Account Executive

Role Description This is a full-time on-site role for an Account Executive (AE) located in Toronto, ON. The Account Executive (AE) will play a pivotal role in building and scaling the go-to-market engine for Mycroft. This individual will be responsible for the entire sales cycle—including direct sales, partnership/channel development, and all related sales activities. As one of the first sales hires, you will work closely with company leadership to shape sales strategy, processes, and culture. Key Responsibilities Direct Sales Own the full sales cycle from lead generation, qualification, and discovery to negotiation, closing, and onboarding. Identify, engage, and nurture relationships with enterprise, mid-market, and SMB prospects. Deliver compelling presentations and product demonstrations tailored to customer needs. Maintain accurate records in CRM and report on pipeline, forecasts, and key metrics. Partnership & Channel Sales Identify, recruit, and onboard channel partners such as Value-Added Resellers (VARs), Managed Security Service Providers (MSSPs), and Systems Integrators. Develop and execute joint go-to-market strategies and co-selling motions with partners. Provide enablement, training, and ongoing support to channel partners to ensure successful product positioning and sales. Manage partner relationships to maximize revenue, expand market reach, and ensure alignment with company goals. Cross-Functional Collaboration Work closely with Product, Marketing, and Customer Success to relay customer feedback, inform product roadmap, and align messaging. Contribute to the creation and refinement of sales playbooks and processes for both direct and channel sales. Represent the company at industry events, conferences, and partner meetings to build brand awareness and generate leads. Market & Customer Insights Stay current on GRC, cybersecurity, and automation trends, as well as evolving customer needs and regulatory requirements. Act as a subject matter expert for prospects, partners, and internal teams. Required Qualifications 5+ years of B2B SaaS sales experience, with a proven track record in cybersecurity, GRC, or automation platforms. Demonstrated success in both direct sales and channel/partnership sales environments. Understanding of the cybersecurity landscape, GRC frameworks, and compliance requirements. Excellent communication, negotiation, and presentation skills. Self-starter with a growth mindset and ability to thrive in a fast-paced, ambiguous, and high-growth environment. Experience building sales processes and playbooks from the ground up. Proficiency with Salesforce. Preferred Skills Experience working with or selling to channel partners (VARs, MSSPs, GSIs). Familiarity with GRC and cybersecurity automation tools and concepts. Technical aptitude and ability to engage with technical and non-technical audiences. Network within the cybersecurity or GRC industry.

The Account Executive will manage the full sales cycle, including lead generation, negotiation, and closing for both direct and channel sales. They will also collaborate with internal teams to shape sales strategy and represent the company at industry events.

Candidates must have 5+ years of B2B SaaS sales experience with a proven track record in cybersecurity, GRC, or automation. Proficiency in Salesforce and experience building sales processes from the ground up are required.

Identified from the job description. Confirm important requirements above.

• B2B SaaS Sales
• Cybersecurity
• GRC
• Automation Platforms
• Direct Sales
• Channel Sales
• Partnership Development
• Sales Strategy
• Lead Generation
• Negotiation
• Salesforce
• Product Demonstration
• Pipeline Management
• Compliance Requirements
• Relationship Management
• Cross-Functional Collaboration
• Self-Starter
• Go-to-Market Strategy
• Customer Success Management
• Product Roadmaps
• Channel Partnership
• Growth Mindedness
• Sales Prospecting
• Automation
• Business To Business
• Brand Awareness
• Customer Relationship Management
• Customer Service
• Software As A Service (SaaS)
• Communication
• Cyber Security
• Direct Selling
• Sales
• Forecasting
• Selling Techniques
• Governance Risk Management And Compliance
• Leadership
• Presentations
• Product Marketing
• Value-Added Reseller
• Technical Acumen

• Sales
• Software
• Technology
• Security & Safety
• Management & Leadership
• Account Executive
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

Minimum experience

5+ years

Posting language

English

Working hours

40 hours per week