Senior Account Executive – Indigenous Communities & Tribal Nations

Accountabilities

Pipeline Generation: Build and maintain a strong sales pipeline through outbound prospecting, referrals, industry events, and community relationships. Convert initial conversations into qualified opportunities and maintain a consistent rhythm of discovery meetings and stakeholder engagement.
Consultative Selling and Deal Management: Lead the full sales cycle, from understanding community needs and defining project scope to preparing proposals, developing business cases, negotiating terms, and securing signed agreements and deposits. Manage complex opportunities involving multiple decision-makers and long purchasing timelines.
Community Relationship Building: Develop trusted relationships with Chiefs, Councils, and stakeholders across health, education, land and water management, and economic development. Respect cultural protocols, community priorities, and established decision-making processes while providing consistent and responsive communication.
Funding and Deal Structuring: Collaborate with funding specialists to identify suitable grants, financing programs, leasing options, and direct-purchase opportunities. Coordinate funding and procurement timelines to maintain deal momentum and help communities identify practical paths forward.
Travel and Events: Visit communities for site assessments, presentations, stakeholder meetings, and signing ceremonies. Represent the organization at Indigenous and Tribal conferences, industry gatherings, and trade shows, turning event engagement into qualified sales opportunities.
Forecasting and CRM Management: Maintain accurate opportunity records in HubSpot, including deal stages, stakeholder notes, next steps, and expected close dates. Report weekly performance metrics, provide reliable forecasts, identify risks early, and share community insights that can improve sales processes and materials.
Cross-Functional Collaboration: Work closely with Business Development, Marketing, Funding Strategy, Operations, and Customer Success to prioritize opportunities, structure viable deals, and ensure a smooth transition from signed agreement to installation and onboarding.
Performance Delivery: Build an independent portfolio of opportunities, generate new qualified pipeline, and consistently progress deals toward revenue targets. Establish clear priorities and demonstrate measurable progress throughout the first six months and beyond.
Requirements
Sales Experience: At least 5 years of B2B sales experience closing complex, high-value deals with sales cycles of 12 months or longer.
Proven Results: Demonstrated success meeting or exceeding sales quotas on multi-stakeholder opportunities valued at $200,000 or more.
Relevant Industry Background: Experience selling heavy equipment, construction equipment, healthcare services, clinic equipment, solar solutions, or other infrastructure products is highly valued.
Community and Public-Sector Experience: Experience working with First Nations, Indigenous communities, Tribal Nations, public-sector organizations, healthcare providers, educational institutions, or economic development stakeholders is an asset.
Consultative Selling Skills: Ability to lead discovery conversations, identify customer needs, build compelling business cases, handle objections, negotiate effectively, and confidently secure purchasing decisions.
Relationship Management: Strong interpersonal skills, cultural awareness, and the ability to establish trust with senior stakeholders while respecting community protocols and decision-making processes.
Communication and Presentation: Excellent verbal and presentation skills, with the confidence to present proposals and business cases to Chiefs, Councils, executives, and other senior decision-makers.
Persistence and Strategic Thinking: Ability to manage lengthy sales cycles, maintain momentum across multiple opportunities, and adapt strategies when funding, procurement, or stakeholder priorities change.
Organization and Forecasting: Strong CRM discipline, attention to detail, and the ability to maintain accurate pipeline records, track KPIs, and provide dependable revenue forecasts.
Entrepreneurial Mindset: Comfortable working autonomously in a growing organization, taking initiative, solving problems, and collaborating across teams to achieve business objectives.
Travel Requirements: Willingness to travel frequently across Canada and the United States, including to remote and fly-in communities, and to accommodate occasional meetings outside standard business hours across time zones.
Additional Requirements: A valid driver's license is required. A university or college degree is not mandatory; practical experience and lived knowledge, particularly in community-based environments, are valued. Indigenous applicants are strongly encouraged to apply.
Benefits
Competitive Compensation: Base salary of $100,000–$120,000, depending on experience.
Performance-Based Earnings: Target on-track earnings (OTE) of $225,000–$350,000, with variable compensation tied to closed revenue.
Remote Work: Work remotely from Canada, with candidates based on the Central or West Coast preferred.
Meaningful Impact: Contribute directly to food sovereignty, local food production, and long-term community resilience.
Professional Development: Access ongoing learning opportunities, career growth, and potential leadership development within a growing organization.
Collaborative Environment: Work with a supportive, cross-functional team that values knowledge-sharing, initiative, and shared success.
Autonomy and Ownership: Take responsibility for a high-value sales portfolio and influence outcomes through relationship-building, strategic thinking, and execution.
Travel and Engagement: Build meaningful relationships through direct community engagement, site visits, and industry events.
Head Office Access: Occasional visits to the head office in Ottawa, Ontario, as required.
Inclusive Workplace: Join an organization committed to diversity, accessibility, and meaningful reconciliation with Indigenous and First Nations Peoples.