Service Account Executive - Security & Fire

MacDonald Search Group; Calgary; On-site; CAD 90,000 - 130,000; Full time

Benefits offered by this job

Company-paid holidays

Comprehensive benefits from day one

Employer-matched RRSP contributions

Vehicle reimbursement plan

Employee/colleague assistance program

Annual paid day dedicated to community

Safety-first, inclusive work enviro n‍

Job summary

MacDonald Search Group is seeking an Account Executive for a services-driven role in the security and fire space. This hunting position focuses on maintenance agreements, upgrades, and small projects within enterprise accounts.

You will target new and existing clients, emphasize service contracts, and collaborate with sales and operations to build compelling proposals and solutions.

Qualifications

• 5+ years in account development or sales including service-based/recurring revenue.
• Certifications in electronic security are an asset.
• Experience with value-based selling of intangible services.
• Security industry experience preferred but not mandatory.
• Valid driver's license with a clean record.

Responsibilities

• Prospect new customers and sell service capabilities: maintenance, upgrades, small projects.
• Identify accounts without active maintenance and pursue ongoing service value.
• Partner with solutions-sales and operations to upsell upgrades and enhancements.
• Qualify prospects and build relationships with decision-makers and facility managers.
• Collaborate to penetrate verticals such as education, healthcare, commercial/industrial buildings.
• Represent the company at industry events to build brand and pipeline.
• Translate requirements into customized service plans and cost proposals.
• Negotiate terms, timelines, and review contract scope and delivery commitments.
• Keep internal teams informed through the full deal lifecycle.

Skills

Value-based selling

Prospecting

Negotiation

Relationship management

Communication

Education

High school diploma or equivalent

Tools

Microsoft Office

Job description

Service Account Executive - Security & Fire

My client, a well-established systems integrator in the physical security space, is looking for an Account Executive to grow their service business at the enterprise level. This is a hunting role. You'll be selling maintenance agreements, upgrades, and small projects into new and existing accounts, with a strong emphasis on service contracts and service agreements rather than one-off system installs.

Candidates should come from a service-sales background, ideally with exposure to maintenance or support agreements, upgrade or retrofit projects, and some familiarity with major access control or video management platforms.

What You'd Be Doing

• Prospecting new customers and selling the company's service capabilities - maintenance agreements, upgrades, and small projects within the security line of business (software support, preventative/routine maintenance, small projects, managed services, and cyber assurance).
• Mining the existing customer base for accounts without an active maintenance agreement, partnering with the broader sales team to demonstrate the value of ongoing service.
• Partnering with the solutions-sales and operations teams to spot and sell upgrade, retrofit, and enhancement opportunities within accounts that aren't yet using the full service offering.
• Identifying and qualifying new prospects within an assigned territory, and proactively building relationships with decision-makers, owners, and facility/building managers.
• Working cross-functionally with vertical business development and enterprise account teams to penetrate target verticals such as education, healthcare, and commercial/industrial buildings.
• Representing the company at industry events, trade shows, and professional associations to build the brand and pipeline.
• Translating customer requirements into customized service plans and solutions, working with estimating and operations to build accurate cost proposals.
• Negotiating favourable terms and conditions - payment timelines, milestones, mobilization - and reviewing contract scope, cost control, and delivery commitments.
• Keeping the internal execution team informed with clear documentation through the full deal lifecycle - pre-bid, estimating, legal, risk, and handover.
• Flagging risk early and building mitigation plans to protect margins and delivery timelines.

What You'll Bring

• Strong consultative/value-based selling skills, with a track record of uncovering customer needs and building solutions around them.
• Comfortable operating independently, proactive, and adaptable when priorities shift.
• Strong verbal, written, and presentation skills, with the ability to influence stakeholders and build consensus at multiple levels.
• Demonstrated experience managing large or strategic accounts.
• Solid negotiation skills and working knowledge of Microsoft Office.
• General understanding of IT networking principles as they relate to security systems.

Requirements

• 5+ years in account development or sales, ideally including service-based/recurring-revenue sales.
• Certifications in electronic security are an asset (Lenel, Genetec, CCURE, AMAG, or similar)
• Background in value-based selling of intangible services (e.g., telecom, software, logistics, networking, print/managed services) is required.
• Security industry experience is preferred but not mandatory.
• High school diploma or equivalent; valid driver's license with a clean record.

Why This Role

Beyond the compensation package, what stands out about this client is the culture, it's genuinely colleague-focused, with a long track record of investing in the people who work there. They offer:

• Competitive base salary plus incentive/commission plan
• Company-paid holidays and paid time off
• Comprehensive benefits from day one (medical, dental, and more)
• Employer-matched RRSP contributions
• Vehicle reimbursement plan
• Employee/colleague assistance program
• An annual paid day dedicated to community/volunteer work
• A safety-first, inclusive work environment