Account Executive, New Business

Before you read further
This is a new business role. You will not inherit a book of accounts, and you will not be handed a territory someone else built. You will be given a target market, a defined offering, a manager who sells alongside you, and the tools to go get it.
If you are looking to manage and grow a set of accounts that already exist, this is not that job. We would rather be clear about that now than in month three.

About H2Safety
Celebrating our 22nd anniversary this year, H2Safety Services Inc. is Canada’s largest provider of emergency response management services and solutions. For 21 years our team has delivered emergency management consulting, emergency response training, and technology to companies across Canada, North America, and internationally. Our work protects people, communities, and the environment when something goes wrong, and keeps our clients compliant and prepared before it does.

In June 2025, H2Safety became part of SGS, the world’s leading testing, inspection, and certification company. That gives us global reach across oil and gas, mining, transportation, utilities, renewables, and government, while we keep the pace and the direct client relationships of a Canadian specialist. Our reputation is built on doing the technical work properly and on handling Indigenous and government relations with the care those relationships deserve.

What you will be selling
Two connected things, and you will sell both.
• Services. Emergency response plans, regulatory compliance support, ICS and emergency response training, exercises, and advisory work for organizations that carry real operational risk and real regulatory obligations.
• Software. Our emergency management platform, including the virtual emergency operations centre and wildfire modules, which gives clients a live operating picture when an incident is underway.
Most of our clients start with a regulatory or operational problem, not a product search. Your job is to find that problem early, frame it honestly, and build the solution with our technical team. This is consultative selling with a compliance backbone. Product pitching does not work here.

What you will actually do
Create the pipeline
• Own outbound prospecting into oil and gas, mining, utilities, transportation, renewables, and government accounts across your assigned market.
• Run consistent daily outreach by phone, email, and LinkedIn, supported by research and AI-assisted personalization rather than volume alone.
• Book and run first meetings every week. Activity targets are set with your manager and reviewed weekly, not annually.
• Work the field. Conferences, industry associations, and regulator events are part of how this market gets covered.

Run the full sales cycle
• Lead discovery that gets to regulatory drivers, operational risk, incident history, and gaps in current preparedness.
• Bring in technical and operations colleagues at the right moment, and own the opportunity from first contact through signature.
• Build proposals and pricing with operations so that what you sell is what we can deliver.
• Negotiate and close, then hand over cleanly to the delivery team and the Client Relationship Manager.

Run your business
• Keep HubSpot current. Accurate activity, deal stages, and forecast are a condition of the role, not an afterthought.
• Forecast honestly. We would rather hear a deal is slipping in week two than in week ten.
• Meet weekly with your manager to work live deals, remove blockers, and shorten cycles.
• Bring market intelligence back. What you hear from prospects shapes our offering, our pricing, and our marketing.

What this role is not
• It is not account management. Existing accounts stay with our Client Relationship Managers.
• It is not an inbound closing role. Marketing will support you, and it will not fill your calendar for you.
• It is not a role where you sell one product. You will need working fluency in both services and software.

What we are looking for
Required
• Two or more years of B2B sales experience with clear ownership of net-new business, ideally in services, technology, or a regulated industry.
• A track record of building pipeline from a standing start, including cold outreach you personally did.
• Comfort selling to operations, HSE, and executive stakeholders, often in the same deal.
• Consultative discovery skills. You ask better questions than the competition and you are willing to walk away from a poor fit.
• Discipline with CRM hygiene, forecasting, and follow-up. HubSpot experience preferred.
• Strong written and verbal communication. Our buyers are technical and they notice sloppy writing.
• Valid driver’s licence and willingness to travel to client sites and industry events.

Preferred
• Exposure to oil and gas, mining, utilities, pipelines, or another industry with regulatory reporting obligations.
• Familiarity with emergency management, HSE, or safety-critical software.
• Practical use of AI tools for account research, outreach, and call preparation, including the ability to write and refine your own prompts. We use these tools daily and we will expect you to get better at them, not just tolerate them.
• Experience selling both services and software in the same conversation.

What success looks like
First 90 days
• You understand the regulatory landscape well enough to run discovery without a technical colleague in the room.
• Outbound is consistent and your calendar shows first meetings every week.
• Early qualified opportunities are in HubSpot with a defined scope and a close plan.

First 12 months
• A pipeline consistently at three to four times quota, built mainly by you.
• Full attainment of your first year new business quota, which we will walk through with you during the interview process.
• New logos closed across at least two industry segments.
• A clean handover record. Operations trusts what you sold because it matches what we deliver.

How we support you
• A sales leader who still sells and will join your calls and client meetings.
• Structured onboarding on our services, our software, and the regulatory environment our clients operate in.
• Marketing support for campaigns, content, and events, and a growing inbound channel.
• Technical experts who will build the solution with you instead of leaving you to guess.
• The SGS brand behind you, and access to a global network of accounts and specialists.

Compensation and benefits

• Base salary plus uncapped commission

• Comprehensive health and dental coverage.
• Company matching RRSP program.

• Corporate Wellness Program - GoodLife
• Generous paid time off and flexible working hours.
• The backing, career mobility, and international reach of SGS.

Apply
If you read the first section and thought that sounds like the job you have been waiting for, we want to hear from you. Send your resume and a short note telling us about a client you won that nobody handed you.
H2Safety is an equal opportunity employer. We welcome applications from all qualified candidates and we will provide accommodation at any stage of the hiring process on request.

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