Growth Account Executive

Summary

Join Vidyard's Sales team as a Growth Account Executive and cultivate relationships with key decision-makers in your customer base. This role focuses on upselling and cross-selling Vidyard's solutions to existing customers, primarily those with 0-500 employees. You will be responsible for creating and executing account plans, uncovering and closing sales opportunities, and achieving weekly/monthly targets. The position is remote and open to candidates in Canada or the United States. This is a unique opportunity to make a significant impact on Vidyard's success and accelerate your career growth. The role involves prospecting, running efficient discoveries and business reviews, demos, pricing, and negotiations.

Requirements

• 3+ years of outbound business development experience within a SaaS environment
• 1+ years of experience in sales with upsell/cross-sell/expansion experience, prefer SaaS sales experience
• Track-record of overachieving quota/targets
• Understand SaaS concepts such as ARR, AOV, MRR, Churn, etc
• Demonstrate excellent written, verbal and presentation skills
• Experience in the Marketing and Sales tech ecosystem
• Experience with prospecting into Customer Accounts
• Experience with upselling and cross-selling
• Experience with transactional sales

Responsibilities

• Manage relationships with existing Emerging Tier 4 customers at 8-mth mark of contract execution onwards
• Creation and execution of structured account plans designed to help our customers understand the value they’re receiving from their Vidyard usage, with the goal to expand Vidyards solutions within and across our customers teams and departments
• Uncover & close opportunities for cross-sell and upsell, working through deal cycles with customers to drive revenue growth within your book of business
• Accountable for prospecting & expansion activity metrics that are proven to drive upsell & cross-sell opportunities
• Forecast sales activity and revenue achievement in our CRM, while creating and maintaining satisfied customers
• Understand client business industry dynamics and competitors, and be able to present our products inside-out to different external stakeholders
• Establish and grow relationships with key decision-makers, and influencers within your customer base
• Be up and running within 90 days with a 3 month ramp period, with a target of closing your first upsell within 30 days
• Learn how to pitch the value of features, handle objection, negotiate and close deals
• Prospect to source your own upsell & cross-sell opportunities while working closely with a Business Development Representative on strategic outbound growth opportunities
• Be a part of “high performance mindset” team - join daily huddles, enablement, and team collaborations
• Communicate effectively daily with manager as this is a remote role
• Practice regular mock calls and weekly call coaching

Preferred Qualifications

• Full cycle sales experience a bonus
• CRM experience, Salesforce preferably

Benefits

• Work-life Integration: At Vidyard, we set the bar high, expecting excellence and dedication from every team member. In return, we empower you to integrate work and life seamlessly. Enjoy the freedom of flexible hours and unlimited vacation, paired with programs that support working from anywhere—even while traveling
• Competitive Pay & Benefits : Start day one with a competitive salary and comprehensive, flexible benefits tailored to support you (RRSP match and stock options included following completion of your probationary period)
• Wellness Your Way : Leverage flexible spending accounts to spend on what matters most
• Mental Health Support : Access to Inkblot, a digital mental health platform, plus $1,500 per person per year for mental health services
• Parental Leave Top-Up : Support when it matters most, with enhanced parental leave benefits
• Make an Impact: At Vidyard, we believe in creating positive change. Enjoy paid volunteer hours to support the causes you care about and join Employee Resource Groups (ERGs) to connect with colleagues, champion inclusion, and drive meaningful impact within Vidyard and the communities we serve
• Invest in Your Growth : Regular performance reviews, individual development plans and an annual allowance of $1,500, dedicated to your professional development and ongoing learning
• Your Perfect Workspace : Whether you prefer the comfort of your home, or the energy of our Kitchener, Ontario, collaboration space, you’ll have the flexibility to choose. While we default to remote-first, occasional in-person meetings and events are thoughtfully designed for connection and collaboration