Account Executive

Job Opportunity

Location: Greater Toronto Area or Greater Montreal Area— [Remote]

A note on length — this post is intentionally longer than most. That is deliberate. It gives you a realistic preview of the role and clear guidance on how to present your application, so we suggest reading it in full.

About SOVRA

SOVRA is a leading public procurement platform trusted by more than 7,000 government agencies and over 1 million suppliers across North America. Our work sits at the intersection of technology, public service, and accountability, helping governments operate more efficiently and transparently on behalf of the communities they serve.

What makes SOVRA unique is our deep focus on the public sector. Our solutions are purpose-built to solve real, complex procurement challenges, balancing compliance with usability and innovation. That commitment has been recognized with the Achievement of Excellence in Procurement (AEP) Certification from the National Procurement Institute, reflecting our high standards and impact on the market.

At SOVRA, the work you do matters. Every improvement we make helps public organizations stretch taxpayer dollars further, operate with greater transparency, and deliver better outcomes for millions of people. We're a growing, mission-driven company where smart, curious people come together to build technology that serves the public good.

Learn more at sovra.com.

About the job

SOVRA is looking for an experienced Account Executive for our Canada territory; the role supports continued growth on the buyer side of the business and calls for someone who can enter a broad Canadian territory with sound judgment and an established sales approach.

The role develops and manages a mid-to-high-market sales pipeline, from targeted prospecting and discovery through solution alignment, negotiation, and close. The person in this role generates part of the pipeline directly, works with SDR support, and manages opportunities that may progress through both shorter and extended buying cycles.

The work reaches Canadian public-sector agencies and the internal teams that support complex software sales. It requires credible communication, disciplined opportunity management, and a strong understanding of how procurement decisions are made in government environments.

What will your main responsibilities look like?

Territory & Pipeline Development

• You build and maintain a focused pipeline across English-speaking Canada outside Quebec through direct prospecting, SDR partnership, referrals, and existing market relationships.

• You prioritize mid-to-high-market public-sector opportunities and maintain consistent coverage across the territory.

Discovery & Opportunity Management

• You lead discovery conversations that clarify agency needs, buying processes, stakeholders, and decision criteria.

• You manage opportunities from initial engagement through negotiation and close while maintaining accurate records in Salesforce and using Gong to strengthen deal execution.

Solution Alignment & Collaboration

• You work with solution consulting, sales enablement, and other partners to connect SOVRA capabilities to each agency’s procurement context.

• You communicate deal context, risks, and next steps clearly so supporting teams can contribute at the right stage.

Market Presence & Accountability

• You represent SOVRA at relevant trade shows and industry events, with annual travel expected at 5-10%.

• You sustain a healthy rolling pipeline and deliver against the commercial commitments established for the territory.

What will you bring to this role?

• Account executive track record — you have 4–5 years of account executive experience with consistent results in complex sales cycles.

• Public-sector SaaS experience — you have sold software-as-a-service solutions in business-to-government environments. This experience is essential for the role.

• Canadian procurement knowledge — you understand the Canadian public-sector procurement landscape and how agencies evaluate and purchase technology.

• Independent territory ownership — you can establish priorities, create pipelines, and advance complex opportunities with limited local peer coverage.

• Complex sales judgment — you can navigate buying cycles ranging from approximately six weeks to twelve months while maintaining clear stakeholder alignment.

• Sales technology fluency — you have practical experience using Salesforce and Gong to manage opportunities, document decisions, and improve execution.

• Authorization to work in Canada — we are not able to sponsor work visas or transfers at this time.

What are the assets that would make you stand out?

• Established Canadian public-sector network — you bring relationships or market familiarity that can support credible early conversations.

• Trade-show selling experience — you have represented a technology company at industry events and converted market conversations into qualified follow-up.

You should apply if

• You want to own a broad Canadian territory where progress depends on judgment, persistence, and credible engagement with public-sector buyers.

• You value the accountability of building part of your own pipeline while partnering closely with SDR and cross-functional support.

• You are motivated by technology that helps public organizations operate with greater efficiency, transparency, and public value.

What we look for in applications

We review every application individually and assess it on its own merits rather than screening keywords. The most useful applications show the public-sector accounts and segments you have developed, what you delivered, who it affected, and the outcome, with numbers wherever you have them. When you name Salesforce, Gong, or another tool, briefly explain what you used it to do, because a tool list alone does not show how you work. Specific detail about your own contribution tells us more than a general summary of responsibilities.

What does success look like?

• By 3 months: you understand SOVRA’s product and have closed the key knowledge gaps related to the Canadian public procurement sector.

• By 6 months: you maintain a solid rolling pipeline that is consistently replenished through your own activity and SDR partnership.

• By 12 months: you deliver consistent quarterly performance and manage the territory with the independence expected of an experienced Account Executive.

Our interview process

Our interview process is thorough, respects your time, and focuses on the substance of the role and how you would work with the team. It includes four conversations.

• Recruiter screen — a conversation with Talent Acquisition Specialist about your experience, interest, and alignment with the role.

• Hiring manager round — a conversation with the VP, Sales focused on territory ownership, public-sector selling, and the approach you bring to complex opportunities.

• Panel interview — a cross-functional conversation focused on how you partner with solution consulting, sales enablement, and other teams.

• Leadership round — a final conversation with a sales leader focused on business judgment, readiness for the scope, and mutual expectations.

Why you should join us

SOVRA serves the public sector, and the work carries the weight that comes with that purpose. Every improvement to our platform helps government agencies operate more efficiently and deliver greater value to the communities they serve. We are a company in a period of deliberate growth, and we are looking for professionals who want genuine ownership of their work and a direct hand in building the organization around them.

In this role, that ownership is real: your work across Canada, shapes how SOVRA serves public-sector agencies in the region.

Our benefits include the following, with full details shared during the hiring process:

• Comprehensive health and medical coverage.

• Paid time off.

• A structured learning and development program.

• Paid parental leave.

If this role aligns with your experience and ambitions, we encourage you to apply.

Thank you for your interest in SOVRA. However, only selected candidates will be contacted.

At SOVRA, we are committed to fostering an inclusive and equitable workplace. We are an equal opportunity employer and do not discriminate against any employee or applicant for employment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, marital status, veteran status, or any other characteristic protected by applicable laws. We provide a work environment free from discrimination and harassment. In addition, we are committed to ensuring pay equity across our organization and regularly review our compensation practices.