Account Executive — B2B Hardware Sales and Solutions

About the Company

We are an established Greater Toronto Area IT solutions provider serving mid-market and enterprise clients across Ontario. Our business spans two connected revenue streams: hardware supply — laptops, desktops, servers, storage, networking and peripherals sourced through tier-one national distribution partners — and solution services, including structured cabling and fibre, AV and boardroom/conferencing deployments, networking, and physical security installations.

We are a lean, privately held team where account executives own their book end to end and have direct access to ownership. Decisions get made in days, not quarters. We are investing in growth and hiring a senior AE to build net-new business alongside our existing account base.

The Role

As an Account Executive, you will own your accounts end to end: generating and qualifying new business, growing an assigned base of existing customers, and selling the full portfolio — product plus the services that wrap around it. This is a genuine solution-sales seat, not an order-taking role. The strongest performers here quote hardware in the morning and scope a multi-site cabling or AV project in the afternoon.

Key Responsibilities

Lead Generation & New Business

• Identify and qualify new B2B hardware and solutions opportunities through outbound calling, email, LinkedIn, sales-intelligence tools, referrals and partner lead sharing.

• Manage the full sales cycle from first contact through discovery, proposal, negotiation and close.

• Maintain accurate CRM records and pipeline hygiene — stage, close date, decision maker and next step on every opportunity — and report on pipeline and forecast on a weekly cadence.

• Consistently meet or exceed quarterly gross-profit and revenue targets.

Account Management & Client Success

• Retain, satisfy and grow an assigned book of accounts through regular business reviews, refresh planning and proactive follow-up.

• Deliver responsive customer service: own order status, issue resolution and escalations through to delivery and invoice.

• Build long-term client partnerships by presenting solutions clearly and credibly to both technical and business stakeholders.

• Manage multiple accounts and competing deadlines while collaborating with cross-functional teams — procurement, logistics, accounting, field technicians and installation contractors.

Solution & Services Selling

• Conduct discovery to understand a client’s environment, timelines and budget, then position the right mix of product and services.

• Scope and sell services engagements: structured cabling and fibre, AV and conference-room build-outs, network refreshes, endpoint deployment/imaging, and security/surveillance installations.

• Work with internal technical resources to build accurate statements of work, cost estimates and project timelines.

• Prepare quotes, bids and proposals, and manage the order through procurement, logistics and installation to a clean handoff.

• Develop working relationships with our distribution and OEM channel partners — all major client, server, networking and AV brands — to unlock pricing, deal registration and co-sell support.

What We’re Looking For

• 7+ years of quota-carrying B2B sales experience, ideally in hardware, technology or related solutions — with a value-added reseller (VAR), IT solutions provider, MSP or distributor.

• Demonstrated track record of consistently hitting or exceeding quota, with a hunter’s orientation — you can point to logos you personally opened.

• Proven lead-generation and prospecting ability: you build your own pipeline rather than waiting for leads.

• Strong account management and customer service instincts — you are measured by retention and account growth, not just new logos.

• Excellent communication and relationship-building skills; credible in front of IT managers, operations leaders and business owners alike.

• Experience preparing proposals and managing the full sales cycle independently.

• Working knowledge of the IT hardware landscape (client devices, servers, storage, networking) and how distribution, deal registration and margin actually work.

• Experience selling services alongside product — cabling, AV, networking, deployment or managed services. Comfort scoping a project with a technical resource is essential.

• Strong commercial instincts: you can build a quote, defend a margin, and negotiate without discounting reflexively.

• Proficiency with CRM tools, basic sales reporting and pipeline management; ERP/quoting systems and Microsoft 365.

• Ability to work on-site in Toronto, ON, collaborate with cross-functional teams, and manage multiple accounts and deadlines simultaneously.

• Comfort operating in a small-company environment with limited support infrastructure — you are resourceful, organized and self-directed.

• Valid driver’s licence and access to a vehicle for client site visits across the GTA.

Nice to Have

• An existing book of business or active client relationships in the GTA mid-market.

• Familiarity with leading AV/UC conferencing platforms or low-voltage/structured cabling standards.

What’s on Offer

• Competitive base salary with uncapped commission tied to gross profit.

• A real seat at the table — direct access to ownership, and influence over vendor strategy and how we go to market.

• Full portfolio to sell: you are not boxed into one product line or one deal size.

• Benefits package and vehicle/mileage allowance.

• Hybrid working: time in-office with the operations team, time in front of clients.