Senior Account Executive

About Nitro Software

Nitro Software is a global leader in SaaS, delivering seamless digital document workflow solutions including PDF handling, eSigning, identity verification, and analytics. Boasting over 3 million licensed users and more than 13,000 business customers across 157 countries, Nitro supports 67% of the Fortune 500 companies through a top-tier customer success and change management team.

Our Core Values

• One team, One mission: We unite under Nitro's mission building a supportive environment where everyone belongs.
• Own it: Taking responsibility for our decisions, empowering each other to lead with creativity and solution-driven attitudes.
• Accountable to Customers: Commitment to our customers is paramount; we follow through on all promises.
• Excellence in execution: We bring passion and precision to deliver innovative, high-quality results.
• Be bold, fail fast, learn faster: Embracing continuous learning through experimentation and iteration rather than perfection.

Role Overview

The Senior Account Executive will have a critical role in generating incremental sales revenue, consistently achieving and exceeding quarterly and annual targets. The position demands strong prospecting skills to acquire net-new business and to effectively communicate Nitro’s unique value proposition to key decision makers, demonstrating how Nitro improves productivity, information security, and resource sustainability.

Key Responsibilities

• Hunt and prospect within the assigned territory to bring in new customers.
• Engage and empower channel partners to develop partner-led pipeline opportunities.
• Understand and manage pipeline development and diversification, ensuring coverage is sufficient to meet targets.
• Apply strategic time management and knowledge to advance prospects through the sales lifecycle from initial contact to close.
• Navigate complex organizational structures and develop Mutual Action Plans to achieve desired business outcomes.
• Create business cases clearly demonstrating productivity gains by industry vertical.
• Maintain consistent outreach through calls, emails, and professional networking to advance sales conversations.
• Manage sales activities and produce reliable monthly revenue forecasts using Salesforce.

Required Qualifications and Experience

• Bachelor’s degree or equivalent.
• At least 5 years of experience selling SaaS solutions.
• Proven success selling with or through value-added resellers (VARs) or other channel partners.
• Capability to establish and execute strategies within a territory to close deals with key commercial accounts and new prospects across various industry sectors.
• A history of consistently exceeding sales quotas.
• Strong net-new business development skills with a proven ability to self-generate at least 50% of pipeline opportunities.
• Robust grasp of pipeline management targeting consistent 3X pipeline coverage.

Additional Information

• Benefits: Comprehensive packages including health, dental, vision insurance, retirement/pension matching, and wellness perks.
• Flexible Time Off: Nitro supports work-life balance through flexible leave options allowing employees to manage personal appointments, vacations, and emergencies.
• Hybrid Work Model: The role includes a mix of three days in-office collaboration at global offices (Toronto, Dublin, Antwerp, Porto, Melbourne) and two remote days per week.
• Salary Range: 170,000 to 190,000 CAD on-target earnings (OTE) annually.
• Diversity & Inclusion: Nitro is an equal opportunity employer encouraging applications from all backgrounds and providing accommodations throughout the recruitment process.
• AI Disclosure: AI is not used for screening or selecting candidates for this role.
• Real Vacancy: This is an active and open position currently available.