This role is responsible for owning net-new customer acquisition within Commercial segments by converting qualified prospects into first-time customers. This role creates new annual recurring revenue (ARR) through disciplined pipeline generation, structured discovery, and execution of defined sales plays in transactional to mid-market complexity environments.
What You'll Do
- Own and deliver net-new ARR quota within assigned Commercial segment.
- Generate and maintain sufficient qualified pipeline to achieve consistent new-logo revenue targets.
- Execute defined prospecting, discovery, value articulation, negotiation, and close processes.
- Apply structured sales methodologies aligned to established go-to-market standards.
- Manage shorter sales cycles with moderate stakeholder complexity.
- Maintain accurate forecasting and disciplined CRM documentation.
- Partner with SDRs, Solution Consultants, and Marketing to progress opportunities efficiently.
- Transition closed accounts to post-sale teams upon contract execution.
- Perform other duties and responsibilities as required to support business needs.
What You'll Bring
Extensive knowledge and application of principles, theories and concepts. Complete knowledge of all job functions and the broad industry best practices, techniques and standards.
Develops solutions to complex problems where analysis of situations and/or data requires in-depth evaluation of variables. Determine the best approach to achieve results and provide suggestions to improve policies and procedures.
Work is performed independently and requires the exercise of judgment and discretion. Exercises considerable latitude in determining objectives and approaches to assignments. Work may be reviewed at a high level.
May represent the organization as primary contact on assignments and/or projects. Interacts with senior professionals and management and frequently coordinates work between departments or organizations.
Actions may impact on the organization. Failure to accomplish work will result in the inability to reach crucial organizational goals. Erroneous decisions may have a prolonged effect resulting in the expenditure of substantial resources.
What You'll Offer
- English French Writing Speaking
- Typical experience: 5+ years in related role or experience.
- Actual experience may vary depending on role complexity, geography, and internal development opportunities or a comparable mix of training, education, and experience.
- Experience in B2B sales with quota responsibility.
- Demonstrated ability to close new-logo business.
- Strong communication and discovery skills.
- Proficiency with CRM systems and sales tools.
Preferred Qualifications
Education: University degree preferred.
Experience selling into Commercial or mid-market accounts.
Familiarity with structured qualification methodologies.
Experience in subscription-based or recurring revenue environments.
Working Conditions & Physical Demands
This position requires the ability to remain in a stationary position for extended periods and involves frequent use of a computer and other standard office equipment. It also requires effective communication in person and through digital channels, occasional movement within the workspace, and handling of light materials (typically under 10 pounds). Specific vision abilities include close vision and the ability to adjust focus. It may be performed in an office, remote, or hybrid work environment, depending on business needs and applicable work arrangements. Standard working hours apply, though flexibility may be required to accommodate deadlines or collaboration across time zones. Travel may be required depending on business needs. Reasonable accommodation(s) may be made to enable individuals with disabilities to perform the essential functions.
