Account Executive – Mid Market | SaaS de gestion des effectifs de sécurité

Trackforce•Montreal, QC

9d•Remote

About The Position

Trackforce is transforming physical security operations management globally. As a leading SaaS platform dedicated to physical security workforce management, we offer security companies and organizations a streamlined solution to manage their guard forces, respond faster, improve operational efficiency, and reduce costs—all while staying fully focused on safety and security. We support over 4,600 clients in more than 50 countries and are proud to have a growing team of over 300 professionals. With our headquarters in Dallas, Texas, and centers of excellence in Montreal (Quebec) and Wroclaw (Poland), we collaborate across regions and time zones in a hybrid work environment that combines flexibility, collaboration, and concrete impact. At Trackforce, we embrace hybrid and remote work models, offering the flexibility needed to find the right balance between in-office collaboration and remote work. This approach allows our teams to stay connected while preserving their autonomy and a good work-life balance. We are strongly focused on creating value for our clients, and our recent merger has strengthened our position as a market leader in security workforce management software. This is a full-cycle, Mid-Market role with a dual focus: new customer acquisition ('new logos') and existing account development. You will be responsible for a mixed quota in a defined territory, targeting both security service companies and non-Global 2000 organizations, positioning Trackforce as a trusted partner delivering measurable business value.

Requirements

Proven experience in full-cycle sales, from prospecting to closing, and not solely on leads provided by BDRs.
Proficiency in at least one modern qualification methodology (MEDDPICC preferred; Challenger, Value Selling, Command of the Message, or J. Barrows accepted).
Good command of Salesforce, a sales engagement tool (Outreach, Salesloft, or Gong Engage), and a prospecting tool (ZoomInfo, Apollo, or Lusha).
Demonstrated ability to build pipeline autonomously, without solely relying on marketing or BDRs.
Excellent ability to build and maintain executive relationships—you can name the VPs and Directors who take your call today.
Strong commercial skills in pricing, contractual terms, and multi-year structures.
Proficiency in English.

Nice To Haves

Experience in selling cybersecurity solutions or security services.

Responsibilities

New customer acquisition target in your territory—full sales cycle management, from prospecting to closing, with a significant portion of self-generated pipeline in addition to opportunities provided by BDRs.
Management of a named account portfolio—development of solid account plans, expansion into additional modules, users, sites, and geographies, and driving multi-year renewals and expansions.
Executive engagement—discussions with Directors and Vice Presidents are the norm. You will need to build and maintain strong executive relationships within your key accounts.
Forecasting rigor—impeccable Salesforce hygiene, weekly pipeline reviews, and qualification of opportunities according to the MEDDPICC standard for each deal above the defined threshold.
Commercial negotiation—management of pricing, contractual terms, multi-year agreements, and discounts in compliance with internal policies.
Territory leadership—driving targeted campaigns, ABM strategies, and field actions within your perimeter. You are the CEO of your territory.