Sr Account Executive

A division of Harris; Systems & Software is seeking a Senior Sales Executive to drive net-new growth within a defined territory. This role is responsible for identifying, engaging, and converting municipal utilities through complex, RFP-driven sales cycles.

The Senior Sales Executive owns the full sales process from initial outreach through contract execution. This includes developing a qualified pipeline, building relationships with utility stakeholders, and leading competitive pursuits. The role requires strong business acumen, disciplined forecasting, and the ability to navigate long-cycle enterprise sales.

The ideal candidate is a self-starter who is comfortable creating opportunities, engaging senior decision-makers, and leading structured evaluations to close.

This remote role welcomes candidates anywhere in Canada and the US. Travel is required as needed, approximately 50%. Candidates must hold a current, valid passport and be legally eligible to travel internationally. This includes either passport based visa exemption or possession of any required travel visas for entry into Canada, the United States, and the Caribbean.

Salary: 110K + Commission

OTE: Up to 220K including base salary

What your impact will be:

• Identify and pursue net-new municipal utility opportunities within a defined territory

• Build and maintain a qualified pipeline aligned to company growth targets

• Lead sales cycles from initial engagement through RFP, evaluation, and contract execution

• Develop and maintain accurate forecasts for bookings and pipeline progression

• Maintain accurate and timely CRM (Salesforce) updates across all opportunities, including pipeline stage, stakeholder context, and next steps to ensure forecast accuracy and visibility

• Establish and grow relationships with key stakeholders within target accounts

• Partner with Technical Sales Engineers to deliver tailored demonstrations and technical validation

• Collaborate with Product, Professional Services, and leadership to position solutions effectively

• Represent the company at industry events, conferences, and customer meetings

• Build and maintain strong relationships with strategic third-party partners

• Participate in relevant internal and external meetings and functions

What we are looking for:

• 7+ years of experience in enterprise software sales, with a focus on net-new business development

• Demonstrated success managing full-cycle, complex sales processes

• Experience leading customer presentations and executive-level discussions

• Experience working with multi-stakeholder buying committees

• Strong communication, interpersonal, and presentation skills

• Experience using CRM systems (Salesforce preferred)

• Bachelor’s degree or equivalent experience

What would make you stand out:

• Experience selling to municipal utilities, public sector, or regulated industries

• Familiarity with CIS, billing, AMI, or customer service platforms

• Experience with RFP-driven sales environments

• Experience selling complex, configurable enterprise software solutions

Competencies

• Strong business and sales acumen

• Effective communication and presentation skills

• Ability to deliver clear, compelling presentations to technical and non-technical audiences

• Relationship-building and stakeholder management

• Negotiation and closing discipline

• Organizational and planning skills

• Persistence and resilience in long-cycle sales environments

How Success Is Measured

• Achievement of bookings and revenue targets

• Growth of qualified net-new pipeline

• Forecast accuracy and pipeline visibility

• Advancement of opportunities through RFP and evaluation stages

• Strength of relationships within target accounts

• Quality and consistency of CRM documentation

Work EnvironmentThis role operates in a remote work environment with regular interaction with internal teams and customers. The...