Account Manager

Department: Sales

Location: Calgary, Remote

Opportunity ID: YVR-Sales-89765
Reporting to the CEO, ActiveDEMAND’s Account Sales Manager primary responsibility is to create and to develop on-going business relationships with our client’s Senior Managers, VPs, Technical Supervisors and engineers and sell ActiveDEMAND Products and Services to meet or exceed sales targets in the region/Accounts assigned.

As an Account Manager you will be responsible for developing and executing a clearly defined Sales strategy and annual sales plan in a manner that supports consistent business growth and enhances ActiveDEMAND’s brand equity. These plans are reviewed on quarterly basis, and may require adjustments as necessary to meet sales targets. In addition, you will be responsible for managing your sales funnels, logging all appropriate information in the CRM and providing accurate sales forecasts.


  • Developing a Sales Annual Operating Plan that supports the Corporate Sales Functional Annual Operating Plan goals
  • Creating, managing, coordinating and executing on all tactics that drive the Sales Annual Operating Plan goals
  • Participating as an active member of the ActiveDEMAND’s Sales team
  • Providing detailed and accurate sales forecasting
  • Attending regularly scheduled Sales meetings
  • Monitoring customer, market, and competitor activity and provide feedback to the ActiveDEMAND sales, marketing, and technical teams
  • Augmenting professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks
  • Understand the Sales Process using the Funnel Document and Consultative selling of ActiveDEMAND’ Products and Services
  • Serve as the primary customer contact for technical and business issues for those accounts responsible working with technical and project teams
  • Perform basic presentations and Demos of ActiveDEMAND Products
  • For understanding business and technical problems addressed by the products including business drivers, evolving business needs, etc.
  • Manage and maintain opportunities in the CRM for pursuit to achieve Sales Revenue goals and forecasting
  • Participate in client meetings, Training and other ActiveDEMAND Events, and travel as needed
  • Develop effective demonstrations/presentations of ActiveDEMAND Products which address client needs and competitive situations
  • For staying abreast of product roadmap as well as understanding the scenarios, features and functions within each of the products and how these are applied to address business and technical problems
  • For preparing for meetings and tailoring communications to address business needs of potential clients as part of the sales process
  • For sending out Quotes, and/or proposals to clients in timely fashion coordinating between Technical and Services personnel as needed
  • Generate and maintain a credible sales funnel forecast for accounts and/or regions that you are responsible for and provide this information on a weekly basis to the VP Sales
  • Maintain high customer satisfaction ratings that meet ActiveDEMAND Standards
  • Identifying and qualifying leads while consistently closing business to meet or exceed your sales quotas and goals
  • Ensure that the customer is presented with a coherent and professional image of ActiveDEMAND as a business partner
  • Secure a long term business relationship with the customer as the basis for growing business
  • Penetrate the customer’s organization and decision making unit, creating new opportunities that can be exploited to accelerate account growth
  • Understand and document, on an ongoing basis, the customer’s strategic business direction and overall organization
  • Provide the company’s senior management team with feedback on the long term growth potential, in the customer’s market sector, and on critical success factors for exploiting it
  • Ensure that the company’s solutions are technically solid and based on a proper understanding of the current requirements and reinforce the customer’s perception of the benefits of the company’s market focus
  • Make an impact on our Client’s business; not be just be visible
  • Spend more time helping our Client’s think and helping Client’s develop strategies
  • Lead our Client’s thinking. Tell us what our Client’s business is going to look like five or ten years from now
  • Schedule regular Client Pulse meetings. Join our Client’s brainstorming sessions about our business


  • High school diploma required
  • Technical competence is an asset (understand software, hardware, networks, etc..)
  • BCOM or related business diploma or degree
  • Minimum 5 years of strategic sales experience selling SAAS solutions
  • Proven Sales Track record for exceeding sales targets and quotas
  • Minimum 3 years’ experience with strategic account planning
  • Extremely effective public speaking skills and presence
  • Excellent written and oral communication skills
  • Leadership skills: communicates goals and objectives to others. Capable of working collaboratively and engaging resources as required across the organization. Accepts personal responsibility for one’s own performance
  • Integrity: acts in accordance with ethical principles and ActiveDEMAND’s values, raises and addresses ethical concerns or issues when appropriate, follows-through on commitments and implied agreements, takes ownership
  • Goal oriented – sets, pursues, and follows-through with achieving goals, persists despite obstacles, engages in problem-solving activities regularly, is dissatisfied with average performance
  • Results oriented – ability to learn new skills and assume new responsibilities, demonstrates adaptability and flexibility in overcoming challenging situations, shows resolve in searching for alternative solutions to problems
  • Outstanding organizational skills
  • English language skills
  • Outstanding customer service skills
  • Ability to cope with conflicting demands and to prioritize tasks
  • An ability to present and direct proposals bids (with support from senior managers/Technical Teams) that meet client specific needs

Level of Supervision…

The Account Sales Manager reports to the CEO and will be able to thrive in an environment with little supervision. You are motivated and driven toward success, and taking ownership of that success.


Travel is not required.