Sales Executive, SMB

Sales Executive, SMB

We’re looking for a hunter and overachiever to join our Sales team. The successful candidate will come with a track record of exceeding their quota. As a Sales Executive, SMB you will tenaciously go after deals, and effectively own the sales cycle from beginning to end. The successful candidate enjoys a challenge, and the idea of competing with Microsoft and Salesforce doesn’t scare you, it motivates you. You can identify key stakeholders and drive solutions to complex business problems. We’re looking for the successful candidate to have experience selling to IT, Marketing or HR. We’re looking for someone who is willing to blaze a trail, and in doing so will be well rewarded for their efforts.


In this role, you will be looking after the Canadian market and manage deal sizes that range from 30-50K. There is unlimited potential in the marketplace with uncapped earning potential and achievable quotes.


We’re changing the way people work at Igloo, we offer a communication, collaboration and knowledge management solution that is a digital destination for employees. Igloo grew 138 percent between 2012 and 2015 Igloo. We also won Best Intranet Software for 2016 by CMS Critic.


Apply by sending your resume to [email protected]

Key responsibilities

Reporting to the VP Global Sales, the Sales Executive, SMB is responsible for:

  • Strategic Sales: develop, execute and manage your sales strategy for your assigned territory, vertical or named account(s).
  • Qualifying: qualify assigned leads to maximize revenue and focus sales energy on winnable deals.
  • Relationship Building: manage the Business and Commercial relationships for Igloo Software Prospects and Customers.
  • Problem Solving: uncovering business problems and pain points comes naturally and you present innovative solutions to customers.
  • Presenting: perform customer presentations and coordinate product demonstrations, as well as Business Cases, ROIs and other deliverables (as required).
  • Pipelining: lead Sales Campaigns to generate new sales opportunities, to ensure an active pipeline to ensure quota is not only met but exceeded
  • Reporting: accurately forecast quarterly revenue to meet or exceed revenue quota by closing opportunities
  • Solution Selling: effectively articulate Igloo’s unique value proposition to new prospects; tailor demonstrations to solve the business pains prospects are looking to solve through the Igloo platform.
  • Continual Learning: take a proactive approach to your own development by building exceptional knowledge of the Igloo platform and work closely with internal Igloo teams to ensure exceptional customer service to prospects.
  • Drive: You realize sales is not a 9-5, 40 hour a week job. You plan your schedule meticulously and ensure your set up for success.

Knowledge, skills and abilities

  • First and foremost – you must love to WIN; hunting and closing deals.
  • 3-8 years’ experience within selling SaaS products
  • Experience within our industry is advantageous– including social, communication, and collaboration SaaS platforms is advantageous
  • Proven track record of performance; including Presidents Club, or consistently exceeding assigned territory quotas
  • Strong solutions seller and relationship builder. Position leans toward Hunter rather than Farmer but position requires both methodologies.
  • Demonstrated ability to articulate major wins in complex sales with multiple stakeholders, valued at 30-50K
  • Past success working with customers to build business cases and ROI development. You are an effective listener and build solutions by prioritizing their needs
  • You’ve learned from every lost deal you’ve ever had and never repeated the same mistake twice
  • Proven ability to effectively and collaborative with cross functional teams
  • Exceptional written and verbal communication skills.
  • Proficient with Salesforce
  • BA or BS Required.

Igloo welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.


Benefits of working at Igloo

Flexible work hours – you have a life outside of work, we get that!

Three weeks’ vacation to start.

Competitive compensation and benefits.

A parking pass paid by Igloo OR a cash incentive if one is not required.

Paid professional development as well as in-house training and mentorship opportunities.

A fun-filled and inclusive work environment – we work hard but never lose sight of having a good time.

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