Role Description We're looking for a Senior Account Executive to join us at Thinkific. In this role, you'll own the full sales process — from lead to close — focused on acquiring mid-market and enterprise customers and maximizing revenue. You'll work with prospects to understand their goals, showcase the power of the Thinkific Plus platform, and create a world-class customer-centric experience. - Hunt, develop, and close net-new accounts, aligned with our target ICP for learning, enablement, and customer education. - Run a consultative, customer-centric sales process from initial outreach through discovery, product tours, and closing — using SPICED/MEDDIC frameworks to keep pipeline forecastable. - Collaborate cross-functionally with Marketing, Product, and Customer Success to influence roadmap priorities, ensure seamless onboarding, and drive customer satisfaction and retention. - Act as the voice of the customer by sharing market intelligence, buyer trends, and competitive insights to inform product positioning and go-to-market strategies. - Conduct deep discovery and ROI-based selling, crafting business cases that quantify the value of modern learning platforms. - Deliver compelling demos and executive presentations to senior decision-makers (L&D, HR, Enablement, Operations, and C-suite). - Lead contract negotiations, handle objections, and close deals in a way that ensures client satisfaction while meeting or exceeding targets. - Maintain accurate pipeline hygiene, opportunity tracking, and forecasting in Salesforce, using data to continuously refine your sales approach. Qualifications - Has at least 5+ years of experience in a customer-facing, business development, or sales role, with a focus on generating pipeline. - Has at least 1–2 years running full sales cycles, including owning the close. - Has a proven track record of quota attainment and consistent outperformance. - Loves hunting for their own opportunities — doesn't wait for leads to come to them. - Is comfortable juggling multiple accounts, opportunities, and activities simultaneously, and knows how to prioritize effectively. - Believes in consultative, customer-centric selling. - Is comfortable making phone calls and building relationships through direct outreach. - Is a team player who wants to work alongside others to have a big impact on a scaling sales function. - Is data-driven and able to self-diagnose what is working — and what can be improved — in their sales approach. - Loves to learn and grow, seeking ways to level up their skills in this field. Requirements - We’re committed to fair and transparent pay that reflects both where you are and where you can grow to. This role has a total compensation opportunity (OTE) of $140,600 - $175,800 - $211,000 (base salary + commission) in Canada. - Most new hires start between the minimum and midpoint, which aligns with being fully capable in the role. - Salaries above the midpoint are typically reserved for team members who have demonstrated strong, consistent performance, deep expertise, and a significant positive impact within the role. - For high-demand or hard-to-fill positions like this one, we may hire above midpoint for candidates who bring exceptional experience, skills, or impact potential. Benefits - An amazing team of talented, passionate, and kind Thinkers. - The chance to build, improve, and innovate on a platform that’s driving positive impact for thousands of businesses and millions of students around the world. - A competitive compensation package including base salary, equity, team-wide bonuses, and an Employee Share Purchase Plan. - Flexible Paid Time Off to maintain mental and physical health, with a minimum of 4 weeks of vacation, plus Thinker Holidays and time off for the December holiday season. - Comprehensive health benefits starting on Day 1, including health, vision, and dental coverage for you and your family, $3,000 for mental health care, and additional health spending accounts. - 3 Paid Volunteer Days each year to give back to your community. - Flexible Work options, including working from home or at our Vancouver HQ. - An annual $2,000 CAD Learn and Grow fund for professional development. - A home office setup with a company-owned Macbook Pro and budget for ergonomic accessories. - A place where you can bring your whole self to work, welcoming applicants of all backgrounds.

• Pipeline Development: Initiate conversations and build relationships with potential customers through phone calls, emails, LinkedIn messages, and in-person events. • Strategic Collaboration: Collaborate closely with the marketing team to iterate on messaging used in outbound communications. Work with internal teams to devise strategies for driving pipeline growth within the West Coast U.S. territory. Take charge of both outbound prospecting and inbound lead follow-up. • Research & Personalization: Dive deep into accounts to identify key decision-makers and champions. Craft personalized messaging that resonates with the target audience and qualifies their interest. • Sales Execution: Demonstrate a deep understanding of Hadrian's solutions and their value proposition. Engage with C-level executives, providing industry insights and positioning our solutions effectively. • Account Management: Foster and maintain relationships with key business units and stakeholders. Adopt a consultative approach, listening to customer needs and adjusting strategies accordingly. • Achieve Targets: Consistently meet or exceed quarterly sales quotas, while abiding by Hadrian's values and objectives.

• Responsible for providing top quality field technical sales support to customers for pump products and pump systems • Manage & service existing business/ client base within sales territory • Establish and maintain professional business relations with new and existing customers • Conduct sales calls/meetings with existing customers; discuss new opportunities/products, cross-sell new products, follow up on prior orders/ongoing applications, and close orders • Prospect, generate, and qualify sales opportunities and leads; conduct sales calls/meetings, provide recommendations, and discuss product options & opportunities • Visit customers to review products & applications, evaluate and recommend custom pump solutions to suit individual customer needs • CRM management; create, submit, track, and update statuses of all proposals, quotations, and customer inquiries in Maximizer • Participate in joint calls with managements, suppliers, and other division representatives • Liaise regularly with internal team members; provide product and system technical support, and assist with product selection and proposals • Participate in joint calls with strategic suppliers in order to discover new opportunities, or to help strengthen the Company offering • Represent the Company in tradeshows; conduct professional technical presentations, and promote core products for specific product applications • Set professional development goals and works towards their fulfillment; attend all required training

• Develop relationships and grow sales with assigned distribution customers in territory. • Frequently contact roofing contractors, remodelers, builders, and architects to drive demand. • Present products and programs to qualified distributors and end users on a weekly basis. • Perform product knowledge (PK) training sessions with customers. • Manage territory pricing based on competitive situations. • Manage customer accounts receivable balance and deductions. • Investigate and process product quality complaints in territory. • Organize and execute a business plan to meet territory sales goals and customer needs. • Utilize approved sales/marketing tools within budget. • Increase IKO market share in territory.