Account Executive in Winnipeg

Novara provides safety, operational risk management, and sustainability software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations manage operational risk proactively with a system they can configure to fit their operations, data that unifies risk and safety intelligence, and tools that increase workforce participation.

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. 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.

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.
• Problem-Solver. When issues arise, you don’t stop looking for solutions until you have an answer.
• Agile. The first answer isn’t always the best.
• 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: Annual Base Salary Range of 120k-150k CAD, Annual OTE of 240k-300k CAD. As a growing company, Novara values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, and No-cost Mental Health Benefits.

At Novara, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply!