Enterprise Account Executive

Role Overview

We are seeking a seasoned Enterprise Account Executive to cultivate and expand a robust portfolio by engaging mid-market and enterprise clients throughout Canada. This role requires a growth-oriented sales professional capable of identifying new opportunities, forging new client relationships at senior levels, and converting initial projects into enduring partnerships.

Key Responsibilities

• Own the full sales process from prospecting and discovery to proposal, negotiation, and contracting.
• Develop and maintain ongoing client relationships to uncover additional opportunities within AIIM's comprehensive solutions.
• Create and execute a strategic outreach plan targeting mid-to-large organizations.
• Build a sales pipeline via outbound prospecting, networking, referrals, and industry connections.
• Engage with stakeholders across marketing, operations, procurement, finance, tech, and executive management.
• Lead discovery to understand client challenges, communication workflows, and production needs.
• Formulate proposals combining multiple service offerings where appropriate.
• Manage presentations, RFP responses, pilot projects, negotiations, and contractual agreements to closure.
• Maintain disciplined CRM data entry, pipeline tracking, and reliable forecasting using HubSpot.
• Collaborate closely with specialists across data, digital print, large format, estimating, production, fulfillment, technology, and client experience teams.

What Success Entails

• Within the first 90 days, develop deep knowledge of AIIM capabilities, a prioritized prospecting plan, and begin generating qualified enterprise opportunities.
• Consistently generate new leads, secure clients, and nurture ongoing growing business relationships.
• Over time, build and manage a valuable client book and continuously expand accounts via cross-selling.

Required Experience and Skills

• Minimum of five years in business development, enterprise sales, or full-cycle account executive roles.
• Proven success in opening net-new business and growing mid-market or enterprise accounts.
• Experienced with complex sales cycles involving multiple stakeholders.
• Strong skills in prospecting and independently creating new business opportunities.
• Capable of effective discovery and translating client needs into tailored, commercially viable solutions.
• Well-versed in proposal development, RFP responses, and contract negotiations.
• Excellent presentation, communication, and relationship-building capabilities.
• Disciplined CRM usage, pipeline management, and forecasting proficiency.
• Aptitude for building relationships across operational and executive levels.
• Ability to work on-site from AIIM’s Toronto office in a hybrid fashion while managing Canada-wide opportunities.
• Experience selling in sectors such as digital print, variable data printing, customer communications, direct mail, transactional communications, data services, large-format printing, fulfillment, or integrated communications is highly preferred.

Company and Compensation

AIIM provides comprehensive solutions encompassing digital printing, data services, direct mail, large-format, transactional communications, and more from a state-of-the-art Toronto facility. You will be supported by a team of specialists across technical and operational areas to maximize your sales focus.

Compensation includes a base salary plus uncapped commission opportunities with no upper limits, allowing successful sales executives to significantly enhance their earnings as they grow their accounts.

Additional Information

AIIM is dedicated to inclusive and accessible recruitment practices. Candidates may request accommodations at any stage of the hiring process.