Account Executive - Canadian Government and Critical Infrastructure

Lastwall•Ottawa, ON

About The Position

Lastwall is a Canadian cybersecurity company focused on identity and mission-critical operations across defense, government, and critical infrastructure. Trusted by the U.S. Department of Defense and the Government of Canada, Lastwall has spent nearly a decade securing sensitive government environments. With FedRAMP® Moderate Authorization, proven traction in the U.S. federal market, and growing demand for sovereign cybersecurity capability, we are entering a defining growth phase across Canada and the United States. The Strategic Account Executive, Federal & Critical Infrastructure will help drive this next chapter. This is a net-new sales role focused on Canadian federal government, defence, and critical infrastructure markets where customer need, national priorities, and Lastwall’s strengths intersect. You will build on meaningful wins, strong credibility, and growing market urgency. Lastwall will provide the tools, context, Government Relations support, and executive access needed to engage the market correctly. Your role is to use those assets well: open the right doors, navigate the right next steps, build confidence at every stage, and close. This is a hunter role. Success means creating and maintaining a well qualified pipeline, managing complex opportunities with discipline, and converting real demand into revenue in a complex selling environment. Headquartered in Fredericton, New Brunswick, and with offices in Vancouver and Honolulu, Lastwall is positioned to help strengthen North American cyber resilience.

Requirements

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.

Nice To Haves

Bilingualism is an asset. French capability is valuable given the Canadian government and critical infrastructure focus.

Responsibilities

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.