Senior Commercial Account Executive

CanadaRemoteFull-timesenior

SalesCommercial Account Executive

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Quick Summary

Key Responsibilities

Achieve and exceed assigned new monthly recurring revenue (MRR) and overall revenue targets through new customer acquisition and account expansion.

Technical Tools

SalesCommercial Account Executive

As a Senior Commercial Account Executive, you will drive revenue growth by acquiring new customers and expanding relationships within large, complex commercial accounts. You will develop strategic territory and account plans, identify high-value opportunities, and build relationships with key business and technical stakeholders. Using a consultative sales approach, you will position advanced connectivity, network infrastructure, and security solutions to address diverse customer needs. You will manage complex, multi-product sales cycles from initial prospecting and discovery through negotiation and closing. Working closely with cross-functional teams, you will help customers develop long-term, multi-service partnerships while consistently achieving ambitious revenue targets. This role offers an opportunity to influence commercial growth in a dynamic telecommunications and technology environment.

In this role, you will lead strategic prospecting, account development, and complex solution selling across an assigned commercial territory. Your main responsibilities will include:

Achieve and exceed assigned new monthly recurring revenue (MRR) and overall revenue targets through new customer acquisition and account expansion.
Develop and execute strategic territory and account plans, prioritizing high-potential prospects based on market opportunities, network capabilities, and long-term growth potential.
Use SalesLoft to create and manage targeted, multi-threaded prospecting campaigns that engage multiple decision-makers, influencers, and technical stakeholders.
Identify high-value commercial accounts and establish initial opportunities that can develop into broader, multi-product customer relationships.
Build strong relationships with business leaders, technical decision-makers, and other stakeholders to uncover customer needs and sales opportunities.
Conduct detailed discovery sessions to understand customer objectives, network requirements, challenges, and future initiatives.
Position tailored solutions across fiber infrastructure, transport, IP, SD-WAN, edge, and security services using a consultative, trusted-advisor approach.
Manage complex opportunities involving multiple products, locations, stakeholders, and solution requirements, coordinating the necessary internal and customer resources.
Lead the full sales cycle, including discovery, qualification, solution development, business-case preparation, proposals, commercial negotiations, and closing.
Develop newly acquired customers into long-term, multi-service relationships and identify opportunities to increase recurring revenue.
Apply established sales methodologies and best practices to account planning, opportunity qualification, pipeline management, customer engagement, and deal progression.
Maintain a healthy and accurately qualified sales pipeline, providing timely forecasts and clear updates on opportunity stages, expected revenue, close dates, probabilities, commitments, and next steps.
Keep Salesforce records accurate and up to date, including account, contact, activity, and opportunity information.
Collaborate with Sales Engineering, Product, Operations, Legal, Finance, Marketing, and other internal teams to develop solutions, resolve obstacles, and close opportunities successfully.
Maintain strong knowledge of network capabilities, product offerings, market trends, competitors, and evolving customer requirements.
Share market insights and successful sales practices with colleagues, contributing to a collaborative and performance-driven sales culture.

Requirements

~2 min read

The ideal candidate combines a strong track record in B2B sales with technical knowledge of telecommunications and network infrastructure. You should be comfortable independently managing complex sales opportunities, engaging senior stakeholders, and coordinating cross-functional teams. The following qualifications are expected:

Bachelor's degree or an equivalent combination of education and relevant professional experience.
At least 5 years of successful B2B sales experience, preferably in telecommunications, technology, network infrastructure, or a related industry.
Proven ability to acquire new customers, develop commercial accounts, and consistently meet or exceed sales and revenue targets.
Experience managing and closing large, complex B2B opportunities involving multiple stakeholders, locations, products, or solution requirements.
Strong understanding of telecommunications and network infrastructure, particularly fiber infrastructure, transport, IP, SD-WAN, edge, and/or security services.
Ability to conduct sophisticated discovery, understand business and technical requirements, and translate customer needs into compelling solutions.
Demonstrated success building relationships with multiple decision-makers, technical stakeholders, and influencers within customer organizations.
Experience creating strategic account plans and executing targeted prospecting and account-development strategies.
Proficiency with SalesLoft or comparable sales engagement platforms, including multi-persona prospecting and personalized outreach campaigns.
Ability to independently manage the complete sales process, from qualification and solution development to proposals, negotiations, and closing.
Strong proficiency with Salesforce CRM or similar platforms, including pipeline management, opportunity tracking, and sales forecasting.
Ability to follow structured sales methodologies and maintain discipline in account planning, qualification, forecasting, and execution.
Strong business acumen and the ability to communicate value effectively to both technical and business audiences.
Excellent verbal and written communication, presentation, negotiation, and interpersonal skills.
Strong organizational and time-management abilities, with the capacity to manage multiple large accounts and complex opportunities simultaneously.
Self-motivated, competitive, and accountable, with the ability to work independently and coordinate cross-functional resources effectively.
Willingness and ability to travel as required to support customers and territory activities.