Mid-Market Account Executive.

The Mid-Market Account Executive (Transactional AE) owns net-new business across a defined U.S. territory, selling into small and mid‑sized utilities. Typical ACVs range from $25k–$45k, with opportunities spanning $10k on the low end up to ~$80k.

Instead of managing a small number of large enterprise deals, you will run a fast‑paced, high‑volume pipeline. At peak, you may manage 50–80 active opportunities across multiple stages. This environment moves quickly and demands strong organization, discipline, and the ability to context‑switch with ease.

You will run the full sales cycle from qualification to close, partnering closely with a dedicated BDR and a shared Solutions Engineering resource. You’ll guide public‑sector buyers who are often purchasing SaaS for the first time, navigating them through procurement, internal alignment, and a structured process that keeps deals moving.

This is a hybrid role based in Toronto (GTA) with regular travel multiple times per quarter for conferences, onsite workshops, evaluation sessions, and in‑person deal acceleration.

Responsibilities

- Own and run a fast‑paced, high‑volume sales cycle with 50–80 opportunities when pipeline is at full strength.

- Lead structured discovery and qualification, ending every meeting with clear next steps.

- Respond quickly and professionally to inbound questions, follow‑ups, and proposal requests.

- Use templated proposals to move fast while managing more complex RFP responses with care.

Partner Closely with Your BDR and Solutions Engineer

- Collaborate daily with your dedicated BDR on outbound strategy, sequencing, and pipeline creation.

- Coach your BDR to improve meeting quality and funnel conversion.

- Work with a shared SE to coordinate demos, technical sessions, and evaluations.

Guide Inexperienced SaaS Buyers Through a Clear Process

- Help utilities understand how SaaS procurement works.

- Bring procurement into the cycle early to avoid surprises.

- Multithread across small stakeholder groups: operations, compliance, IT, procurement, finance.

- Create structured buying paths that reduce complexity for first‑time SaaS buyers.

Drive Urgency, Clarity, and Deal Progression

- Hold alignment sessions, value discussions, and onsite workshops.

- Leverage in‑person meetings and “test drives” to accelerate late‑stage opportunities.

- Maintain impeccable CRM hygiene and forecast with accuracy.

What Success Looks Like

- Consistently achieve or exceed new ARR quota (with a ramp plan in year one).

- Maintain high conversion rates despite running a large volume of deals.

- Keep clean, organized, and predictable pipeline.

- Stay calm, structured, and effective in a fast‑paced environment competitors find overwhelming.

- Develop strong territory procurement knowledge and leverage it to gain competitive advantage.

Requirements (Sound Like You?)

Required

- 3–5+ years of quota‑carrying sales experience (SaaS or public sector).

- Track record as a consistent overachiever — top 10% in current or previous roles.

- Ability to manage 50–80 active opportunities across multiple deal stages.

- Strong organizational rigor with unmatched follow‑through.

- Experience navigating procurement and multi‑stakeholder government buying processes.

- Comfort with 4–6 month sales cycles.

- Competitive by nature, but collaborative in practice—want the team to win with you.

- Creative, resourceful, and proactive problem solver.

- Based in the Greater Toronto Area with the ability to travel across Canada, US, and Ireland multiple times per quarter.

Nice to Have

- Public sector or utility sales experience.

- Experience in high‑velocity SaaS environments.

- Experience selling with an SE‑led demo model.

- Experience responding to RFPs.

Our Commitment To You

Meaningful Impact – You’ll be helping to transform how water utilities operate and support the sustainability of a vital global resource.

Hybrid Flexibility – Working in a hybrid model with your home base in Toronto, collaborating in person while benefiting from remote flexibility.

High‑Performance, High‑Heart Culture – We take our mission seriously—but we believe in humor, humanity, and enjoying the work.

Our Values – Honesty, Audacity, Unity. These guide how we work with customers and with each other.

Commitment to Your Growth – You’ll work with leaders dedicated to coaching, transparency, and helping you become your best professional self.

What’s in for you?

You’ll be joining Klir at a pivotal moment. We’ve established product–market fit, our AI‑powered platform is gaining industry‑wide attention, and utilities are actively seeking to modernize their operations.

As a Mid‑Market AE, you’ll benefit from:

- A highly receptive customer base.

- A dedicated BDR partner to fuel outbound pipeline.

- A strong Solutions Engineering team.

- Clear playbooks and structured sales processes.

- A mission‑driven company making meaningful environmental impact.

- A team culture that values ownership, collaboration, and performance.

- Salary: CAD $100,000-$110,000 annually + commission.

- Benefits: Canadian benefits package, unlimited vacation, MacBook Pro.

About Klir

We are hiring to make water better Before applying, we encourage you to watch this short video from our Chief Revenue Officer Jacquie Dwyer, who walks through who we are, what we do, and what makes Klir a special place to build your career.

We’ll be on a holiday break and will be back on Jan 2nd, 2026 to review all applications.

For too long, utilities have had to manage water through fragmented systems, siloed data, and workflows held together by institutional memory. As costs rise, teams shrink, and operational decisions demand real-time clarity, connected data is no longer a nice‑to‑have. It’s essential.

At Klir, our mission is simple: Make Water Better.

We believe the future of water is generative—built on connected data, clear workflows, and operational continuity. Klir is the Operational Data Hub that unifies sampling, monitoring, permits, backflow, and reuse into one connected view of the utility. When data, systems, and decisions finally flow through a single hub, teams gain the confidence, control, and time they need to focus on what actually moves water forward.

Backed by Insight Partners, Bowery Capital, and Spider Capital, Klir is one of the fastest‑growing companies in the digital water space. Utilities consistently tell us that Klir has transformed the way they work—and we’re looking for ambitious Account Executives who want to be part of a high‑growth, mission‑driven company that’s redefining an industry.

Location: This position is hybrid‑based in Toronto.

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