New Business Account Executive

Purpose of the role

The New Business Account Executive is responsible for generating, developing, and closing new logo SaaS opportunities across Ontario. This quota-carrying role focuses on building pipeline, winning new ARR, and positioning solutions that help automotive retailers improve performance, productivity, and customer experience.

Key Responsibilities

• Own and deliver new business ARR targets within the assigned territory.
• Prospect, qualify, and develop net-new opportunities through outbound activity, referrals, events, campaigns, and account-based selling.
• Build and manage a healthy pipeline with accurate CRM activity, opportunity updates, and forecasting.
• Lead consultative discovery to uncover customer pain points, business priorities, decision criteria, and value drivers.
• Present SaaS solutions, proposals, and business cases tailored to dealership leadership and executive stakeholders.
• Coordinate internal resources including sales leadership, product specialists, pre-sales, marketing, and customer success to support complex opportunities.
• Negotiate pricing and commercial terms to close mutually beneficial agreements.
• Maintain market intelligence on competitors, customer trends, objections, and emerging opportunities.

Ideal Candidate Profile

• Proven hunter mentality with strong prospecting discipline and a bias for action.
• Demonstrated success selling SaaS, cloud-based, or mission-critical software solutions.
• Experience managing complex, multi-stakeholder sales cycles.
• Strong executive presence with the ability to build credibility and communicate value clearly.
• Consultative seller who focuses on business outcomes, not just product features.
• Resilient, self-motivated, organized, and comfortable managing multiple opportunities at once.
• Automotive retail, dealership, OEM, DMS, CRM, desking, or digital retailing experience is an asset.

Knowledge, Skills, and Experience

• 5 - 8+ years of B2B sales experience, preferably in SaaS, enterprise software, or technology sales.
• Proven track record of new logo acquisition and consistent quota achievement.
• Experience selling ARR-based solutions from prospecting through close.
• Strong pipeline generation, qualification, forecasting, and sales process discipline.
• Excellent communication, negotiation, presentation, and relationship-building skills.
• Proficiency with CRM systems and Microsoft Office tools.
• Ability to travel as required for prospect meetings, events, and territory development.

Success Measures

• Achievement of quarterly and annual new business ARR targets.
• Consistent creation and progression of qualified pipeline.
• Accurate forecasting, strong CRM discipline, and effective territory execution.
• Successful acquisition of new logo customers in priority segments.

Key Performance Indicators

• New business ARR achieved from net-new automotive retail accounts against quarterly and annual targets.
• Qualified pipeline coverage across priority Ontario dealership groups, rooftops, and independent retailers.
• New logo dealership opportunities created, advanced, and closed for SaaS solutions such as DMS, CRM, desking, digital retailing, service, or related applications.
• Outbound activity into target automotive accounts, including dealer principal, general manager, controller, fixed ops, sales, and IT stakeholder engagement.
• Discovery meetings completed with dealership leadership to uncover operational pain points, current systems, integration needs, and value drivers.
• Proposal-to-close conversion rate for competitive displacement, modernization, or add-on SaaS opportunities.
• Forecast accuracy, CRM hygiene, and stage progression for dealership opportunities in the assigned territory.
• Win rate against automotive SaaS competitors and incumbent dealership technology providers.

What We Offer

This role offers the opportunity to join a growing SaaS sales organization, build new business across Western Canada, and help automotive retailers modernize how they operate.