(This is for a RevPilots' client)
Sales Executive - Account Executive
Markham, ON | (5 days in office)
Role Snapshot
Location: Markham, ON office - 5 days in office
Salary: CAD $70,000 base / CAD $120,000–$130,000 OTE by Year 2 Commission: Tiered - 4/6/8% on gross margin (details below)
Benefits: RRSP match, 100% paid HSA
Team size: ~30 people
Reports to: Director of Sales & Marketing
About Our Client
Our client distributes PTAC, VTAC, room ACs, fridges, and accessories to the hospitality, senior living, mechanical contractor, and multi-family markets across Canada and the United States.
Their mission is to "Deliver Comfort Consistently," with an ambitious goal to own the Canadian PTAC/VTAC market by 2030 and expand rapidly in the U.S.
The Role
This is a full-cycle, outbound-heavy AE role. You own your territory end-to-end - prospecting, qualifying, pricing, closing, and managing customer relationships through fulfillment.
A minimum of 95% of pipeline is self-sourced through cold calls, email, and LinkedIn. Deal sizes range from $6,000 (replacement orders) to $150,000 (new construction projects), with a $725 ASP per unit.
Key Responsibilities
- Self-Sourced Pipeline (40%) - Maintain consistent cold outreach (calls, email, LinkedIn) into hotel, senior living, managed care, and commercial property targets. Build and manage a target account list aligned to ICP. At least 95% of pipeline is self-sourced.
- Full-Cycle Deal Execution (30%) - Qualify, scope, price, and close deals from $6K to $150K. Manage pricing within margin guardrails and drive opportunities through to PO.
- Account Growth & Retention (10%) - Expand existing accounts through repeat orders, additional properties, and product line extensions.
- Pipeline & Forecast Hygiene (10%) - Keep CRM data current - stage, close date, value, and probability. Call your forecast credibly in weekly reviews.
- Product Knowledge (5%) - Stay current on PTAC, VTAC, room AC, fridges, accessories, and competitor positioning.
- Team Contribution (5%) - Share playbooks, objection handling, and target lists with peers. Participate in team meetings and training.
What We're Looking For
- Proven outbound hunter - you prospect independently without relying on inbound or marketing support
- Full-cycle experience - you've owned deals from cold outreachthrough close
- Disciplined CRM and forecast hygiene - you update the pipe and call your number honestly
- Comfortable selling physical/technical products - HVAC, building products, equipment, or similar a plus
- Coachable and self-directed - you ask for the vision and guardrails, then execute
Culture & Values
Our client operates by a clear values framework:
Communicates openly, honestly, directly, and w ith confidence. Owns decisions and increases speed and quality of decision-making over time. Operates with initiative - takes action within given guardrails without waiting for permission. Learns and grows - committed to personal and professional development
