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.

Own and run a fast-paced, high-volume sales cycle

• Manage 50–80 opportunities when your 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, confident 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.

• You consistently achieve or exceed new ARR quota (with a ramp plan in year one).
• You maintain high conversion rates despite running a large volume of deals.
• Your pipeline is clean, organized, and predictable.
• You stay calm, structured, and effective in a fast-paced environment that others may find overwhelming.
• You develop strong territory procurement knowledge and leverage it to gain competitive advantage.

Required

• 3–5+ years of quota-carrying sales experience (SaaS or public sector).
• A track record of being a consistent overachiever — top 10% in your 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 — you 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.

Meaningful Impact

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

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

We take our mission seriously—but we believe in humor, humanity, and enjoying the work.

Honesty. Audacity. Unity. These guide how we work…