Account Executive

Novara provides safety, operational risk management, and sustainability software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations manage operational risk proactively with a system they can configure to fit their operations, data that unifies risk and safety intelligence, and tools that increase workforce participation. Novara’s combination of software, training, and AI-powered tools put people and safety first while protecting critical operations.

Position Description:

Novara is experiencing significant growth and, as such, we are growing our sales team to accelerate that even further. The Canadian Account Executive is a very important member of the sales team, responsible for helping Novara achieve top-line revenue growth by identifying and closing new sales opportunities within Canada. It’s an exciting opportunity where the market is enormous and either untapped or occupied with large, unwieldy incumbents.

The role is focused on sellingNovara’s Environmental Health & Safety (EH&S) compliance and operational efficiency software into various industrieswith a particular focus onhigh riskindustries such as Oil & Gas, Mining, etc. Our software serves as the central hub of activity for growing compliance and safety departmentsseekingan adaptable, quick-to-implement solution featuring built-in best practices that accelerate business processes for compliance and risk professionals. This is a challenging, exciting role that will test your sales skills, strategic thinking capabilities, and resilience.

Additionally, this role will be dedicated to expanding Novara’s presence within Canada andhave the ability tosell across Novara’s TAM within Canada.Whileparticular experienceselling intothe verticals mentioned aboveis preferred,the role will be able to sell intomany different verticals includingManufacturing&Construction.

Responsibilities:

• Own the business plan foracquiringnew logo targetsin Canada
• Expand and grow new client accounts during first 12 months
• Actively prospect for new opportunities withinCanadaand act on inbound leads with urgency
• Build andmaintaina pipeline that is 4x annual quota target
• Effectively manage the full sales-cycle, including contract generation and other deliverablesrequiredto close new business
• Prioritize opportunities and coordinate internalNovararesources to provide the best client experience
• Develop and execute a comprehensive territory plan
• Use Salesforceto continuously update andmaintainactive deals for pipeline management, daily activity, and sales forecasting
• Rapidly become proficient in the value proposition ofNovara’s offering anddemonstratethe ability to deliver that message in person, viawebinarand by phone
• Activelyparticipatein team meetings, share best practices, andmaintaina positive, team player attitude – motivating others as necessary
• Collaborate cross-functionally with Marketing, SDRs, Product, Implementation, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-termNovarastrategy

Knowledge, Experience, Requirements:

• Generally,5+ years of quota carrying sales experience, particularly in a B2B SaaS environment
• Experience selling into theOil & Gasand/orMiningandUtilitiesis a plus
• Experience selling a more complex sales cycle thattypicallyinvolves the C-Suite
• Possess Grit, Discipline, and Competitive Drive
• High intensity and drive to achieve immediate results,meetingand exceeding sales targets
• Discovery Skills: can uncover pain points, strong intellectual curiosity to uncover why buyers will buy and how toleveragethat informationto articulate ROI todecision makers
• Presentation skills: can connect the dots and clearly communicate how the solution solves the customers’ pain pointsbut more importantly has a positive impact on the business.
• Proficient working with modern tools and technologies, for example Salesforce, ZoomInfo,Gong,LinkedIn Sales Navigator, etc. as well as MS Office suite (including Outlook, Word,Exceland PowerPoint)
• Positive attitude and a team player

Success Criteria:

• Ambitious. You know how to define personal su