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:
Skills Required
- 5+ years of quota carrying sales experience, particularly in a B2B SaaS environment
- Experience selling a complex sales cycle that typically involves C-suite decision makers
- Proven ability to acquire new logos and grow client accounts within first 12 months
- Experience selling into Oil & Gas, Mining, or Utilities
- Proficient with Salesforce, ZoomInfo, Gong, LinkedIn Sales Navigator and MS Office (Outlook, Word, Excel, PowerPoint)
- Strong discovery skills and ability to articulate ROI to decision makers
- Presentation skills to demonstrate value in person, via webinar, and by phone
- High drive, grit, discipline, competitive mentality, and team-player attitude
- Ability to develop and execute comprehensive territory and business plans
What We Do
Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
