Account Executive (SMB) | Hybrid, Toronto | Prospeo
Prospeo is a B2B contact database and email verification platform used by sales teams, agencies and founders to find and verify contact data. This is our first Account Executive hire.
You'll close SMB deals, most of them from meetings our cold email engine books for you, and book your own on top to hit target. With V2 launching, you'll also grow existing accounts as new features open up expansion. You'll work directly with the Head of Sales and help shape the playbook every AE after you will use.
This is a hybrid role based in Toronto, the ability to be able to travel to the office from time to time is prefered.
WHAT YOU'LL DO
- Run discovery and demos with SMB buyers: founders, sales leaders, agency owners and RevOps
- Own deals end to end: discovery, demo, trial, pricing and close
- Book your own meetings through LinkedIn, calls, referrals or whatever works, on top of the meetings we provide
- Expand existing accounts as V2 launches, moving customers onto new features and larger plans
- Keep the CRM accurate and forecast your month with confidence
- Feed what you hear from buyers back into our messaging, product and cold email
- Document what works so it becomes the playbook for the next AEs
HOW YOUR PIPELINE WORKS
You won't start from zero. Our cold email engine books most of your meetings. You're still expected to book your own to make sure you hit target.
- Cold email meetings: booked by our team. You show up prepared, run discovery and close.
- Self-sourced meetings: booked by you through LinkedIn, calls, referrals and events.
- Existing customers (V2): you spot expansion, run upgrade conversations and close.
WHAT SUCCESS LOOKS LIKE
Your full-year target is $800,000 USD in closed-won revenue (new business and expansion), about $66,700 USD a month once fully ramped.
Your ramp:
- Month 1: learning the product, ICP and tooling
- Month 2: $16,700 (25% of target)
- Month 5 onwards: $66,700 (100%)
In your first 90 days you'll:
- Close your first deals from booked meetings
- Have a repeatable routine booking your own meetings every week
- Leave behind a written discovery and demo flow the team can reuse
WHO YOU ARE
- 2+ years as a closing AE in B2B SaaS, ideally SMB or velocity sales with short cycles and high deal volume
- A record of hitting quota you can show in numbers
- You've built your own pipeline before and have grown existing accounts, not just closed new ones
- You're comfortable with a full calendar and move fast from demo to close
- You build process where there isn't one yet and want to shape a sales function early
- A clear, concise writer: your DMs and follow-ups get replies
Bonus points:
- You've sold sales tools, data products or to GTM buyers
- You know LinkedIn Sales Navigator, Clay or similar prospecting tools
COMPENSATION
- Base salary: $53,000 (approx. CA$75,000)
- Commission at target: $3,000 to $6,000 USD a month, uncapped and paid monthly on closed-won revenue (approx. CA$4,250 to CA$8,500 a month)
- OTE: $89,000 to $132,000 USD (approx. CA$126,000 to CA$187,000)
- [Benefits: health and dental, holiday, equipment]
HIRING PROCESS
- Test: a short take-home exercise on prospecting and messaging for our ICP
- Interview with the Head of Sales: your quota history, attainment and how you work
- Live demo: run discovery and a demo of Prospeo with a mock SMB buyer
- Final interview: culture, ambition and how you'd approach your first 90 days
