Account Executive

Canals; United States; Hybrid; USD 120,000 - 180,000; Full time

Job summary

Canals, a remote-first software company serving wholesale distributors, seeks an Account Executive to shepherd six-figure deals through multi-month cycles and grow a broad set of accounts. You will own the sales process from first meeting to close, travel up to 25% for conferences, and collaborate with stakeholders up to the C-suite while advancing Canals' expanding product suite.

Join a profitable, fast-growing team of ~100 across North and South America, dedicated to great products and

Qualifications

• 5–7+ years experience closing multimillion-dollar B2B SaaS deals.
• Structured, consultative sales process with 3–9 month cycles.
• Willing to travel up to 25% for conferences and client meetings.

Responsibilities

• Research and tailor each meeting with audience-specific insights.
• Understand clients' challenges and articulate value precisely.
• Demonstrate product breadth to stakeholders and executives.
• Prepare compelling proposals for next-step decisions.
• Create collateral to support current and future deals.
• Defend terms and value across up to 12 negotiation rounds.
• Think creatively to overcome reservations while preserving value.
• Close deals and drive revenue.

Skills

Account leadership

Consultative selling

B2B SaaS sales

Deal closing

Stakeholder management

Job description

About Canals

Canals builds software for wholesale distributors, helping them operate more efficiently through automation and AI.

Our customers are the companies responsible for moving the materials that power the real economy; electrical supplies, plumbing products, roofing materials, HVAC equipment, and more. Every day, thousands of people rely on Canals to help process orders, manage purchasing, handle accounts payable, and streamline critical business workflows.

We're a profitable, rapidly growing company with a team of roughly 100 people distributed across North and South America. We care deeply about building great products, hiring exceptional people, and creating an environment where talented individuals can do the best work of their careers.

The Role

We’re seeking an Account Executive who knows how to shepherd 6-figure deals through a multi-month sales cycle, build trust with stakeholders up to the C-suite and relentlessly make the case for a product that to many prospects will seem too good to be true. You’ll own dozens of accounts from initial meeting through close and upselling, and executing along the way.

What You'll Do

• Research and enter every meeting armed with information about your audience and their business.
• Listen and understand deeply each prospect’s challenges and opportunities, and catch every single detail that can be used to advance our case.
• Know the product cold, and precisely demonstrate every feature so as to wow the prospect with its breadth and depth.
• Prepare and present the strongest possible proposal a prospect might accept.
• Create materials as needed to facilitate present and future deals.
• Be ready to go 12 rounds defending our terms and the value we provide.
• Think creatively to address reservations without giving up value.
• Close deals!

What You'll Bring

• Typically, 5-7+ years experience closing millions in sales across one or more fast‑growing B2B SaaS startups
• Proven ability to run a structured, consultative sales process with a sales cycle anywhere from 3-9 months, and experience in POC sales
• Comfort selling an evolving product line in a fast‑moving startup environment
• A high level of ownership, you get things done and don’t wait to be told what to do
• Hunger with the confidence to execute in a no‑nonsense team and ready to enter the most productive chapter of your career
• Exceptional written and verbal communication skills
• Ability to travel to industry conferences and trade shows 25%

Why Join Canals

We're building software that solves real problems for an industry that keeps the world running. Our customers rely on our platform every day to operate their businesses.

We've found strong product‑market fit and continue to grow quickly, creating opportunities for people who want to have a meaningful impact on the trajectory of a company.

We believe great people build great companies. That's why we invest heavily in hiring, development, and creating an environment where talented individuals can do the best work of their careers.

You’ll work alongside ambitious, thoughtful teammates who care deeply about what they do, challenge each other directly, and have a lot of fun along the way.

We value ownership, transparency, and continuous improvement. Good ideas can come from anywhere, and people are trusted to make things happen.

We're remote‑first, flexible, and distributed across North and South America, bringing together talented people from a wide range of backgrounds and experiences.

Canals.ai is an equal‑opportunity employer. In addition to EEO being the law, it is a policy that is fully consistent with our principles. All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status such as race, religion, color, national origin, sex, sexual orientation, gender identity, genetic information, pregnancy or age.