7+ years of enterprise or public-sector sales experience, especially in SaaS, cybersecurity, and defence technology.
Experience in navigating complex sales cycles with government and defence buyers.
Proven track record of creating and closing net-new business (hunter profile).
Strong funnel discipline and strategic insight into sales dynamics and procurement.
Evidence-based selling mindset utilizing data and customer feedback.
Ability to create urgency without inducing panic in sales environments.
Comfortable in a fast-paced, small, growing company context.
Bilingualism (French) is an asset for engaging with Canadian government clients.
Responsibilities
Own new-logo growth in Canadian federal government and defence sectors.
Navigate multi-stakeholder sales cycles with a focus on procurement-driven processes.
Manage full sales cycle from prospecting to closing with an emphasis on quality and confidence.
Drive urgency for identity security solutions, articulating the need for immediate action.
Collaborate with Government Relations team to leverage insights for commercial strategies.
Translate product capabilities into tangible outcomes for diverse audiences.
Benefits
Attractive compensation package with base salary and performance incentives.
Equity participation linked to business impact and performance.
Opportunity to join at an exciting growth stage with proven product and customer base.
Strong market tailwind in Canadian defence and domestic technology focus.
Full Job Description
The Role
Hunt Net-New Strategic Business
Own new-logo growth across Canadian federal government, defence, and critical infrastructure. Work with internal and external partners to identify priority accounts, find the right entry points, map stakeholders, and turn market signal into qualified pipeline and closed revenue.
Navigate Complex Buying Environments
Work through multi-stakeholder, policy-sensitive, procurement-driven sales cycles. You do not need every pathway memorized on day one. You do need to learn fast, ask the right questions, use internal resources effectively, and keep deals moving through the right channels.
Build Pipeline and Close
Manage the full sales cycle: prospecting, discovery, qualification, business case, proposal support, stakeholder alignment, negotiation, and close. Success is not measured by meetings alone. Success means improving deal quality, forecast confidence, and close probability at every interaction.
Drive Urgency with Judgment
Customers are not simply interested in stronger identity security; they increasingly need it. Your role is to help buyers understand why action matters now, using evidence, mission relevance, business value, and clear next steps. Move quickly without creating panic, noise, or false pressure.
Leverage GR, Partners, and Internal Support
Work closely with Lastwall's Government Relations team to understand stakeholder landscapes, policy priorities, procurement pathways, and timing. Turn GR insight into commercial action while maintaining clear ownership of net-new revenue.
Sell Identity, SaaS, and Mission Value
Translate Lastwall's identity and Zero Trust capabilities into operational, security, compliance, sovereignty, and mission outcomes for executive, technical, and procurement audiences.
What You Bring
7+ years of enterprise or public-sector sales experience, ideally in SaaS, cybersecurity, identity, defence technology, government technology, or critical infrastructure.
Experience working with government and defence buyers, or selling SaaS in complex environments. You understand complex sales cycles, multi-stakeholder decisions, procurement constraints, risk, and trust.
Proven hunter profile with closed-won results. You have created and closed net-new business, not just managed existing accounts or sourced meetings.
Strong funnel discipline. You can identify buyers, influencers, blockers, procurement path, competitive dynamics, risks, urgency, and next best action.
Evidence-based selling mindset. You use customer signals, stakeholder feedback, CRM data, mutual action plans, and structured qualification to decide where to spend time and how to move deals forward.
Ability to create urgency without panic. You move quickly while staying credible, precise, and grounded in facts.
Comfort in a small but growing company. You create momentum without waiting for perfect structure and use GR, leadership, product, partner, and technical resources well.
Bilingualism is an asset. French capability is valuable given the Canadian government and critical infrastructure focus.
Compensation & Why Lastwall
Lastwall offers an attractive compensation package, including base salary, variable compensation tied to closed business, and equity participation aligned with the impact of the role. The plan rewards performance, with the ability to earn more on larger, higher-impact deals.
This is an opportunity to join after the product, customers, and proof points are real, but before the next stage of Canadian scale is fully built. Canada's focus on defence readiness, sovereign capability, and domestic technology capacity creates a strong market tailwind. Lastwall sits directly at that intersection.
For the right seller, this is a rare opportunity: a credible Canadian cybersecurity company, a market moving toward sovereign capability, and a hunter mandate where closing meaningful net-new accounts directly shapes the company's trajectory
