Account Executive

Our client is a Calgary-based technology company that has developed a specialized AI platform designed to simplify heavy regulatory friction and "red tape" within the energy and infrastructure sectors. Their tools allow professionals in highly regulated industries to automate complex workflows, streamline hearing preparations, and accelerate critical infrastructure applications. They have already seen strong commercial traction, working with some of the largest utility and energy companies in North America to move their projects to production significantly faster.

This is a full-cycle sales role for a strong individual contributor who thrives on ownership, disciplined execution, and building trusted relationships in complex enterprise environments. You will take ownership of your own pipeline and revenue targets while collaborating closely with leadership, product, and delivery teams to advance high-value deals.

What You’ll DoPipeline Ownership & Revenue Execution

• Own and manage your individual sales funnel end-to-end, including outbound prospecting and inbound lead follow-up.
• Lead discovery and qualification conversations to deeply understand a customer's regulatory and organizational challenges.
• Deliver tailored, consultative product demos and manage the commercial negotiation and closing process.
• Consistently build and maintain a healthy pipeline aligned to individual revenue targets.

Deal Stewardship & Customer Engagement

• Drive deals forward with urgency and strong follow-through in complex, multi-stakeholder buying environments.
• Support customers through pilots, security reviews, procurement processes, and contract discussions.
• Coordinate with internal Product and Technical teams to ensure accurate scoping and a smooth transition once contracts are signed.
• Manage the commercial aspect of the pilot phase to ensure successful conversion and identify expansion opportunities within large accounts.

Sales Discipline & Collaboration

• Maintain strong CRM hygiene in HubSpot, including accurate forecasting, activity tracking, and clear next steps.
• Participate actively in weekly sales meetings and provide feedback from the field to improve messaging and positioning.
• Represent the company at industry events, conferences, and ecosystem gatherings to generate new conversations.
• Share learnings and best practices to support team growth while operating within established sales playbooks.

Required Superpowers

• Enterprise Sales Experience: Proven experience in full-cycle B2B or enterprise SaaS sales, specifically managing complex cycles with multiple stakeholders.
• Industrial or Regulated Sector Context: Experience in energy, utilities, infrastructure, mining, or other highly regulated industries is a major asset.
• Prospecting Skills: Strong outbound prospecting skills and the ability to self-generate a healthy pipeline.
• Technical Fluency: Comfortable navigating technical, legal, security, and procurement conversations with expert personas.
• Operational Discipline: Highly organized and disciplined in sales process execution with experience using CRM systems like HubSpot.
• Builder Mindset: Self-motivated and comfortable operating with autonomy while collaborating within a small, fast-paced team.

This is an opportunity to join a company with a mission-critical product at a pivotal stage, where you will have a direct hand in shaping the sales playbook and building long-term partnerships with major industrial companies.