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Account Executive – Mid Market SaaS… at Trackforce · Montreal
Skills
Job Description
At Trackforce, we are transforming physical security operations that are managed around the world. As the leading SaaS platform for physical security workforce management, we provide security companies and organizations with a streamlined solution to manage their guard forces, respond faster, operate more efficiently, and reduce costs — all while staying focused on safety and protection.
We support 4,600+ clients across more than 50 countries and are proud to be a growing team of 300+ professionals. With our headquarters in Dallas, Texas, and Centers of Excellence in Montreal, Quebec and Wroclaw, Poland, we collaborate across regions and time zones in a hybrid work environment that combines flexibility, connection, and meaningful impact.
At Trackforce, we operate in both hybrid and remote models, offering flexibility to balance in‑office collaboration with WFH. This approach allows our teams to stay connected while maintaining autonomy and work‑life balance. We are highly focused on delivering value to our customers, and our recent merger has strengthened our position as the market leader in security workforce management software.
This is a full-cycle Mid-Market seat with a dual mandate: new logoacquisition and existing customer expansion. You'll carry a blended quota against a defined territory targeting security services guarding firms AND none-Global 2000 enterprises, positioning Trackforce as a trusted partner and delivering measurable business value.
Key Responsibilities
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New logo quota in your assigned territory — full cycle from prospect to close, with meaningful self-sourced pipeline expected alongside BDR-sourced opportunities.
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Named account book — build real account plans, expand into additional modules, users, sites, and geographies, and run multi-year renewal and expansion motions.
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Executive engagement — Director and VP-level conversations are the default, not the exception. You'll be expected to build and defend executive relationships inside your top accounts.
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Forecast discipline — accurate Salesforce hygiene, weekly pipeline reviews, and MEDDPICC-quality qualification on every deal above threshold.
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Commercial negotiation — pricing, terms, multi-year structures, and discount governance within company guidelines.
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Territory leadership — you run targeted campaigns, ABM plays, and field activity inside your patch. You are the CEO of your territory.
Required Qualifications
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Full-cycle selling experience — prospect to close, not just closing BDR-sourced pipeline.
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Fluency with at least one modern qualification methodology (MEDDPICC preferred; Challenger, Value Selling, Command of the Message, or J. Barrows also acceptable).
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Working command of Salesforce, a sales engagement platform (Outreach, Salesloft, or Gong Engage), and a prospecting data tool (ZoomInfo, Apollo, or Lusha).
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Demonstrated ability to build pipeline without waiting for marketing or BDRs to hand it to you.
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Proven executive relationship-building — you can name the VPs and Directors who will take your call today.
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Strong commercial instincts on pricing, terms, and multi-year structures.
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English fluency.
Preferred Qualifications
Success Metrics
- 3-5+ years of closing SaaS in Mid-Market, with documented quota attainment.
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Quarterly and annual quota attainment
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Self-sourced pipeline: % of opportunities you generate independently
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Pipeline coverage & quality: 3–4x coverage, strong conversion rates, low deal slippage
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New logo + expansion revenue: balanced growth across acquisition and existing accounts
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Deal size & cycle efficiency: higher ACV and controlled sales cycles
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Forecast accuracy: reliable commit vs actual, clean pipeline discipline
Why Trackforce