What are the responsibilities and job description for the Commercial Account Executive - Americas position at Trackforce?
Trackforce is the world's largest Physical Security Workforce Management software company.
Our technology provides physical security companies and corporations that employ guards, with a single platform to manage their security workforce. We serve 3,000+ clients in over 45 countries, with a platform that supports more than 50 languages. We have over 300 employees with offices in Montreal,
Paris, and London.
As a Commercial Account Executive, you'll utilize your experience and business savvy to acquire new clients, upsell and cross sell current clients, boost revenue, and broaden our market reach. This role is perfect for a dynamic individual who thrives in fast-paced settings, is dedicated to delivering innovative solutions to clients, and does not accept failure in anything they do!
Core Responsibilities
Manage the full sales cycle from prospecting to closing deals, with shorter sales cycles (typically 30-90 days).
Proactively generate leads through various channels (cold calling, emailing, inbound, outbound).
Build and manage a pipeline of new logo (land) and existing business (expand) commercial accounts.
Upselling and expanding an existing client base for the commercial market by managing and developing strong working relationships with a portfolio of customers, while negotiating and renewing contracts with relevant stakeholders.
Deliver tailored product presentations and present solutions that align with the specific needs of small to medium businesses.
Collaborate with marketing to leverage campaigns and resources that target commercial prospects.
Serve as a trusted advisor for clients, helping them maximize the value of the software.
Provide accurate forecasting and pipeline management using CRM tools (e.g., Salesforce).
Work cross-functionally with your counterparts in Customer Success and Professional Services.
Required Qualifications
Required: A minimum of 3-years-experience selling SaaS software to Small Business or 5-years-experience selling SaaS software solutions to Mid-Market accounts.
Required: Familiar with various Sales methodologies–MEDDPICC, Challenger, Command of the Message, J Barrows.
Required: Ability to thrive in high-volume sales environments, with a focus on quick turnaround and deal velocity.
Required: Proven track record of meeting or exceeding sales targets in a fast-paced commercial segment.
Required: Experience working with CRM systems like Salesforce to manage sales pipeline.
Required: Experience with Sales Engagement platforms –Outreach, Salesloft, Gong Engage.
Required: Resourceful and Self-reliant in sourcing leads and target accounts leveraging platforms such as ZoomInfo, Lusha, and Apollo.
Required: Skilled in Excel, PowerPoint. Ability to structure compelling customer proposals.
Required: Solid business acumen and business knowledge required to research customers and potential accounts.
Required: Experience building relationships with senior executives (C-level, VP, Director) and influencing business decisions.
Required: Excellent negotiation skills and experience with pricing large contracts and multi-year agreements.
Required: English as the primary business language.
Required: Ability to provide professional and customer references.
Plus: Business proficient in French and/or Spanish is a plus.
Plus: Experience with selling software to Services Industries (Physical Security, Hospitality, Local Government, Higher Education, Retail, Healthcare, Local Law Enforcement).
