Account Executive, Customer Base SMB at Dayforce in Toronto, ON, CA

Dayforce is a global human capital management (HCM) company headquartered in Toronto, Ontario, and Minneapolis, Minnesota, with operations across North America, Europe, Middle East, Africa (EMEA), and the Asia Pacific Japan (APJ) region.

Our award-winning Cloud HCM platform offers a unified solution database and continuous calculation engine, driving efficiency, productivity and compliance for the global workforce.

Our brand promise - Makes Work Life Better™ - Reflects our commitment to employees, customers, partners and communities globally.

About the Opportunity
The Account Executive, Customer Base SMB is responsible for generating incremental revenue and increasing customer value across an assigned portfolio of existing Powerpay customers.
This role owns the commercial relationship with its customer base and is accountable for proactively identifying opportunities to expand the Powerpay relationship, creating and progressing qualified pipeline, and closing expansion business against an assigned revenue quota.
This is a proactive sales role. Success requires developing a deep understanding of each customer’s business, identifying whitespace and emerging needs, creating relevant sales opportunities, and maintaining a disciplined operating cadence that produces predictable revenue.
The Account Executive also plays an important role in protecting the existing revenue base by maintaining strong customer relationships, identifying commercial or retention risks early, and coordinating with the appropriate Powerpay teams to address them.
What You'll Get to Do
Own Growth Across an Assigned Customer Portfolio
• Take commercial ownership of an assigned portfolio of existing Powerpay customers.
• Develop a strong understanding of each customer’s business, current Powerpay relationship, product usage, organizational changes, and potential future needs.
• Identify whitespace and expansion opportunities across the portfolio.
• Build and maintain account and expansion plans for priority customers.
• Proactively engage customers rather than relying primarily on inbound demand.
• Prioritize accounts based on revenue potential, customer needs, engagement signals, product fit, and likelihood to expand.
• Maintain a balanced focus between immediate opportunities and development of future pipeline.
Generate Expansion Pipeline
• Consistently create qualified expansion opportunities from the existing customer base.
• Execute structured outbound customer engagement through calls, emails, campaigns, Power Hours, and other approved sales motions.
• Leverage customer information, product adoption, account history, marketing signals, and business events to develop relevant reasons for engagement.
• Conduct effective discovery to understand customer needs, business problems, stakeholders, timing, and buying requirements.
• Convert customer conversations into properly qualified opportunities when a legitimate business need is identified.
• Build sufficient forward-looking pipeline to support current-month performance and future revenue objectives.
• Focus on generating high-quality, actionable pipeline capable of converting into predictable revenue.
Own Opportunities from Discovery Through Close
• Own the expansion sales process from initial customer engagement through discovery, solution positioning, proposal, negotiation, and close.
• Establish clear business value for proposed Powerpay solutions and connect recommendations directly to the customer’s needs.
• Identify decision-makers, influencers, and other stakeholders required to progress the opportunity.
• Maintain a clear next step and agreed timeline on every active opportunity.
• Review proposals directly with customers rather than relying on “send-only” proposals.
• Proactively address objections, competitive risks, timing issues, and other barriers to close.
• Coordinate effectively with Fulfillment and other internal teams to ensure clean handoffs following the sale.
Deliver Revenue and Forecast Commitments
• Own an individual expansion revenue quota and be accountable for delivering against it.
• Maintain sufficient pipeline coverage to support predictable performance.
• Provide accurate and evidence-based forecasts.
• Distinguish clearly between Commit, Probable, and Upside opportunities based on customer evidence and deal progression.
• Surface risks early and develop concrete actions to close performance or pipeline gaps.
• Balance closing current-period revenue with building sufficient pipeline for the following 30–45 days.
• Take ownership of revenue realization, not simply bookings or opportunity creation.
Develop Strategic Customer Relationships
• Build credible, trusted relationships with key contacts across the assigned customer base.
• Engage customers with relevant business conversations rather than purely transactional product discussions.
• Maintain regular contact with priority accounts and ensure expansion plans remain current.
• Identify changes in customer needs, workforce, operations, or business priorities that may create opportunities for Powerpay.
• Identify potential retention or relationship risks early and coordinate with Customer Support, Services, Product, or other teams where required.
• Represent the customer’s commercial needs internally and ensure appropriate follow-through across Powerpay.
• Maintain commercial accountability for the relationship without becoming the primary owner of day-to-day customer support or service-case resolution.
Maintain Sales Discipline and Data Quality
• Maintain Salesforce as the source of truth for all customer opportunities and commercial activity.
• Ensure opportunity stage, value, close date, customer stakeholders, discovery information, next steps, and relevant notes are accurate and current.
• Regularly review and close out stalled or unqualified opportunities rather than allowing artificial pipeline to accumulate.
• Use Outreach and other approved sales tools consistently to execute customer engagement.
• Record applicable customer discovery and sales calls in Gong and use call reviews to improve sales effectiveness.
• Maintain high standards of opportunity and account hygiene so forecasts and pipeline reporting accurately reflect the state of the business.
Operate Within the Powerpay Sales Cadence
• Actively participate in Powerpay’s established sales operating rhythm, including daily sales stand-ups, protected customer-engagement and Power Hour blocks, weekly pipeline and deal reviews, coaching and call-review sessions, monthly pipeline, forecast, and performance reviews, Quarterly Business Reviews, and ongoing sales training, role plays, and certification.
• Use these forums to identify gaps, seek coaching, share learnings, and commit to actions required to improve performance.
Collaborate Across Powerpay
• Partner closely with Customer Support, Services, Product, Marketing, Fulfillment, Revenue Operations, and Sales leadership.
• Coordinate effectively when customer opportunities or risks require expertise outside the Sales organization.
• Share recurring customer needs, objections, competitive insights, and product feedback with relevant teams.
• Participate in customer-base campaigns and sales programs designed to generate expansion demand.
• Ensure customers experience a coordinated Powerpay relationship rather than disconnected functional interactions.
Skills and Experience We Value
• Experience selling to and developing relationships with existing B2B customers.
• A track record of achieving sales, expansion, upsell, cross-sell, or account-growth objectives.
• Strong consultative discovery and customer-conversation skills.
• Ability to uncover customer needs and translate them into commercially relevant solutions.
• Strong pipeline management, opportunity management, and forecasting discipline.
• Ability to manage a portfolio of customers while prioritizing the highest-value opportunities.
• Comfort using Salesforce and modern sales-engagement tools to manage customer activity and pipeline.
• Strong verbal and written communication skills.
• Ability to build credibility with customers and engage multiple stakeholders.
• Commercial judgment and comfort discussing value, pricing, and investment with customers.
• High degree of personal accountability, organization, and follow-through.
• Ability to operate effectively in a structured, metrics-driven sales environment.
What Would Make You Stand Out
• Experience in payroll, HR technology, SaaS, financial services, or selling solutions to Canadian small and medium-sized businesses.

