Account Executive

• (This is for a Rev
• Pilots' client)
• Sales Executive
• Account Executive
• Markham, ON | Hybrid (4 days in office / 1 day WFH)
• Role Snapshot
• Location: Markham, ON office — 4 days in office, 1 day WFHSalary: CAD $70,000 base / CAD $120,000–$130,000 OTE by Year 2Commission: Tiered — 4/6/8% on gross margin (details below)

Benefits

• RRSP match, 100% paid HSATeam size: ~30 people
• Reports to: Director of Sales & Marketing
• About Our Client
• Our client distributes PTAC, VTAC, room ACs, fridges, and accessories to the hospitality, senior living, mechanical contractor, and multi-family markets across Canada and the United States.

Their mission is to "Deliver Comfort Consistently," with an ambitious goal to own the Canadian PTAC/VTAC market by 2030 and expand rapidly in the U.S.

The Role

This is a full-cycle, outbound-heavy AE role. You own your territory end-to-end — prospecting, qualifying, pricing, closing, and managing customer relationships through fulfillment.A minimum of 95% of pipeline is self-sourced through cold calls, email, and LinkedIn. Deal sizes range from $6,000 (replacement orders) to $150,000 (new construction projects), with a $725 ASP per unit.

Key Responsibilities

• Self-Sourced Pipeline (40%)
• Maintain consistent cold outreach (calls, email, LinkedIn) into hotel, senior living, managed care, and commercial property targets.
• Build and manage a target account list aligned to ICP. At least 95% of pipeline is self-sourced.
• Full-Cycle Deal Execution (30%)
• Qualify, scope, price, and close deals from $6K to $150K. Manage pricing within margin guardrails and drive opportunities through to PO.Account Growth & Retention (10%)
• Expand existing accounts through repeat orders, additional properties, and product line extensions.
• Pipeline & Forecast Hygiene (10%)
• Keep CRM data current — stage, close date, value, and probability.
• Call your forecast credibly in weekly reviews.
• Product Knowledge (5%)
• Stay current on PTAC, VTAC, room AC, fridges, accessories, and competitor positioning.
• Team Contribution (5%)
• Share playbooks, objection handling, and target lists with peers.
• Participate in team meetings and training.

What We're Looking For

• Proven outbound hunter — you prospect independently without relying on inbound or marketing support
• Full-cycle experience — you've owned deals from cold outreach through close
• Disciplined CRM and forecast hygiene — you update the pipe and call your number honestly
• Comfortable selling physical/technical products
• HVAC, building products, equipment, or similar a plus
• Coachable and self-directed — you ask for the vision and guardrails, then execute
• Culture & Values
• Our client operates by a clear values framework:
• Communicates openly, honestly, directly, and with confidence
• Owns decisions and increases speed and quality of decision-making over time
• Operates with initiative — takes action within given guardrails without waiting for permission
• Learns and grows — committed to personal and professional development