General Information:Job Title: Founding Account Executive
Location: Toronto, ON (Hybrid)
Job Type: Full-Time
Reporting Line: Chief Strategy Officer (CSO)
Salary Range:• Base: $140k-$160k CAD per year• OTE: $300k-$380k CAD per year• Total Compensation: $300k-$400k CAD per year (negotiable)Role Overview:The Founding Account Executive (Studio) is responsible for scaling revenue for Fulfillment IQ's product initiatives operating under the Studio model.
This role is not a traditional services AE. It is a product-focused commercial leader accountable for accelerating ARR growth, refining pricing and packaging, shaping early ICP strategy, and establishing repeatable SaaS GTM motion.
The Founding AE operates with higher risk tolerance, greater ambiguity, and stronger ownership than a traditional services seller. This role will help transform validated MVP-stage software into scalable revenue engines.
Mandate:- Own ARR growth for assigned Studio product(s)
- Refine ICP, pricing, packaging, and commercial positioning
- Build repeatable SaaS sales motion
- Establish pipeline engine for product revenue
- Partner with Product on revenue-driven feature prioritization
Must Have:- 3-7+ years in B2B SaaS sales
- Experience selling early-stage or growth-stage products
- Strong enterprise selling discipline - multi-stakeholder, multi-threaded deal management
- Experience in influencing pricing and packaging
- Comfort operating in ambiguity
- Builder mentality, not a caretaker
- Executive presence and the ability to build trusted relationships with senior client stakeholders
- Logistics, supply chain, WMS/OMS/TMS, or integration domain familiarity is strongly preferred
- Demonstrated ability to build an outbound pipeline
- Comfortable with enterprise sales cycles and complex procurement processes
Key Responsibilities:ARR Growth & New Logo Acquisition- Drive new ARR bookings
- Build and qualify early ICP segments
- Close complex B2B SaaS deals
- Establish expansion motion within product accounts
Pricing & Packaging Development- Shape pricing strategy based on deal feedback
- Identify monetization gaps
- Recommend packaging refinements
- Test enterprise vs mid-market positioning
Market Validation & Feedback Loop- Gather structured market insights
- Submit revenue-backed feature requests
- Provide customer signal to Product leadership
GTM Infrastructure- Build pipeline forecasting rigor
- Establish SaaS sales process standards
- Define scalable playbooks for the future product team
What Success Looks Like in the First 90 Days:30 Days In- Become demo-certified on the core product and deliver a full product walkthrough by Day 30
- Map the competitive landscape: understand where Zynque wins, loses, and is not yet being considered
- Shadow existing customer conversations to understand buyer language and objection patterns
- Build initial target account list: 100+ ICP-qualified accounts with outbound sequencing logic
- Define your outbound messaging hypothesis and validate before launch
- Build strong working relationships with Delivery, Practice Leads, and Pre-Sales
- Identify immediate expansion opportunities and delivery risks within existing accounts
- Develop a deep understanding of assigned accounts, contracts, delivery scope, and margin profile
60 Days In- Establish quarterly business review (QBR) cadence, account plans, and executive stakeholder maps for owned accounts
- Actively generate and qualify new pipeline through outbound activity, referrals, and partner collaboration
- Launch full outbound motion and start building a qualified pipeline
- Refine outbound messaging based on early discovery signal
- Improve visibility into account health, margin, and delivery capacity constraints
- Engage Pre-Sales and Technical Sales on early-stage new logo opportunities
90 Days In- Demonstrate measurable revenue impact across both new logos and expansion
- Build a balanced pipeline covering new acquisitions and account growth
- Improve executive-level engagement across existing and prospective clients
- Deliver 12-month ARR forecast and a first draft of the GTM playbook
- Present ICP refinement recommendations and pricing feedback to Product leadership
- Show forecast accuracy and disciplined opportunity qualification
Key Performance Indicators (KPIs):- Net new ARR
- Expansion ARR
- Pipeline coverage ratio
- Average contract value (ACV)
- Sales cycle length
- Forecast accuracy
Perks you'll appreciate:- Equipment and workstation allowances
- Internet and business travel reimbursements
- Employee stock options (ESOP), where applicable
- Team events, meetups, and company offsites
Learn More About Us:Website: fulfillmentiq.comLinkedIn: Fulfillment IQSpotify: eCom Logistics Podcast SpotifyYouTube: eCom Logistics Podcast YouTube 