What’s in it for you
Dayforce is fueled by the diversity of our talented employees. We are an equal opportunity employer and consider and embrace ALL individuals and what makes them unique. We believe our employees should be happy and healthy, with peace of mind and a sense of fulfillment.
We encourage individuals to apply based on their passions.
Dayforce encourages personal and professional growth. We offer excellent time away from work programs, comprehensive wellness initiatives and recognition through competitive pay and benefits.
With a commitment to community impact, including volunteer days and our charity, Dayforce Cares we provide opportunities for you to thrive both in your career and personal life. Our focus is not just on your job but on supporting you to be the best version of yourself.
This job posting is for an existing vacancy

Artificial intelligence may be used in the screening, assessment, or selection of applicants for this position.

About the Salary Ranges

Please note that the salary range mentioned in this job description should serve simply as a guide. The final compensation offered may vary based on a variety of factors, including bonuses and/or incentives, or a candidate’s experience, skills, budget and location. Our company is committed to providing a fair, equitable, and competitive package that reflects the value an individual brings to the organization.
Proficiency in English is required for this position as this role will regularly interact with English-speaking stakeholders, co-workers, managers and/or clients across the world. Further, our back office support teams, including but not limited to Human Resources, are primarily English speaking. Employees need to be able to communicate with these departments in English to appropriately administer their business relationship. Due to the significant high volume of interactions with these English-speaking co-workers, managers, stakeholders and/or clients, which is inherent to this position, it is not possible to reorganize the company's activities to avoid this requirement.
Fraudulent Recruiting
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Dayforce actively monitors all job applications to ensure authenticity. Submissions determined to be fraudulent or misleading will be declined from the recruitment process
Pour consulter cette offre d'emploi en français, veuillez utiliser le lien: https://jobs.dayforcehcm.com/fr-CA/mydayforce/alljobs