We are seeking a high-performing Strategic Sales & Account Manager to drive both new business acquisition and enterprise account growth across regulated industries, with an initial focus on:
- Cemetery, funeral service, burial vault, and monument companies
- Veterinary groups and animal health organizations
This is a hybrid hunter–farmer role responsible for building pipeline through outbound prospecting while also expanding and upselling multi-location enterprise clients.
The ideal candidate brings a strong background in SaaS and LMS (Learning Management Systems) and is comfortable selling technology solutions that drive compliance, workforce training, and operational performance.
You will work with ownership groups, operators, and compliance leaders to standardize training, reduce risk, and scale systems across locations—while identifying opportunities to expand into additional regulated industries over time.
Key Responsibilities
Outbound Prospecting & Pipeline Development (40–50%)
- Generate new business across:
- Funeral, cemetery, and monument companies
- Veterinary clinics and consolidators
- Other regulated industries (as expansion occurs)
- Execute high-volume, targeted outreach via:
- Cold calling
- Email campaigns
- LinkedIn prospecting
- Identify and engage decision-makers:
- Owners, operators, compliance leaders, HR, and executives
- Build and maintain a qualified pipeline of opportunities
Account Management & Expansion (50–60%)
- Own a portfolio of clients, including multi-site and enterprise organizations
- Drive revenue growth through:
- Upselling additional locations
- Expanding LMS usage and training programs
- Introducing new compliance and safety solutions
- Lead renewals with a focus on increasing total contract value
- Build relationships across multiple stakeholders within each account
- Develop and execute structured account growth plans
SaaS / LMS Solution Selling
- Position technology solutions that deliver:
- Compliance tracking and audit readiness
- Workforce training and certification management
- Operational consistency across locations
- Clearly articulate SaaS value:
- ROI and cost avoidance
- Scalability across multi-site organizations
- Automation and reporting benefits
- Guide clients through adoption and expansion of LMS platforms
Enterprise & Multi-Location Growth Strategy
- Map organizational structures to identify expansion opportunities
- Drive enterprise-wide rollouts across regions and business units
- Standardize training and compliance programs across locations
- Partner with leadership on high-value, strategic accounts
Industry Expertise & Vertical Expansion
- Develop working knowledge of:
- Deathcare operations (cemeteries, funeral homes, monument/vault services)
- Veterinary compliance and workplace safety requirements
- Apply this model to additional regulated industries such as:
- Healthcare
- Skilled trades
- Field services
- Adapt messaging to each industry’s operational and regulatory challenges
Performance & Pipeline Management
- Manage and report on:
- New business revenue
- Expansion (upsell) revenue
- Renewal performance
- Pipeline health and conversion rates
- Maintain accurate CRM data and account plans
- Continuously optimize outreach and account strategies
Cross-Functional Collaboration
- Partner with:
- Marketing on vertical-specific campaigns
- Product on feature feedback and roadmap insights
- Customer success on onboarding and retention strategy
- Act as the voice of the customer across industries
Qualifications
- 3–7+ years of experience in:
- SaaS sales, account management, or hybrid roles
- Strong understanding of:
- SaaS business models (MRR, ARR, churn, expansion)
- LMS platforms and workforce training solutions
Proven ability to:
- Generate new business through outbound efforts
- Grow and expand existing accounts
- Experience selling into multi-location or enterprise organizations
- Excellent communication, presentation, and stakeholder management skills
- Experience in one or more of the following is a strong asset:
- Veterinary industry
- Funeral/cemetery/deathcare industry
- Compliance or safety training solutions
- Highly organized, self-motivated, and performance-driven
Compensation
- Base Salary: CA$60,000 – CA$75,000
- On-Target Earnings (OTE): CA$100,000 – CA$130,000+
Pay: $50,000.00-$115,000.00 per year
Work Location: Hybrid remote in Victoria, BC
