Commercial Account Executive - Mid-Market, Canada

Remote; San Francisco (CA); Remote; USD 78,000 - 114,000; Full time

Benefits offered by this job

Fully remote

Equity compensation

Employee Stock Purchase Plan

Growth & Development Fund

Comprehensive benefits

Parental leave

Employee Resource Groups

International collaboration

Job summary

Partner Company is seeking a Commercial Account Executive - Mid-Market to drive revenue growth across Canada in a fully remote setting. You will manage a broad portfolio, lead value-based sales conversations with both technical and business stakeholders, and collaborate with cross-functional teams to close opportunities and expand deployments of an AI-powered DevSecOps platform.

You will own the sales process from prospecting through to closing, with focus on expansion, adoption, and long-term

Qualifications

• Experience selling SaaS solutions to mid-market customers.
• Ability to manage a mid-market territory and a broad portfolio of accounts.
• Strong consultative selling, discovery, negotiation, and closing skills.
• Experience generating outbound opportunities and building a healthy pipeline.
• Familiarity with MEDDPICC and Command of the Message.
• Excellent communication and presentation skills.

Responsibilities

• Own and manage a portfolio of mid-market Canadian accounts, driving expansion.
• Identify opportunities to grow relationships with under-invested accounts.
• Present AI-powered DevSecOps platform value to technical and business stakeholders.
• Build a healthy pipeline via outbound prospecting and follow-up.
• Lead value-based sales cycles using MEDDPICC and Command of the Message.
• Collaborate across Sales, Solutions, CS, Renewals, Marketing, partners.
• Support adoption and long-term value, addressing churn risks.
• Contribute to revenue forecasts, QBRs, and territory planning.
• Share feedback to improve sales playbooks and product.

Skills

SaaS sales

Mid-market

Value-based selling

Outbound prospecting

Cross-functional collaboration

Negotiation

Communication

Travel willingness

MEDDPICC

Command of the Message

Tools

MEDDPICC

Command of the Message

Job description

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Commercial Account Executive - Mid-Market based in Canada.

In this fully remote role, you will drive revenue growth by developing and expanding relationships with mid-market customers across Canada. You will manage a broad portfolio of accounts, focusing on identifying expansion opportunities and increasing customer adoption of an AI-powered DevSecOps platform. Acting as a trusted advisor, you will engage with technical and business stakeholders to understand their challenges and deliver solutions that generate measurable business value. You will lead the sales process from prospecting and discovery through negotiation and closing, while supporting long-term customer success. Working alongside cross-functional teams, you will contribute to pipeline development, strategic account planning, and revenue growth. This is an opportunity to join a collaborative, international sales environment at the intersection of AI, software development, and cybersecurity.

Accountabilities

• Own and manage a portfolio of mid-market accounts across Canada, serving as the primary point of contact and focusing on expansion opportunities.

• Identify opportunities to grow existing customer relationships, particularly with accounts that have low to moderate levels of current investment.

• Present the value of an AI-powered DevSecOps platform, tailoring sales conversations and solutions to customers' technical requirements and business objectives.

• Build and maintain a healthy sales pipeline through proactive outbound prospecting, opportunity qualification, and consistent follow-up.

• Lead structured, value-based sales cycles using methodologies such as MEDDPICC and Command of the Message, ensuring clear documentation of buying criteria, decision-making processes, stakeholders, and next steps.

• Collaborate with Sales Development, Solutions Consultants, Customer Success, Renewals, Marketing, technical teams, and external partners to coordinate account strategies and successfully close opportunities.

• Support customer adoption and long-term value realization while proactively addressing churn and contraction risks.

• Contribute to accurate revenue forecasting, quarterly business reviews, and territory planning.

• Share customer feedback, market insights, and win/loss analysis to improve sales strategies, internal playbooks, and product development.

Requirements:

• Demonstrated experience selling SaaS solutions, with the ability to lead value-based conversations involving both technical and business stakeholders. Experience working with software development or DevSecOps teams is an advantage.

• Proven ability to manage a mid-market territory and a broad portfolio of accounts, taking ownership of the sales process from prospecting through closing, adoption, and expansion.

• Strong relationship-building, consultative selling, discovery, negotiation, and closing skills, with a focus on delivering long-term customer value.

• Experience generating outbound sales opportunities, maintaining a consistent prospecting rhythm, and developing a healthy, qualified pipeline.

• Familiarity with structured sales methodologies, ideally MEDDPICC and Command of the Message.

• Strong organizational skills and the ability to maintain accurate account records, territory plans, and revenue forecasts.

• Excellent communication and presentation skills, with the ability to articulate complex technical solutions and business value to stakeholders at different organizational levels.

• Collaborative mindset and experience working effectively with cross-functional teams, including sales development, customer success, renewals, technical specialists, and partners.

• Genuine interest in software development, open-source technologies, AI, and DevSecOps solutions.

• Willingness and ability to travel occasionally for customer meetings, company events, training sessions, and team offsites.

• Must be currently located in Canada.

Benefits:

• Fully remote working environment, with location flexibility within eligible countries.

• Flexible paid time off to support work-life balance.

• Equity compensation and access to an Employee Stock Purchase Plan.

• Growth and Development Fund to support continuous learning and professional development.

• Comprehensive benefits designed to support physical health, financial security, and overall well-being.

• Parental leave policies to support employees and their families.

• Team Member Resource Groups that encourage inclusion, connection, and community.

• Collaborative international working environment with opportunities to exchange knowledge and develop professionally.