Senior Account Executive

Job Title: Senior Account Executive

Company: Highway Three Solutions

Location: Remote (Canada) – Expected to work EST time zone. Occasional travel required.

About Highway Three Solutions:

Highway Three Solutions has an outstanding track record spanning over 20 years, developing enterprise software solutions and delivering expert professional services to our valued public and private sector clients. In 2019, we significantly expanded our capabilities by officially partnering with Atlassian, becoming recognized consulting and implementation experts for Jira, Confluence, Jira Service Management (JSM), and more. We take pride in being the only 100% Canadian Platinum Solution Partner offering services across North America, with a specialization in ITSM implementations and Cloud onboarding. Our mission is to help organizations unleash the full potential of their teams through the expert deployment and optimization of Atlassian’s market-leading software, underpinned by our tailored consulting, implementation, and support services.

About the Job:

Highway Three is seeking a dynamic and experienced Senior Account Executive with a proven background in B2B sales and solution consulting. A primary focus of this role will be to drive sales of not only the Atlassian product suite but also the full range of Highway Three’s associated professional services and solutions. You will be responsible for building strong C-level relationships, understanding complex client needs, and architecting comprehensive solutions that deliver exceptional value.

This role is perfect for someone who is customer-focused, creative, and is excited by identifying business needs and crafting holistic solutions for diverse organizations. You will be a key player in our growth, leveraging your expertise to expand our client base with both Atlassian technologies and Highway Three’s unique service offerings.

What You Will Do:

• Strategic Sales Execution: Develop and implement comprehensive industry and account plans geared at maximizing revenue opportunities across Highway Three’s entire portfolio of Atlassian products, solutions, and professional services, ensuring exceptional customer success.
• Revenue Generation & Solution Selling: Identify, qualify, and close new business opportunities, consistently meeting and exceeding sales targets. This includes proactively selling Highway Three’s value-added services such as consulting, custom development, training, and managed services.
• Outreach & Lead Development: Design and execute effective outreach strategies to acquire new customers.
• C-Level Engagement: Build and maintain strong, trusted relationships with key decision-makers and influencers, including C-level executives, within target organizations.
• Consultative Needs Assessment: Deeply understand client business challenges and objectives. Propose comprehensive solutions that strategically combine Atlassian products with Highway Three’s services . You will act as a ‘Trusted Adviser’ to your customers!
• Account Management: Manage the entire customer lifecycle, including contract renewals, pricing negotiations, and identifying opportunities to upsell and cross-sell additional licenses, services, and solutions from Highway Three’s portfolio.
• Collaborative Selling: Perform co-selling motions and foster strong collaborations with external vendors and strategic partners, including Atlassian, to drive mutual success.
• Internal Collaboration: Work closely with internal teams (e.g., marketing, technical consultants, service delivery, customer success) to communicate sales strategies, ensure client satisfaction, and orchestrate successful customer outcomes for both product and service engagements.
• Forecasting & Reporting: Provide accurate and timely sales forecasts, pipeline updates, and insightful reports using CRM and other sales tools, differentiating between product and services revenue streams where applicable.
• Market Awareness: Stay updated on industry trends, market dynamics, competitor activities, and customer pain points to tailor sales strategies effectively for Highway Three’s complete solution offerings.
• Travel: Travel as necessary to meet clients and attend industry events.

Experience & Qualifications:

• Sales Experience: 8+ years of quota-carrying B2B sales experience, with 10+ years of overall sales experience preferred. Demonstrable experience selling professional services, consulting, or custom software solutions alongside technology products is highly desirable.
• Enterprise Software & Services Sales: Proven track record in Enterprise Software Sales, ideally with SaaS solutions. Experience with Atlassian (Jira, Confluence, JSM, etc.) or similar product suites is a significant asset.
• Proven Performance: Demonstrated history of meeting or exceeding sales targets and growing enterprise accounts by applying effective strategies for both product and service sales.
• C-Suite Engagement: Verifiable experience engaging, building relationships with, and presenting to C-level executives and other senior stakeholders, with excellent communication and presentation skills.
• Consultative Selling: Strong experience in a consultative, solution-oriented selling approach, with the ability to articulate the value of integrated product and service solutions.
• Account Planning: Experience building and leading territory and strategic account plans that encompass a full range of offerings.
• CRM & Sales Tools: Extensive experience utilizing CRM (e.g., Salesforce), Pipeline Management, and Sales Analytic tools.
• Cross-Functional Collaboration: Ability to partner cross-functionally and proactively build a network with internal and external stakeholders.
• Education: Bachelor’s degree in Business Administration, Marketing, or a related field is preferred.
• Language: French language skills are a valuable asset.

Our Commitment to You:

With the team at Highway Three, collaboration (not competition) and open communication are priorities. Our culture is our greatest asset, and our remote workforce thrives with amazing perks. We know that sharing knowledge is key to the success of our customers, so we are committed to continuously sharpening our expertise as a team – we’re stronger together. We encourage you to ask us about our Core Attributes!

Benefits:

• Competitive base salary and commission structure (Base Salary Range: $95,000 – $110,000 CAD annually, plus potential commission of $95,000 – $110,000 CAD annually, reflecting total target compensation for both product and service sales)
• RRSP matching program
• Comprehensive Dental & Extended health care
• Paid time off
• Company events
• Other exciting perks! (Ask us in the interview)

Schedule:

• Monday to Friday
• Full Time