Account Executive

1 month ago

Calgary, Canada Xpan Interactive Full time

We are Xpan

Since 2001, Xpan Interactive has been at the cutting edge of learning and development in a range of sectors, creating comprehensive, impactful training solutions that transform learning experiences. Our company is remote-first with personnel across the country from coast-to-coast. Our culturally diverse workforce welcomes members of every community, and our leadership team is proudly 50% female, We are committed to a culturally diverse workforce that celebrates the unique backgrounds and perspectives of each team member.

Our work leverages the latest in learning technologies—such as 3D simulations, Augmented Reality (AR), Virtual Reality (VR), eLearning courses and enhanced PowerPoint slides for the classroom—Xpan consistently delivers high-performance training solutions for any learning need.

Summary

Xpan’s Account Executive (AE) is responsible for building and growing relationships within our global categories of clients. Your role will focus approximately 75% on revenue growth opportunities within existing client accounts (farming) and 25% on generating net new opportunities (hunting) to achieve goals for our learning services and technology products divisions.

You’ll find yourself working collaboratively with a wide group of Xpaners as the internal voice of the customer. This is a strategically important position often involving engagement with our senior leadership team to define solutions, develop proposals, and prepare presentations highlighting our value propositions. As a strong communicator, you’ll build effective relationships with internal and external stakeholders to ensure aligned outcomes and project success. As an experienced sales professional, you’ll bring new ideas and approaches to help our business development team continue to grow and exceed our goals.

Xpan is a remote-first company. This role can be performed in any province or territory in Canada.

Here's What You’ll Do

In this role, you’ll have the opportunity to drive meaningful client relationships, contribute to business growth, and engage actively with both our clients and internal teams. Success is measured not just by hitting targets, but by building lasting connections, delivering value, and continuously growing both personally and professionally. If you’re ready to make an impact and thrive in a dynamic, collaborative environment, we’d love to hear from you

**1. Account Management**

**Description**:
Our existing account relationships are vital. Building strong connections requires frequent touchpoints like informal chats, account review meetings, project discussions, and sharing relevant information.

**Success Metrics**:

- Clients rely on your support for organizational learning and value your outreach.
- You understand clients’ internal needs and stakeholder goals.
- **Targets**:

- 90% account retention with 80% client satisfaction ratings.
- 1-2 referrals per quarter from existing accounts.
- Joint case studies, social media engagement, and awards.
- Year-over-year revenue growth.
- Overall sales quota attainment.

**2. Prospecting Net New Business**

**Description**:
While maintaining accounts is top priority, bringing in new clients is essential. Keeping a full sales funnel requires consistent outreach.

**Success Metrics**:

- **Targets**:

- 1 new client acquired per quarter.
- Social network growth of 15% per quarter.
- Overall sales quota attainment.

**3. Deal Work**

**Description**:
Developing client solutions requires cross-functional collaboration and time to ensure proposals meet client needs and internal goals.

**Success Metrics**:

- Client needs are well represented in proposals.
- Internal teams support and are invested in each deal.
- Project budgets maintain strong cost margins.

**4. Personal and Professional Development**

**Description**:
As a learning-focused organization, we encourage all team members to pursue continuous growth. This could include joining industry associations, attending webinars, or engaging in self-guided learning.

**Success Metrics**:

- You are actively growing in knowledge and skill within your role and industry.
- You offer valuable advice to clients based on current trends.
- You feel fulfilled, with a career path aligned to personal goals.

**5. Social Engagement**

**Description**:
Engagement on social media is key to our business development. Connecting with clients and their networks keeps you visible and involved in their ecosystems.

**Success Metrics**:

- You are connected with key client contacts and relevant individuals within their organizations.
- You build a network that strengthens your professional profile and long-term career.

**6. Internal Connections and Admin**

**Description**:
Collaborating with internal teams is integral to our culture. This includes updating records, completing administrative tasks, and participating in internal projects.

**Success Metrics**:

- **Targets**:

- CRM records updated wit

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