Position Overview
This is a full-cycle hunter sales role with an annual sales quota for new annual recurring revenue. You will own a focused portfolio of 20-30 strategic accounts within the public service, retail, healthcare, and higher education markets across North America — personally sourcing, cold calling, and qualifying every opportunity in your territory, then carrying it through discovery, proposal, negotiation, and signature. Success in this role requires outstanding software sales skills, comfort driving your own outbound pipeline, and a focus on establishing and maintaining meaningful, long-term relationships with your clients.
Solution Selling
- Apply solution-selling principles and expertise to help our clients establish their digital transformation and business intelligence initiatives.
- Assist in formulating a long-term business transformation vision for the customer for which WaitWell software and services are a core tenant.
- Generate value propositions tailored to each client’s needs and requirements.
- Develop and execute a complete sales plan including competitive counter tactics to differentiate WaitWell solutions.
- Forge long-term relationships with customers to achieve a 100% net retention rate.
- Comprehend the customer’s needs, identify business trends and implications, and map possible solutions to deliver value.
- Manage negotiations with the prospect to ensure a win/win contract.
Key responsibilities
- Own the full sales cycle — prospecting, cold calling, travelling to events and conferences, conducting discovery calls, facilitating product presentations, preparing proposals, following up on signatures on all documentation, and closing sales.
- Build and manage a focused portfolio of 20-30 strategic accounts, proactively generating and nurturing your own outbound pipeline within your target vertical.
- Work with Marketing and Executive Management to share insights and collaborate on sales strategies. Represent the voice of our customers in our operations.
- Provide transparent reporting to executive management on progress, challenges, results, and opportunities to improve.
- Cultivate outstanding client relationships by being both responsive and proactive with their needs. Continue to understand their situation as it evolves and look for ways to increase value by upselling additional WaitWell modules. You will be responsible for a 95% retention rate.
- Liaise with Product Management to deliver product enhancement or customization when necessary to ensure customer success.
- Work with Marketing to generate demand within your vertical markets through Account-Based Marketing strategies.
- Deliver an annual bookings goal of $750,000 - $1,000,000 in new annual recurring revenue.
Required skills and experience
- Bachelor level degree, preferably in a technology or business field of study.
- 5+ years of experience in software or technology sales, with a proven track record of self-sourcing pipeline through cold calling and outbound prospecting.
- Experience utilizing solution selling or similar methodologies.
- An understanding of SaaS cloud solutions is a must.
- Proven track record of achieving sales targets in a full-cycle, quota-carrying role.
- Detail oriented with strong communication skills.
- Strong negotiating skills with ability to close sales.
- Excellent presentation skills (written and verbal).
- Strong interpersonal skills working with Marketing and Product functions.
- Must be a self starter with high standards of accountability.
- Growth mindset with an attitude towards life-long learning.
- The ability to represent the company at external events and travel to client sites.
- Startup experience would be an advantage.
What WaitWell offers
- Base salary of $110,000 to $130,000 plus commission
- Health and Dental benefits
- Stock-option plan
Location
This is a hybrid position based in Calgary. WaitWell places a high value on teamwork, collaboration, and culture. A minimum of three days a week will be required at our Calgary office with the option to work remotely for the other two days, however standard office hours will be expected.
Why WaitWell?
WaitWell is a Calgary scale-up company with plans to grow our business into something massive. We are not afraid to take risks, so we try new things every day. When we win, we celebrate. When we lose, we learn. As part of a small team, you will work closely with the executive team, all of whom have decades of experience scaling SaaS companies, including some of Alberta’s most well-known tech companies. You will be close to the action and have the opportunity to learn new skills and make a contribution in an exciting, fast-paced environment.
Ready to do something big?
Send your resume and cover letter to [email protected] and let us know why you'd be a great fit for WaitWell. Please note that we reject applications produced using AI tools because we’re looking to get to know you through an authentic submission.
Pay: $110,000.00-$130,000.00 per year
Benefits:
- Casual dress
- Company events
- Dental care
- Extended health care
- Life insurance
- Vision care
Education:
- Bachelor's Degree (required)
Experience:
- Full-Cycle Account Executive: 3 years (required)
- SaaS Sales: 3 years (required)
Location:
- Calgary, AB T2H 2G4 (required)
Willingness to travel:
Work Location: In person
