SMB Account Executive

Procore; Ontario (CA); On-site; USD 45,000 - 62,000; Full time

Job summary

Procore is seeking an SMB New Logo Account Executive to join our sales team in Toronto. You will acquire new mid-sized customers for Procore's construction project management platform, handling inbound leads and outbound prospecting through to closing.

You'll source opportunities, conduct discovery, and manage relationships while communicating the value of Procore. This role emphasizes new business, quota attainment, and collaboration with marketing and product teams.

Qualifications

• Demonstrated experience in software sales, preferably B2B.
• Consultative, solution-based sales approach.
• Proven ability to build and manage pipeline and forecasts.

Responsibilities

• Identify target accounts to source new business opportunities via cold calling, LinkedIn, email, etc.
• Develop and execute prospecting plans for territory development to establish rapport and create opportunities.
• Network and research accounts, identify key players, and generate interest.
• Timely follow up and qualification with new inbound leads.
• Maintain accurate information within leads, opportunities, and accounts in Salesforce.com.
• Maintain accurate and up-to-date forecasts and provide sales reports.
• Understand competitors to articulate Procore value proposition.
• Meet or exceed monthly and quarterly sales targets.
• Obtain repeat business, referrals, and references through understanding customer needs.

Skills

Software sales (B2B)

Consultative selling

Inside/outside sales

Pipeline management

Communication

Microsoft Office

Education

BA/BS or equivalent experience

Tools

Salesforce.com

GONG.io

Outreach.io

MS Office

Job description

We're looking for an SMB New Logo Account Executive to join Procore's Sales team. In this role, you'll apply an understanding of Procore's products, sales methodology, processes, and prospecting techniques to acquire new strategic mid-sized customers that can benefit from Procore's world-class project management tool for the construction industry. This position's primary function is new account acquisition, where you'll grow revenue with new product sales to our prospective leads. This includes following up on inbound leads, prospecting, qualifying, solution selling, negotiation, and closing.

This position can be based in our Toronto, ON office. We are looking for candidates to join us immediately!

What you'll do:

• Identify target accounts to source new business opportunities via cold calling, LinkedIn, email, etc.
• Develop and execute prospecting plans for territory development to establish rapport, build relationships, and create opportunities
• Network and research accounts, identify key players, generate interest and execute discovery calls to identify business outcomes and alignment with Procore benefits
• Timely follow up and qualification with new inbound leads generated by marketing
• Maintain accurate information within leads, opportunities, and accounts in Salesforce.com as your primary source of truth and system of record
• Maintain accurate and up-to-date forecasts; provide sales management with reports on sales activities and projects as requested
• Pursue and increase knowledge of key competitors to ensure that our value proposition is effectively communicated to customers
• Achieve or exceed monthly and quarterly sales targets
• Obtain repeat business, referrals, and references by applying an understanding of the unique requirements of your prospects

What we're looking for:

• BA/BS or equivalent experience preferred
• 2+ years of demonstrated successful software sales, preferably B2B
• Experience using a consultative, solution-based sales methodology desired
• Proven record of success in an inside sales and or outside sales based selling model
• Proven ability to build and manage pipeline and forecasting
• Excellent communication skills via telephone, virtual (Zoom) meetings and email with customers
• Resilient and able to thrive in a fast-paced sales environment
• Skilled in developing trusted relationships with new prospects and customers
• Proficiency in Microsoft Office products and online collaboration tools
• Experience with CRM and opportunity management systems, preferably Salesforce.com, GONG.io, and Outreach.io

Additional Information

Base Pay Range:

63,399.84 - 87,174.78 CAD Annual

On Target Earning Range:

126,799.68 - 174,349.56 CAD Annual

This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate's job-related skills, experience, education or training, and location.