Purpose

As a Strategic Account Manager, you'll be responsible for meeting and exceeding customer specific and portfolio level annual recurring revenue targets within a named list of key accounts, mostly Tier 1 general contractors in Canada. Your core focus will be on building and nurturing deep, long-term relationships, creating head-office-level partnerships and driving company-wide adoption of our client's product, while working closely with Customer Success Managers to ensure the success of individual projects. Your goal is to open doors & expand our footprint and revenue within these key accounts by becoming a trusted partner at every level, from project teams to executive leadership.

Specific Roles & Responsibilities

● Strategic Account Management: Develop and execute comprehensive account plans for a select list of strategic accounts, resulting in the attainment of account specific ARR retention and expansion targets. This includes identifying key stakeholders at the head-office level and creating a strategy to build relationships across all relevant departments, from project teams to executive leadership. ● Partnership & Relationship Building: You will become a trusted advisor who strategically guides our Tier 1 customers toward adopting or renewing a partnership model with the company through an Enterprise Wide Agreement. You’ll be the primary point of contact for head-office decision-makers, fostering relationships with key personas such as C-suite, Digital/Innovation teams, and senior/regional project leaders. You'll champion the company-wide adoption of our solution and lead the negotiation of enterprise wide agreements. ● Cross-Functional Collaboration: Serve as the central hub for your strategic accounts, coordinating efforts with internal teams including Solutions Consulting, Marketing, and Customer Success to ensure a seamless customer journey and drive significant revenue growth. ● Industry & Domain Expertise: Leverage your deep knowledge of the construction industry and technology to have credible, high-level conversations with Digital/Innovation teams and senior leadership. You will be seen as a thought leader who understands their business challenges, not just a product seller. ● Forecasting & Target Achievement: Accurately forecast revenue growth and pipeline activity for your strategic accounts individually and at a portfolio level. Consistently work toward meeting and exceeding revenue targets by driving both new business and expansion opportunities within your named account list, and effectively balancing your focus on the delivery of month to month new project revenue and establishing long-term, mutually beneficial enterprise wide agreements. ● CRM Management & Data Quality: Maintain and update all sales activities, customer interactions, and account plans within the CRM (Hubspot) to ensure data integrity, facilitate reporting, and support accurate sales forecasting.

Key Measures of Success

• Revenue Quota Achievement: ARR vs target at the portfolio and individual customer level
• Number of Enterprise Agreements signed
• Average Contract Duration
• Average Deal Value
• Activity & Funnel Metrics
• Weighted Pipeline Coverage

Experience & Qualifications

● 6-10+ years of experience in a new business or strategic account sales role, ideally within technology or Software as a Service (SaaS). ● Proven success managing complex enterprise sales cycles, cultivating deep, long-term relationships with C-suite and senior leadership and negotiating enterprise wide agreements ● Demonstrable experience and existing network within the Canadian construction industry, particularly with tier 1 general contractors. ● Deep domain expertise in construction technology or a related field, with the ability to confidently discuss industry trends, challenges, and solutions with senior stakeholders. ● Strong understanding of sales methodologies and qualification frameworks. ● Experience collaborating with internal teams (e.g. Solutions Consulting, Customer Success, Product, Marketing) to drive account-wide success.