Account Executive, Smart Cities

Who we are

Innovate Cities is a members-based organization with a focus on accelerating the development
and commercialization of Smart Cities innovation. Our mission is to position Canada as a global
leader in Smart Cities.

Innovate Cities is offering a suite of technologies to enhance safety, sustainability and resiliency
in the urban built environment. The technology is comprised of leading Canadian innovations,
including Internet of Things, Indoor Mapping and Wayfinding, Occupancy and Environmental
Sensing, Workplace Analytics, and more.

Innovate Cities will be demonstrating this technology suite across different urban built
environments, including but not limited to: healthcare, post-secondary institutions, offices and
commercial real estate.

Who we are looking for

Innovate Cities is looking for an experienced, energetic and results-oriented Account Executive (Contract) to join our rapidly growing team.

As an expert communicator, you will serve as the vital point of contact between our clients and internal team. You will be responsible for sourcing and cultivating new relationships, generating leads, gaining a deeper understanding of clients’ needs, while building, qualifying, managing, and controlling a sales pipeline. You will collaborate and strategize with our internal team on the sales process and assist in selling Innovate Cities’ solutions.

You are someone who thrives in a fast-paced and empowered environment. You are a team player with experience selling enterprise solutions that challenge the status quo, are empathetic, exceed goals and have excellent communication skills that drive success in the market.

What you will be doing

• Build value-based relationships with existing customers and prospects to uncover upsell and net new opportunities by educating them on the benefits of Smart City solutions
• Create strategic account plans to be communicated across internal selling team and to help gain buy-in from customers and prospects for future growth
• Organize, and structure your sales processes from lead generation, value creation to negotiation and closing
• Manage entire sales cycle to deliver key metrics
• Follow up on any account activity including requests, changes and additional client inquiries
• Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors. Regularly communicate product and service updates to identify and grow project opportunities
• Negotiate contract terms with clients and communicate terms to internal and external stakeholders
• Collaborate with IC Technology Partners to define and scope projects
• Create client presentations to multiple stakeholders. This can include C-suite level executives, Corporate Real Estate Leaders, IT Leaders, Facility Managers, and Staff Engineers.
• Monitor the Innovate Cities’ website traffic levels and any notable activity to identify potential leads and/or respond to any requests if applicable

You will need

• Minimum 5-8 years sales and/or account executive experience, preferably within a B2B environment in SaaS or software environment
• Consistent track record of meeting / exceeding quota and closing six-figure (plus) deals
• Proven ability in selling technology solutions to C-level, SVPs, VPs and Director level individuals
• Demonstrated ability to prospect, generate sales pipeline and drive results in a fast-paced and competitive growth environment (some leads will be provided)
• Proficiency in CRM software, HubSpot is a plus
• Experience developing sales strategies for your customer vertical and building/executing on your account/vertical plans
• Strong Hunting experience – cold calling, email marketing and networking is your specialty
• Enthusiastic and passionate about emerging technology
• Customer Focus: demonstrates a desire to proactively help and serve internal/external customers meet their needs
• Resilience, Tolerance for Change/Ambiguity: can effectively cope with change, finding ways to advance work and projects