As an Account Executive / Business Development Manager, you will sell research subscriptions, economic data platforms, and executive council memberships to HR leaders, C-suite executives, and economics or data-focused decision-makers (such as a CIO evaluating council membership) at mid-to-large Canadian organizations — including government — across a Canada-wide territory concentrated in the GTA and Ontario. This is a 100% new business development role — you will own the full sales cycle from prospecting to close within an assigned industry vertical, selling the organization's full product suite. Approximately 75–80% of your pipeline must be self-generated through cold outreach; 20–25% of warm leads will be supplied. This is a newly created position reporting to the Executive Director, Sales & Business Development. The base salary is $70,000 – $78,500 CAD, plus uncapped commissions.
COMPENSATION & BENEFITS
- $70,000 – $78,500 CAD base salary, plus commissions
- Year 1 OTE: $100,000 – $120,000 (at quota)
- Year 2 OTE: $110,000 – $130,000
- Uncapped quarterly commission — 10% on every sale
- Annual personal performance bonus
- Sun Life health benefits — 100% company paid — effective day one
- RRSP matching program
- 20 vacation days per year
- Laptop provided
- 100% remote — no office required
- Sign off at 1:00 PM every Friday (results-based schedule)
- Career advancement potential within 2 years
THE COMPANY & CULTURE
Our client was founded approximately 60 years ago and is a nationally recognized, non-profit, non-partisan research organization with 173 employees. Headquartered in Ottawa, Ontario, they operate as a fully virtual, remote-first organization. Their primary offerings include economic data subscriptions (inFact), eData platforms, executive council memberships, and custom research — all grounded in proprietary Canadian-focused data models. These products are used by organizations to inform compensation planning, workforce strategy, and executive decision-making. Top clients include major national retailers, financial institutions, professional services firms, and construction and manufacturing organizations. The company is actively expanding its outbound private-sector and government sales coverage for the first time, representing a strategic growth opportunity for the right candidate.
The culture is performance-driven and people-first. Leadership promotes autonomy with accountability, and the organization is structured to keep decision-making flat and collaborative. Employees consistently cite meaningful work, flexibility, half-day Fridays, and a fully remote environment as top reasons to stay.
OFFICE LOCATION & SALES TERRITORY
- Head Office: Ottawa, Ontario (no requirement to attend)
- Work arrangement: 100% remote — fully virtual organization
- Sales territory: Canada-wide. Primary concentration in the GTA and Ontario. Government sector organizations are an active target for this search; federal government remains out of scope.
- Overnight travel: None required
- Hours: Monday to Friday, 37.5 hours per week. No evening or weekend requirements.
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
- 8–10 years of full-cycle B2B sales experience; candidates with 6+ years and exceptional, directly relevant experience will also be considered
- Minimum 2–3 years selling intangible solutions: SaaS, data/analytics, research subscriptions, consulting, advisory, or HR tech — required; candidates without this background will not be considered
- Proven outbound hunter: must demonstrate ability to self-generate pipeline from scratch, build prospect lists independently, and execute cold outreach without a lead source
- Experience selling into larger, more sophisticated organizations or government is required; backgrounds limited to small or medium-sized business sales are not a fit for this role
- Experience selling to HR leaders, VPs, Directors, C-suite executives, or economics/data-focused buyers (e.g., a CIO) preferred — buyers who use data and research as a strategic input
- Consultative selling background required — education-led, needs-based, outcomes-focused approach; Sandler or Gap Selling experience a strong asset
- Strong discovery skills are essential; no specific sales methodology is required, but candidates must be highly coachable on discovery technique
- International sales experience is an asset
- CRM proficiency required — Microsoft Dynamics preferred; Salesforce or HubSpot acceptable
- Post-secondary degree in Business, Economics, HR, Social Sciences, or a related field preferred — not a hard requirement
- Comfortable conducting virtual demos and presentations
- LinkedIn Sales Navigator experience an asset
TECHNICAL SKILLS
- Microsoft Dynamics CRM — proficiency required
- Salesforce or HubSpot — acceptable equivalent
- LinkedIn Sales Navigator — asset
- Microsoft Office (Word, Excel, PowerPoint) — standard proficiency
THE PRODUCT / SERVICE / SOLUTION
- inFact economic data subscriptions — proprietary Canadian-focused data models used by organizations for compensation planning and workforce strategy
- eData platforms — digital research and analytics platforms
- Executive council memberships — peer-network and intelligence-sharing memberships for senior leaders
- Custom research — bespoke research projects addressing specific strategic or policy challenges
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
- Primary buyer: HR leaders, C-suite executives, and economics/data-focused buyers (e.g., a CIO evaluating council membership) — within private-sector and government organizations
- Company size: Large (100–999 employees) and enterprise (1,000+); public-sector/government organizations are also in scope
- Geographic focus: GTA and Ontario primary; Canada-wide secondary
- Industry verticals: manufacturing, finance, construction, retail, energy and utilities, aerospace, and mining; non-profit and education are secondary
- Government sector is now an active target for this search
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
- Average deal size: $15,000 – $30,000
- Average sales cycle: 1–6 months; approximately 3 calls to close on average
COMPETITIVE ADVANTAGES
- 60+ years of brand trust — non-partisan, nationally recognized, cited by major businesses and national media
- Proprietary Canadian economic data — no direct domestic competitor offers the same depth of Canadian-focused intelligence
- Non-biased research status — the primary purchase driver for organizations that need credible data to validate strategic decisions
- Upstream data provider — major competing vendors (including Mercer, who is a council client) rely on this organization's data as an input into their own products
- Consultative, education-led sales model — creates differentiation through insight rather than feature comparison
TYPICAL DAY & DUTIES
- 100% New Business Development (Year 1 and Year 2)
On a typical day you will be executing outbound phone, email, and LinkedIn outreach to build your own prospect list within your assigned industry vertical, conducting discovery calls with HR leaders, C-suite executives, and economics/data-focused buyers to uncover strategic data needs across the full product suite, delivering virtual product overviews and presentations tailored to each client's specific challenge, managing the full sales cycle from first contact through close, and logging all pipeline activity and forecasting in Microsoft Dynamics CRM.
LEADS
- Approximately 75–80% of your pipeline must be self-generated through outbound prospecting — cold phone, email, and LinkedIn outreach
- Approximately 20–25% warm leads will be supplied by the organization
- Candidates who are unwilling to cold call or build pipeline independently are not a fit for this role
OVERNIGHT TRAVEL
- None required. All selling is conducted virtually.
SUPPORT & TRAINING
- Direct coaching and mentorship from the Executive Director, Sales & Business Development — a hands-on leader with a background in outbound SaaS sales
- Collaboration with internal research teams and subject-matter experts to support proposal development and solution positioning
- CRM onboarding and ongoing support
- Marketing-supplied collateral and lead support
WHY YOU SHOULD APPLY
- Full remote — no office, no commute, and a results-driven schedule that ends at 1:00 PM on Fridays
- Uncapped commission with a 10% rate on every sale — your earning potential is directly tied to your effort
- Ownership of a dedicated industry vertical, selling the organization's full product suite rather than a single product line — broader scope for senior sellers
- Mission-driven work — non-biased Canadian research that helps organizations make better decisions on compensation, workforce planning, and strategy
- First dedicated private-sector outbound sales team in the organization's history — significant growth potential if early performance validates the model
- Day-one Sun Life benefits, RRSP matching, and 20 vacation days
Equal Opportunity Employer
Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.
Not the Right Fit? We May Have Other Roles for You.
If this particular role isn't the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive — and if we have another role that could be a great fit for your background, we will reach out to you directly.
#IND1
