Account Executive

About Worksoft 

Worksoft empowers business and IT to deliver flawless applications faster and more efficiently with the ability to discover, document, test, and automate end-to-end business processes in pre-production and production environments. 

Our solutions ensure business process quality and resilience by automating tests for SAP, Oracle, and other enterprise applications. Recognized by global enterprise customers and top system integrators as the "gold standard" for SAP automated testing. 

Worksoft's automation is embedded into their ERP practices to support Agile, DevOps, and SAFe methodologies and accelerate digital transformations. 

Role Overview

We are seeking an experienced Account Executive to drive new business and expand existing relationships across the East North America and Eastern Canada territory. The ideal candidate will be a proven enterprise sales professional with a track record of exceeding quota and building long-term customer relationships in the software/technology space. 

Key Responsibilities 

 Sales & Revenue Generation 

Own and execute on annual sales quota for East North America and Eastern Canada territory Drive new logo acquisition through prospecting, qualification, and closing enterprise deals Manage complex, multi-stakeholder sales cycles with deal sizes ranging from $100K to $1M+ Develop and execute territory plans to maximize market penetration and revenue growth Negotiate contracts and pricing with C-level executives and key decision makers 

 Account Management & Expansion 

Build and maintain strategic relationships with existing enterprise customers Identify expansion opportunities within current customer base through account mapping Collaborate with Customer Success team to ensure high customer satisfaction and retention Execute account-based selling strategies to maximize wallet share 

 Business Development & Pipeline Management 

Research and identify target prospects within assigned territory Conduct compelling product demonstrations and presentations to technical and business audiences Maintain accurate pipeline forecasting and reporting in CRM systems Collaborate with marketing on demand generation campaigns and events 

 Partnership & Collaboration 

Work closely with partner and alliances team on joint opportunities Collaborate with technical sales engineers and solution consultants on complex deals Partner with inside sales team for lead qualification and appointment setting Coordinate with professional services team on implementation discussions 

 Market Intelligence 

Stay current on industry trends, competitive landscape, and customer needs Provide feedback to product and marketing teams on market requirements Represent Worksoft at trade shows, conferences, and customer events 

Required Qualifications 

 Experience & Skills 

10+ years of enterprise software sales experience with proven track record Demonstrated success selling complex, technical solutions to enterprise customers Experience managing sales cycles of 6-18 months with multiple stakeholders Strong background selling to IT and business decision makers Previous experience with SAP, Oracle, or ERP ecosystem preferred Track record of consistently achieving or exceeding annual quotas ($1M+ annual quota experience) 

Core Competencies 

Executive ROI Selling: Proven ability to articulate business value and ROI to C-level executives  Sales Methodology: Proficiency with established methodologies (MEDDIC, Challenger, Solution Selling)  Partner Ecosystem: Experience with large global system integrators and channel partners  Relationship Building: Builds trust and long-term customer partnerships  Results-Driven: Consistently achieves revenue targets and quota performance 

Preferred Qualifications 

Bachelor's degree in Business, Engineering, or related technical field MBA or advanced degree preferred Experience with Salesforce CRM and sales engagement tools Knowledge of test automation, DevOps, or digital transformation initiatives Existing relationships within East Coast enterprise accounts Experience in high-growth or venture-backed technology companies  

Territory Coverage 

East North America and Eastern Canada region  

What We Offer 

Competitive base salary plus aggressive commission structure Remote work flexibility with quarterly team meetings Extensive travel opportunities to build customer relationships Opportunity to work with cutting-edge automation technology 

 Success Metrics 

Achievement of $1.35M annual quota and revenue targets New logo acquisition within territory Account penetration and expansion rates Pipeline generation and conversion metrics Customer satisfaction and retention scores Forecast accuracy and deal progression velocity 

Role Details

Location: Greater Toronto Area - Remote Compensation:  275,000 to 330,000 CAD - 50/50 split - dependent on experienceTravel Required: Yes, up to 50% for customer meetings, events, and team gatherings Reports To: VP, North America Sales 

What Sets Us Apart? 

Opportunity to make a significant impact in a rapidly growing company You will be challenged and encouraged to broaden your skills Great health benefits, PTO, and holiday policies Casual and flexible work environment Work with industry-leading automation technology 

Worksoft Values

• People Matter Most - Listen, respect, care, and assume best intentions.
• Customers are Our Why - We succeed when our customers and partners do.
• Do What's Right - Even when it's hard.
• Own It. Find a Way - Own the challenge and make it happen.
• Stay Curious, Keep Learning - Think beyond the task and create value.

Equal Employment Opportunity

Worksoft is an Equal Employment Opportunity employer committed to providing equal opportunities to all employees and applicants without regard to race, color, religion, sex (including pregnancy, sexual orientation, gender identity, and gender expression), national origin, age (40 or older), disability, genetic information, veteran status, or any other legally protected characteristic. All qualified applicants will receive consideration for employment without discrimination. 

Worksoft is committed to creating a diverse and inclusive workplace where our colleagues can be themselves, have equal opportunities, and can perform at their best. 

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