Senior Account Executive – Managed Services

Accountabilities:

• • Own the managed services new-business quota from target-market definition through signed multi-year agreements.
  • Generate and develop pipeline through outbound prospecting, referrals, partner channels, and existing customer relationships.
  • Lead in-depth discovery conversations with CIOs, CISOs, IT directors, business owners, and other senior stakeholders, connecting service offerings to security posture, regulatory obligations, and budget requirements.
  • Develop and present tailored managed services solutions spanning security operations, endpoint, identity, cloud, and infrastructure, supported by clear commercial models and service roadmaps.
  • Lead complex, multi-stakeholder sales cycles, including needs discovery, solution positioning, proposal development, procurement engagement, commercial negotiation, and contract closure.
  • Partner with delivery and finance teams to establish pricing, service commitments, and commercial structures that support profitable and sustainable delivery.
  • Help define the go-to-market strategy, including ideal customer profiles, target segments, service packaging, and pricing.
  • Build the commercial operating model by establishing qualification criteria, proposal resources, pricing guardrails, and repeatable sales playbooks.
  • Collaborate with technical delivery, security operations, and customer success teams to ensure effective handoffs and realistic commitments after contract signature.
  • Maintain disciplined CRM practices, manage pipeline accurately, and provide reliable forecasts to leadership.
  • Identify opportunities to expand existing customer relationships across advisory, offensive security, governance, risk, and compliance services.
  • Monitor competitors, market developments, and emerging cybersecurity threats to inform service packaging, positioning, and pricing.
  • Support the development of junior commercial talent through mentoring and knowledge sharing.

  Requirements:

  • 8+ years of B2B sales experience, including at least 4 years selling managed services, recurring IT services, cybersecurity services, or related solutions end to end.
  • Proven track record of meeting or exceeding sales quotas through complex, multi-stakeholder deals with meaningful annual contract values.
  • Experience opening new territories, developing new markets, or acquiring initial customers for a new service line.
  • Experience building commercial functions or sales processes from the ground up, including pricing discipline, qualification frameworks, and sales playbooks.
  • Strong executive presence and credibility when engaging senior technical and business stakeholders, including CISOs, CIOs, and board-level audiences.
  • Strong understanding of managed services economics, including recurring revenue models, service tiers, margins, pricing, and multi-year agreements.
  • Demonstrated expertise in discovery, solution positioning, value-based selling, proposal development, procurement processes, and commercial negotiation.
  • Strong CRM discipline and forecasting capabilities, with a structured and data-informed approach to pipeline management.
  • Exceptional written and verbal communication skills, with the ability to adapt messaging to technical, executive, and commercial audiences.
  • Post-secondary education in a relevant field.
  • Eligibility to obtain or maintain Government of Canada security clearance.
  • Nice to have: experience selling MDR, SOC, endpoint, identity, cloud security, or related managed security services.
  • Nice to have: familiarity with MSP platforms and tools such as ConnectWise, Microsoft Azure, or equivalent technologies.
  • Nice to have: experience selling to defence, government, or regulated critical infrastructure organizations.
  • Nice to have: knowledge of compliance frameworks such as CMMC, CPCSC, SOC 2, ISO 27001, or ITSG-33 and their impact on managed services requirements.

  Benefits:

  • Fully remote position within Canada.
  • Competitive base salary with performance-based incentives tied to business growth.
  • Opportunity to build and influence a new managed services revenue function from an early stage.
  • High level of autonomy and direct influence over go-to-market strategy, pricing, sales processes, and commercial operations.
  • Opportunity to work with clients operating in high-trust, cybersecurity-sensitive environments.
  • Exposure to complex managed services, cybersecurity, compliance, and recurring-revenue business models.
  • Flat organizational structure with short decision-making paths and close collaboration with leadership.
  • Continuous learning budget to support professional development.
  • Opportunity to mentor and help shape a growing commercial team.
  • Workplace accommodation available throughout the selection process.