Account Executive - Enterprise GRC Software

About StandardFusion

StandardFusion is a rapidly growing software company in Vancouver disrupting the GRC (Governance, Risk, and Compliance) space with our framework-agnostic platform. We're challenging traditional GRC solutions by offering a modern, flexible alternative that's winning against established players like AuditBoard, ZenGRC, and ServiceNow GRC. As we continue our aggressive growth trajectory, we're seeking a proven closer to join our sales team.

The Role

We're looking for a results-driven Account Executive who knows how to close deals and can navigate complex B2B software sales cycles. The ideal candidate will combine strong sales fundamentals with the ability to quickly grasp and articulate the value of our GRC platform.

Primary Responsibilities

• Drive deals from qualified demo through to closed-won, typically within a 90-day sales cycle
• Conduct compelling product demonstrations tailored to prospect needs
• Manage proof of concept (POC) implementations, working with Solutions Engineer when needed
• Navigate and accelerate complex procurement processes
• Lead pricing and contract negotiations to successful closure
• Maintain accurate pipeline and forecasting in our CRM
• Partner with Product and Customer Success teams to ensure smooth customer transitions
• Take ownership of a group of existing customers, focusing on growing these accounts through upselling and cross-selling opportunities.
• Optional: Develop your own pipeline through strategic prospecting (with enhanced commission structure)

Deal Parameters

• Focus on net-new business
• Average deal size: $50,000 - $100,000
• Typical sales cycle: 90 days
• Territory: Global

3-Month Success Criteria

By the end of your first three months, you should be able to:

• Independently conduct compelling product demonstrations
• Successfully manage the full sales cycle from demo to close
• Navigate common competitor objections (particularly against other GRC platforms)
• Execute effective POC strategies
• Lead pricing and contract negotiations
• Understand and articulate StandardFusion's key differentiators in the GRC space

Who We're Looking For

• A proven closer with a track record of consistently meeting or exceeding quota
• Someone who thrives in competitive sales situations
• A quick learner who can rapidly understand and articulate complex business solutions
• A self-starter who can manage multiple deals at various stages
• Experience selling to Cyber Security, Info Sec, Risk, or Compliance teams preferred
• Background in GRC, InfoSec, or compliance software sales is a significant plus

Requirements

• 3+ years of B2B software sales experience
• Proven track record of closing $50k+ deals
• Experience with complex procurement processes
• Strong negotiation skills
• Excellent verbal and written communication abilities
• Experience with modern sales tools and CRM systems
• GRC or Information Security industry experience preferred

Key Performance Metrics

• Closed-won revenue against quota
• Deal close rate
• Average deal size
• Optional: Self-sourced qualified demonstrations

Benefits

• Competitive base salary + commission with accelerators
• Extended health and dental care
• Flexible working hours
• Subsidized gym membership
• Casual dress code
• Regular company events & social hours
• Vacation & paid time off
• $100k base salary, with OTE of >$200k

Location

• Based in our Vancouver office
• Hybrid work arrangement: 3 days in office for collaboration and team selling, with flexibility for remote work
• Local candidates only - must be able to commute to Vancouver office

Note: This is an in-person role based in Vancouver. While we offer some work-from-home flexibility, we believe in the power of collaboration for sales success. Our sales team works together in the office three days per week to foster team selling and deal strategy collaboration.

Join us in revolutionizing how organizations manage their governance, risk, and compliance programs. If you have a proven track record of closing deals and are ready to make your mark in the GRC space, we want to hear from you!