Account Executive (AE) for Small and Medium-Sized Business (SMB) - Canada Remote

Job Summary

As an SMB Account Executive at GameDriver/XRDriver, you will be responsible for the energy, passion, and initiative to increase awareness of our value at the right levels across prospective accounts to ensure consideration, selection, and closing of new revenue opportunities. You will successfully understand the key challenges inherent in the companies we serve and help prospective customers throughout their buying journey.

The successful SMB Account Executive is highly energetic, proactive, competitively driven, and achievement-oriented. You will combine your knowledge of technology, mastery of value-based selling, and proven B2B sales experience to sell and deliver the GameDriver/XRDriver automated testing solution.

The SMB Account Executives' primary duty is to meet or exceed their revenue goals by selling the GameDriver/XRDriver solution to new and existing customers, focusing on a select number of target accounts. You'll leverage your extensive experience, consultative selling skills, and long-standing relationships to engage with stakeholders, decision-makers, and executive sponsors.

Further, you'll manage all sales activity ranging from target prospecting, opportunity development, and resource allocation; to sales team collaboration, account strategy, sales process execution, and accurate forecasting. You'll lead and participate in developing and presenting a compelling value proposition to the prospect, achieving strategic alignment with the buyer, leveraging key third-party partners, and influencers, and finally, negotiating pricing and contractual agreement to close the sale.

Key Responsibilities:

• Develop a strong understanding of the GameDriver/XRDriver solution, our competitive market, and how we uniquely address the business needs of the industry
• Engage, educate, and validate with prospects how our solution will solve their specific problems and help them achieve desired outcomes
• Create and maintain sufficient sales pipeline coverage to achieve the target quota
• Adhere to a structured sales process methodology to ensure successful sales execution and drive new revenue
• Lead a "net new logo" sales cycle in a team selling environment that includes solution and industry consultants with significant subject matter expertise
• Execute an account-based selling approach
• Collaborate with the field marketing team to generate demand and achieve sufficient pipeline coverage
• Work with a growing network of solution partners as we increasingly go to market with firms focused on implementing our technology and influencing the buying cycles
• Sell solutions that delight customers, building strong reference customers to grow the business
• Willingness to travel as needed (estimated to be 25%)
• Make your number!

Requirements

Must have experience and skills:

• Prior SDR or BDR experience with formal training from Reveneer, SV Academy, Fuel Sales Academy, or similar
• 2-5 years of quota-carrying software sales as an individual contributor
• Expertise in managing multi-stakeholder sales cycles and closing small to medium-sized customers
• Proven record of sales success including revenue attainment, proactive territory management, and prospecting
• Refined selling skills - formal sales methodology training such as Force Management (MEDDPICC), Command of The Message, Value Based Selling, Challenger Sale, Sandler Method, or similar
• Ability to sell across a broad range of economic and technical buyers
• Ability to cultivate and leverage mutually beneficial relationships with strategic alliance partners - GSIs, ISVs, and channel partners
• Strong written and verbal communication, presentation, and interpersonal skills
• Ability to exhibit empathy, with a knack for conflict resolution, persuasion, and negotiating skills

• A strong desire to be in a highly dynamic, energetic, and results-oriented sales environment with an early-stage start-up company
• A fun and engaging personality
• An entrepreneurial spirit, enthusiastic, competitive, disciplined, self-motivated, hands-on, with a strong work ethic
• A disciplined, meticulous approach to daily activity planning, goal setting, and achieving results
• Excellent listener, ability to learn and adapt to new concepts and technologies
• Willingness to take direction, be coached and mentored
• Strong web and computer skills: Google Suite, MS Office, Slack, HubSpot, Salesforce, ZoomInfo, Apollo.io, LinkedIn, Gong.io experience desirable

• Bachelor's degree, or equivalent; Business preferred, but not required

Other skills that will be useful in this role:

• Familiarity with the Software Development Life Cycle (SDLC) and related automated testing solutions is preferred
• Ability to articulate and explain technically sophisticated subject matter to Software Development organizations
• Video Game Industry Knowledge
• Basic understanding of game engines (Unity, Unreal) is a plus
• Familiarity with Extended Reality (XR, VR, AR, MR), Immersive Technologies, and Spatial Computing
• Familiarity with Digital Twin Modeling and Simulation
• Familiarity with Artificial Intelligence / Machine Learning (AI/ML)