growing commercial team.

You will work with the CEO to shape go-to-market strategy, build pipeline, and drive profitable, high-trust growth across Canada.

Qualifications

• 8+ years in B2B sales, including at least 4 years selling managed services, recurring IT services, or cybersecurity services end to end.
• Experience meeting or exceeding quota on complex, multi-stakeholder deals with meaningful annual contract value.
• Experience opening an untouched territory or landing the first customers for a new service line.
• Experience standing up a commercial function from scratch, including process, pricing discipline, and playbooks
• Executive presence with senior technical and business stakeholders.
• Strong grasp of managed service economics, including recurring revenue models, service tiering, margin, and multi-year agreements.
• CRM and sales tooling usage with accurate forecasting habits.
• Exceptional communication, adaptable messaging for diverse audiences.

Responsibilities

• Own the MSP new business quota from target definition through to signed multi-year agreement.
• Generate your own pipeline through outbound prospecting, referrals, partner channels, and existing relationships.
• Lead discovery at depth with CIOs, CISOs, IT directors, and owners, linking MSP scope to risk, compliance, and budget.
• Build and present tailored MSP solutions across security ops, endpoint, identity, cloud, and infrastructure with clear commercial models.
• Negotiate terms and pricing in partnership with delivery and finance to ensure profitable delivery.
• Define the go-to-market approach with the executive team, including ICP, segment priorities, packaging, and pricing.
• Build the sales operating model: qualification framework, proposal library, pricing guardrails, and playbooks for a growing team.
• Collaborate with delivery, security ops, and customer success for clean handover at contract signature.
• Manage pipeline rigorously in CRM and deliver defensible forecasts to leadership.
• Identify expansion opportunities across the Malleum portfolio including advisory, offensive security, and GRC services.
• Track market developments and competitive positioning to refine packaging and pricing.
• Mentor junior commercial team members as the function grows.

Skills

B2B sales

Managed services

Cybersecurity services

Executive engagement

Forecasting discipline

CRM proficiency

Negotiation

Pricing discipline

Education

Relevant degree

Tools

ConnectWise

Microsoft Azure

Job description

About Malleum

Malleum is a cybersecurity company focused on complex security challenges, mission assurance, and work that matters. We partner with clients across defence, government, critical infrastructure, and regulated enterprise, where the cost of getting security wrong is measured in more than dollars.

We're a small group that makes a big impact. Our technical depth and our commitment to clients continue to fuel our growth, and that growth now extends to a managed services business built for customers operating in demanding, high-trust environments.

The Opportunity

We're searching for a commercial leader to build the revenue engine for our MSP, MalleumOne. This is a senior, hands-on builder role for someone who can create structure where none yet exists, sell credibly to executives and technical buyers alike, and convert an exceptional service offering into multi-year recurring revenue.

In this position you will own the MSP revenue mandate end to end: defining the target market, generating your own pipeline, running complex multi-stakeholder sales cycles, and closing multi-year managed services agreements. You will also define how we sell, building the qualification criteria, proposal approach, and pricing discipline that the rest of the commercial team will inherit as we scale.

This is a high-visibility position reporting into the CEO, with direct influence over the shape and pace of a new line of business. The incumbent may work remotely within Canada, and will travel as necessary.

What You Will Do

• Own the MSP new business quota, from target definition through to signed multi-year agreement.
• Generate your own pipeline through disciplined outbound prospecting, referral development, partner channels, and existing Malleum relationships.
• Lead discovery at depth with CIOs, CISOs, IT directors, and owners, connecting managed service scope to client risk posture, regulatory obligations, and budget reality.
• Build and present tailored MSP solutions across security operations, endpoint, identity, cloud, and infrastructure, supported by clear commercial models and service roadmaps.
• Negotiate commercial terms, pricing structures, and service commitments in partnership with delivery and finance so that what is sold can be delivered profitably.
• Define the go-to-market approach with the executive team, including ideal customer profile, segment priorities, packaging, and pricing strategy.
• Build the sales operating model: qualification framework, proposal library, pricing guardrails, and the playbooks a growing team will run on.
• Partner closely with technical delivery, security operations, and customer success to ensure clean handover at contract signature and credible commitments before it.
• Manage pipeline rigorously in CRM and deliver accurate, defensible forecasts to leadership.
• Identify expansion opportunities across the Malleum portfolio, including advisory, offensive security, and GRC services.
• Track market developments, competitor positioning, and emerging threat drivers, and feed that intelligence back into how we package and price.
• Mentor junior commercial team members as the function grows.

What You Bring

• 8+ years in B2B sales, including at least 4 years selling managed services, recurring IT services, or cybersecurity services end to end.
• A documented record of meeting or exceeding quota on complex, multi-stakeholder deals with meaningful annual contract value.
• Experience opening an untouched territory or landing the first customers for a new service line.
• Experience standing up a commercial function from scratch, including process, pricing discipline, and playbooks
• Executive presence and credibility with senior technical and business stakeholders, including CISOs, CIOs, and boards.
• Strong grasp of managed service economics, including recurring revenue models, service tiering, margin, and the mechanics of multi-year agreements.
• Skilled in needs discovery, solution positioning, commercial negotiation, and building value-driven proposals that survive procurement scrutiny.
• Disciplined use of CRM and sales tooling, with accurate forecasting habits.
• Exceptional communication skills, articulate, clear, and genuine, with the ability to adapt messaging to diverse audiences.
• Post-secondary education in a relevant field.
• Eligibility for Government of Canada security clearance.

Assets

• Experience selling MDR, SOC, endpoint, identity, or cloud security services.
• Familiarity with MSP tooling and platforms such as ConnectWise, Microsoft Azure, or equivalent.
• Experience selling into defence, government, or regulated critical infrastructure buyers.
• Working knowledge of compliance drivers such as CMMC, CPCSC, SOC 2, ISO 27001, or ITSG-33 and how they shape managed services demand.

Why Malleum

• Work on high-impact mandates with clients where security outcomes genuinely matter.
• Join a rapidly growing, high-trust firm with a flat structure and short paths to decision.
• Direct influence over a new line of business rather than a seat in an established machine.
• Competitive base salary with performance incentives tied to what you build.
• Continuous learning budget.

Malleum is an equal opportunity employer. We welcome applications from all qualified candidates. Accommodations are available on request for candidates taking part in all aspects of the selection process; please let us know how we can support your participation.