The roleAs the Senior Sales Executive, you will own our provincial and health-system DFD deals end to end - the largest, longest and most strategic deals in the company.
Today these deals are carried by our executive team. You will be their first dedicated senior owner: running the sales cycle, the account strategy and the forecast, while our executives step into the sponsor role with ministries and health-authority leadership.
You report to the Chief Commercial Officer and work closely with our executive sponsors, the Bid Strategy Lead, Solutions Engineering, and Delivery & Customer Excellence.
This is a remote role with regular travel across Canada. The successful candidate should be based near a major Canadian airport hub (e.g., Toronto, Montreal, Ottawa, Calgary, or Vancouver) to support frequent travel to customer and partner meetings, industry events, and internal team meetings.
What you will do- Account strategy. Build and run a named account plan for every province and health authority in play: stakeholders, buying process, budget cycle, political calendar and procurement vehicle.
- Phase discipline. Break system-level programs into phases with their own scope, value and signature. Forecast the phase, not the program.
- Mutual close plans. Agree a close plan with the customer on every deal above $1M: signer, paper path, procurement and legal steps, and dates on both sides.
- RFP pursuits. Lead each provincial RFP with the Bid Manager: bid/no-bid, win themes, pricing strategy, orals and demos.
- Executive sponsorship. Pair our executives with ministers, deputy ministers and health-authority leaders. Brief them, deploy them, and keep them in the sponsor role rather than running the cycle.
- Multi-threading. Build relationships with at least three stakeholders per account so no deal depends on one person.
- Forecast accuracy. Keep Salesforce current against our stage entry and exit criteria, and commit your number in the bi-weekly forecast call.
- Handover to delivery. Build the delivery plan alongside each close and stay engaged through go-live, so the next phase is earned.
- Partners. Work with our delivery and integration partners where they strengthen a bid or extend our reach.
What success looks likeFirst 90 days- A named account plan for every province and health authority in play.
- A customer-validated mutual close plan on every deal above $1M.
- Every provincial opportunity forecast by phase in Salesforce.
First year- Provincial close dates that hold.
- Expansion phases signed as planned, and new health-system agreements beyond our current customers.
- Our executives out of the day-to-day sales cycle and working as sponsors.
What you bring- 10+ years of enterprise B2B sales, including 5+ years selling to Canadian provincial governments, health authorities or large health systems.
- A record of closing multi-year, multi-million-dollar agreements through 12-18+ month public-sector cycles.
- Credibility in the room with ministers, deputy ministers and health-authority executives.
- Hands-on experience with formal RFPs and Canadian public procurement.
- Discipline in account planning, phased deals, mutual close plans and accurate forecasting in Salesforce.
- Experience selling software combined with services and implementation.
- Bachelor's degree or equivalent experience.
Nice to have- Background in virtual care, digital health or clinical services.
- French, for work with New Brunswick and Quebec stakeholders.
- Existing relationships in Atlantic Canada or the Prairies.
- Experience taking a pilot or first phase through to a province-wide program.
This is a full-time, remote position with an expected base salary range of
$140,000-$180,000 CAD annually plus commission, depending on experience and qualifications. Think Research does not require Canadian work experience for this role.
Think Research may use artificial intelligence-enabled tools to support certain administrative aspects of the recruitment process, such as transcribing or summarizing interviews and meetings. AI tools are not used to screen, assess, or make decisions about candidates. All hiring decisions are made by our team.
