Account Executive - Knak, Ottawa

Position summary

As an Account Executive at Knak, you will be responsible for driving new business revenue by identifying, developing, and closing opportunities across mid-market and enterprise accounts. You will own the sales process from initial engagement through close, balancing proactive outbound prospecting with the effective conversion of inbound opportunities.

Reporting to the Director of Sales, you will develop a strong understanding of each prospect's business challenges, build relationships with key stakeholders, and use a consultative approach to demonstrate how Knak can deliver meaningful business value. You'll work closely with Sales Development, Marketing, Product, Customer Success, Revenue Operations, and Sales Leadership throughout the sales process.

Roles and responsibilities

• Build and manage a high-quality sales pipeline through strategic outbound prospecting and effective qualification and conversion of inbound opportunities.
• Partner with Marketing and Sales Development to identify priority accounts, personas, and opportunities.
• Develop a strong understanding of Knak's product, customers, market, and the challenges our buyers face.
• Conduct thoughtful discovery and deliver relevant product demonstrations that connect customer needs to Knak's capabilities and business value.
• Own assigned opportunities from qualification through close, developing and executing a clear strategy for each deal.
• Manage stakeholder engagement, next steps, business case development, demonstrations, commercial conversations, negotiation, procurement, and contracting.
• Identify and build relationships with multiple stakeholders within prospective accounts, including senior decision-makers and executive sponsors.
• Understand customer decision criteria, buying processes, organizational priorities, procurement requirements, and potential barriers to purchase.
• Tailor messaging, demonstrations, and business cases to customer priorities, clearly articulating Knak's differentiation, expected business impact, and return on investment.
• Maintain accurate and current CRM data, establish clear next steps and close plans, and regularly assess deal health and risk.
• Provide timely, evidence-based pipeline forecasts to Sales Leadership.
• Make informed decisions about opportunity prioritization, stakeholder engagement, deal strategy, and resource allocation.
• Collaborate with Sales Development, Marketing, Product, Customer Success, Revenue Operations, and Sales Leadership to create a coordinated customer experience.
• Share customer and market insights with internal teams and engage the appropriate cross-functional resources throughout the sales process.
• Continuously improve sales effectiveness by seeking feedback, reviewing performance, learning from wins and losses, and deepening product and industry knowledge.
• Refine prospecting, discovery, demonstration, negotiation, and closing skills to take on increasingly complex opportunities.
• Achieve assigned new business revenue targets while maintaining appropriate pipeline coverage.
• Represent Knak professionally with prospective customers, from day-to-day practitioners to senior executives.

Qualifications

• Proven experience in B2B SaaS sales, ideally selling into mid-market and/or enterprise organizations.
• Demonstrated track record of meeting or exceeding revenue targets.
• Experience owning a full sales cycle, from discovery and qualification through negotiation and close.
• Strong consultative selling and discovery skills, with the ability to uncover business challenges and underlying customer needs.
• Ability to navigate multi-stakeholder sales processes and engage confidently with senior decision-makers.
• Strong presentation, demonstration, negotiation, and written and verbal communication skills.
• Ability to articulate business value and translate product capabilities into relevant customer outcomes.
• Strong pipeline management, forecasting, organization, and time-management skills.
• Comfort using CRM and sales technology to manage opportunities and make data-informed decisions.
• A curious, proactive, and coachable approach, with a focus on continuous improvement.
• Ability to work independently while collaborating effectively across teams.

What we offer

We offer an extremely rewarding, second to none work environment as acknowledged by Ottawa's Best Places to Work 2025! We show our investment in our people through competitive salaries, equity in the company, great benefits, paid vacation, Life leave days, team lunches and off-sites, and our commitment to your career growth.