Bachelor's degree in Business, Marketing, MIS, or related field.
Minimum of 8 years in sales, marketing, or technical support within software solutions or telecommunications.
In-depth understanding of specialized area with strong problem-solving skills.
Ability to analyze data and deliver solutions effectively.
Familiarity with sales techniques and software/hardware acquisition cycles.
Excellent communication skills for conveying complex business concepts.
Willingness to travel as required.
Responsibilities
Drive sales for software solutions and services to current and prospective insurance clients.
Identify and qualify business needs within assigned accounts for growth and retention.
Implement strategic account management and sales cycle processes.
Collaborate with pre-sales teams and executives to ensure timely responses to leads.
Prepare and finalize contracts and delivery schedules through cross-functional teamwork.
Monitor customer satisfaction and pursue additional growth opportunities.
Utilize company tools for effective pipeline management and sales methodologies.
Benefits
Comprehensive health coverage including medical, dental, and vision.
Short- and long-term disability coverage.
Group RRSP matching for retirement savings.
Access to gym memberships and fitness reimbursements.
Generous time off including vacations, paid holidays, and sick days.
Well-being programs that support stress reduction and productivity.
Full Job Description
Senior Account Executive - Insurance
Location: Hybrid | Toronto or Montreal Canada
About the job
As a Senior Account Executive, you will be a key driver of SAS' growth and expansion within the Insurance industry in Canada. You will be managing enterprise relationships while aggressively pursuing new opportunities, expanding into new lines of business, and uncovering ways SAS' data, AI, and analytics solutions can solve the Insurance company's most important business challenges.
This role is for a seasoned, successful Senior Software Sales Executive. We're looking for a true hunter - someone who is motivated by winning, energized by complex sales, and relentless about creating and closing new business. You'll need to be equally comfortable building executive relationships, navigating complex organizations, and getting creative about how to turn an initial conversation into a larger strategic opportunity.
As a Senior Account Executive, you will:
Hunt for and close new business within Insurance by identifying whitespace, creating demand, and expanding SAS' footprint across the organization.
Prospect relentlessly within assigned accounts to uncover business needs, engage new stakeholders, qualify opportunities, and build a compelling path to purchase.
Think creatively about customer challenges and solutions, connecting business needs to SAS capabilities - from AI and analytics to new SAS models, AI agents, and other emerging solutions.
Navigate complex enterprise sales cycles by building relationships with decision-makers and influencers across multiple levels and lines of business, while orchestrating internal resources to drive opportunities forward.
Develop and execute action plans to win business, overcome objections, navigate "no's," and find creative paths to get deals back on track and across the finish line.
Partner closely with pre-sales resources, virtual sales teams, account managers, and executives to deliver compelling solutions and ensure timely responses to qualified, high-revenue opportunities.
Bring strong business acumen to every customer interaction, understanding the client's business priorities, industry dynamics, AI landscape, and governance considerations to position SAS as a strategic partner.
Own your number and overachieve against it, bringing urgency, discipline, organization, and a relentless drive to win.
Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.
Required qualifications
Bachelor's degree in Business, Finance, Computer Science, Economics, or a related field (or equivalent professional experience; a combination of related education, training and experience may be considered in place of the above qualifications).
Requires a minimum of eight years of software/SaaS sales experience.
Must have a strong, successful track record of selling for a large global Software Company.
Must have previous experience selling software into highly regulated industries.
Preference for previous experience selling software into Financial Services or the Insurance Industry.
Must be a proven hunter with a demonstrated history of creating, pursuing, and closing new business in complex enterprise environments.
Must be highly motivated by financial performance and driven to consistently meet or exceed quota.
Must have a background in successfully navigating complex enterprise-level sales cycles, including multiple stakeholders, extended buying processes, and significant deal complexity.
Ability to think creatively and strategically about customer challenges and identify new ways to position technology, data, analytics, and AI solutions.
Highly organized, disciplined, and capable of managing multiple complex opportunities and stakeholders while maintaining a strong focus on execution.
Ability to analyze and evaluate territory dynamics and develop a sales plan; ability to communicate technical and business concepts and relate them to SAS applications and user needs; ability to work independently and as part of a team.
Ability to travel up to 30%.
Equivalent combination of related education, training and experience may be considered in place of the above qualifications.
Additional competencies, knowledge and skills
Sales Planning: Develops and executes strategic sales plans to achieve revenue targets and drive business growth.
Customer Centricity: Prioritizes customer needs and delivers tailored solutions that enhance satisfaction and loyalty.
Relationship Building: Cultivates strong, trust-based relationships with clients and stakeholders to foster long-term partnerships.
Obstacle Navigation: Proactively identifies and overcomes challenges to maintain momentum and deliver results.
Insight Driven Value Creation: Leverages data and market insights to craft compelling value propositions that address client pain points.
Self-Motivation: Demonstrates initiative and drive to exceed goals independently in a fast-paced, target-driven environment.
Benefits highlights
Comprehensive medical, prescription, dental and vision plans.
An industry-leading 401k plan.
Generous time away including vacation time, a variety of paid holidays, and our much-loved U.S. Winter Wellness Break between December 25 and January 1.
Volunteer Time Off, parental leave and unlimited paid sick days.
Our Recreation and Fitness Center offers recorded fitness classes to help you fit movement into your day.
SAS supports your well-being with programs that reduce stress and distractions to help you stay healthy and productive.
About SAS
SAS is a multinational software company that provides advanced analytics, business intelligence, and data management software and services. SAS is the largest privately held software company in the world and is headquartered in Cary, North Carolina. The company was founded in 1976 by Jim Goodnight and John Sall, who are still the CEO and Executive Vice President, respectively. SAS has over 83,000 customers worldwide and employs over 14,000 people in more than 60 countries. SAS has been recognized as one of the best places to work by Fortune magazine and the Great Place to Work Institute.
