Account Executive

Job description

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 selling Novara’s Environmental Health & Safety (EH&S) compliance and operational efficiency software into various industries with a particular focus on high risk industries such as Oil & Gas, Mining, etc. Our software serves as the central hub of activity for growing compliance and safety departments seeking an 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 and have the ability to sell across Novara’s TAM within Canada. While particular experience selling into the verticals mentioned above is preferred, the role will be able to sell into many different verticals including Manufacturing & Construction. ### Responsibilities: - Own the business plan for acquiring new logo targets in Canada - Expand and grow new client accounts during first 12 months - Actively prospect for new opportunities within Canada and act on inbound leads with urgency - Build and maintain a pipeline that is 4x annual quota target - Effectively manage the full sales-cycle, including contract generation and other deliverables required to close new business - Prioritize opportunities and coordinate internal Novara resources to provide the best client experience - Develop and execute a comprehensive territory plan - Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting - Rapidly become proficient in the value proposition of Novara’s offering and demonstrate the ability to deliver that message in person, via webinar and by phone - Actively participate in team meetings, share best practices, and maintain a 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-term Novara strategy ### Knowledge, Experience, Requirements: - Generally, 5+ years of quota carrying sales experience, particularly in a B2B SaaS environment - Experience selling into the Oil & Gas and/or Mining and Utilities is a plus - Experience selling a more complex sales cycle that typically involves the C-Suite - Possess Grit, Discipline, and Competitive Drive - High intensity and drive to achieve immediate results, meeting and exceeding sales targets - Discovery Skills: can uncover pain points, strong intellectual curiosity to uncover why buyers will buy and how to leverage that information to articulate ROI to decision makers - Presentation skills: can connect the dots and clearly communicate how the solution solves the customers’ pain points but 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, Excel and PowerPoint) - Positive attitude and a team player ### Success Criteria: - Ambitious. You know how to define personal success and build a sales pipeline to get there. You’re always thinking ahead to the next sale. Novara is growing and we are all ready to celebrate your success in sales. - Problem-Solver. When issues arise, you don’t stop looking for solutions until you have an answer. You’ll rely on peers and executives alike for advice to understand the people, systems, and process issues that may be holding your sale back. - Agile. The first answer isn’t always the best. You’ll find the right recommendations for your customers by collaborating with teammates. - Listener. Connect with prospects and recommend the right solutions by collaborating with sales engineers, EHS experts and client success. - Technical. You have used Salesforce and modern tech to support your sales efforts ### Compensation: Annual Base Salary Range of 120k-150k CAD Annual OTE of 240k-300k CAD