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Thin Air Labs

Account Executive

Calgary, AB, Canada

Job type: Full-time
Apply by: Oct 24, 2026
Experience: 3+ years of relevant sales experience with proven ability to achieve or exceed assigned quota targets;
Posting language: English
Posted: Sep 24, 2026

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Original job description

Account Executive, Funding Catalyst TeamYour role at Thin Air Labs

Thin Air Labs helps innovative companies grow. We are looking for someone with a passion for innovation and strong business development skills to join Sales on Thin Air Labs' Funding Catalyst team.

Our Funding Catalyst team works collaboratively with founding teams of startups and scaleups to help them develop a non-dilutive funding strategy, identify optimal funding sources, and create compelling narratives for grant applications.

We are on a mission to be the trusted source for non-dilutive capital strategy and grant execution across North America.

Since its inception, Funding Catalyst has helped hundreds of startups and scaleups across sectors secure $100M+ in non-dilutive capital (grants, SR&ED, RFPs, etc.), accelerating their growth and development.

At Thin Air, we are:

Founder focused, supporting founders who create meaningful human impact
Infinitely curious about our founders and the companies they’re building
Unlike minds, valuing differences in perspective and ways of thinking
Impact driven, we strive to help bring ideas into reality for real world impact

In this role you will:

Execute the full sales cycle by building a pipeline of leads through various outreach channels and grow a portfolio of exciting new business to achieve sales goals
Engage directly with high-growth ventures and founders to articulate our value proposition
Maintain a deep understanding of the needs of innovative companies in relation to securing non-dilutive funding to support their growth
Collaborate with the broader Funding Catalyst and Thin Air Labs teams and jump into new concepts outside of your comfort zone
Serve as a key contributor to our sales team’s culture, piloting new methodologies and AI-driven workflows that will define our long-term success
Actively contribute to the evolution of our sales playbooks and strategies, with opportunities to mentor junior team members and shape the future of our sales operations as we scale

This role is designed to evolve into a leadership position, offering high-performing individuals the opportunity to take on increased responsibility, mentor junior team members, and help shape our long-term sales strategy.

You would be described as:

3+ years of relevant sales experience with proven ability to achieve or exceed assigned quota targets; MBA preferred
A thoughtfully persistent and outcome-driven sales professional with a passion for helping startups and high-growth ventures succeed
Having strong business acumen and a fluency in the language of capital strategy, finance and innovation
Having the ability to listen deeply, absorb information quickly, and tailor messaging to the needs of each company, as our work can vary greatly depending on what problems we’re solving
A life-long learner, independent thinker and collaborative team player well-versed in the use of AI tools within sales software (HubSpot, Apollo, G-suite, PandaDoc, LinkedIn)
A strong multi-tasker who can think both strategically and tactically to execute across the full sales cycle
Having assertive client-facing and negotiation skills, and an eagerness to set and over-achieve sales goals
Previous experience executing sales playbooks for professional services, ideally in government incentive consulting for small businesses
Must be located in Calgary, Alberta
Experience selling SR&ED is considered an asset

You will be responsible for:

Successfully acquiring new clients by building prospect lists, booking qualified sales meetings, and navigating the full sales cycle to achieve individual quota targets
Preparing and presenting custom scopes of work based on client needs
Accurately forecasting against your sales pipeline and closing new business revenue every month
Staying current on the non-dilutive funding and innovation landscape in target markets to effectively build rapport with clients
Facilitating warm handoffs to the Funding Catalyst Delivery team following the close of the initial customer sale to ensure a smooth client transition and onboarding
Attending networking events and conferences, appropriately representing the Thin Air Labs brand

The role is hybrid with 2 day work from home allowance.

Equal Opportunity Employer: At Thin Air Labs, we value diversity in our workforce and believe "unlike minds" make strong teams. We encourage all qualified candidates to apply.

There are many ways to fund the future.

Apply About employer

More about this job

Responsibilities

Acquire new clients by building prospect lists, booking qualified meetings, presenting tailored scopes of work, and managing the sales cycle through monthly revenue targets. Maintain accurate forecasts, stay informed about non-dilutive funding, and coordinate client handoffs while representing the company at networking events and conferences.

Requirements

Requires at least three years of relevant sales experience and a proven record of meeting or exceeding quotas; an MBA is preferred. Candidates should have strong business and financial acumen, client-facing and negotiation skills, experience with sales tools and AI workflows, and ideally experience selling professional services or government incentive consulting; SR&ED sales experience is an asset.

Skills

Sales
Business Development
Full Sales Cycle Management
Lead Generation
Pipeline Management
Quota Attainment
Client Engagement
Negotiation
Forecasting
Proposal Development
Capital Strategy
Financial Acumen
Grant Funding
SR&ED
AI Tools
HubSpot

Visa sponsorship

Not detected in the job text

Keywords

Sales
Business Development
Full Sales Cycle
Lead Generation
Prospecting
Pipeline Management
Quota Targets
Client Acquisition
Sales Forecasting
Scopes Of Work
Non-Dilutive Funding
Grant Applications
SR&ED
Government Incentives
Capital Strategy
Startup Funding
Professional Services
Sales Playbooks
AI-Driven Workflows
HubSpot
Apollo
Google Workspace
PandaDoc
LinkedIn
Negotiation
Networking
Client Onboarding

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