# Enterprise Account Executive

**Company:** [Terminal](https://hotfix.jobs/companies/terminal)
**Location:** Toronto, Canada
**Role:** Account Executive
**Salary:** CA$260k – CA$300k/yr
**Experience:** 8+ years
**Skills:** Enterprise Sales, Account Strategy, Pipeline Management, Technical Sales, APIs, Data Infrastructure, Integration Architecture, Usage-Based Pricing, Forecasting, Procurement, Security Reviews, SOC 2, Data Governance, Telematics, Iot
**Posted:** 2026-02-04

> Owns enterprise sales across insurance, fleet management, transportation, and fuel-card segments, from account strategy and technical evaluation through commercial close and activation handoff. Requires 8+ years in sales, enterprise new-logo experience, technical fluency, usage-based pricing expertise, and Toronto office presence.

## Job Description

## Responsibilities

### Own enterprise pipeline and account strategy
- Own a named target account list, including research, entry strategy, account plans, and sequencing.
- Source the majority of your own pipeline while working across insurance, fleet management, transportation management, and fuel card segments.
- Qualify out early when a cycle will not close.
- Track qualified enterprise pipeline by segment, self-sourced pipeline, forecast quality, and account progression.

### Run complex technical and executive sales cycles
- Multi-thread buying committees spanning executives, engineers, data scientists, and actuarial teams.
- Build business cases and equip champions to drive internal alignment.
- Coordinate Terminal executives and teams across engineering, operations, security, compliance, privacy, data governance, SOC 2, and procurement.
- Explain the economics of building in-house when prospects evaluate that option.
- Progress accounts through executive, technical, security, procurement, and commercial stages.

### Own commercial terms, close, and activation handoff
- Structure usage-based commercial terms, negotiate commitments and minimums, and create credible ramps.
- Close net-new enterprise logos and transition accounts to post-sales while remaining involved through activation and early expansion.
- Co-author business cases, segment narratives, competitive positioning, and ROI models with product marketing.
- Measure booked value, activated usage, target-logo progress, and commercial ramp quality.

## Requirements
- 8+ years of sales experience, including 5+ years selling to large enterprises.
- Track record of landing net-new enterprise logos and attaining comparable quotas across multiple years.
- Ability to reconstruct several enterprise wins, including entry strategy, relationship building, business case, obstacles, and resolution.
- Fluency selling technical products to technical buyers, including data, APIs, and integration architecture.
- Experience with usage-based or consumption pricing, commitments, minimums, and ramp forecasting.
- Exceptional written communication for one-pagers, follow-ups, and business cases.
- Strong judgment, initiative, attention to detail, and ability to qualify out weak opportunities.
- Located in Toronto and able to work from the office four days per week.
- Willingness to travel to the United States approximately six to eight times annually for conferences and customer onsite visits.

## Nice to Have
- Experience selling to insurance companies.
- Experience selling to fleet management, logistics, or transportation technology companies.
- Background in telematics, IoT, or connected vehicle data.
- Experience selling APIs, data infrastructure, or other developer-facing products.

## Compensation
- ATS-listed salary range: 260000–300000 CAD.

## Similar jobs

- [Senior Account Executive](https://hotfix.jobs/jobs/7f0bccad-e9f0-4d0e-8ee5-ec22bab605ab) - Cohere - Remote - CA$315k – CA$430k/yr
- [Senior Account Executive](https://hotfix.jobs/jobs/e4e221e1-5567-45f7-a8b1-0f4ebc0ee4b1) - Cohere - Remote - CA$315k – CA$430k/yr
- [Senior Account Executive](https://hotfix.jobs/jobs/73bea008-c1c9-4394-aaee-81aa8416b967) - Dropbox - Remote - $167k – $254k/yr
- [Account Executive, Enterprise](https://hotfix.jobs/jobs/aa083b34-1412-45dd-872c-0777a79dcead) - Snowflake - Remote - $156k – $205k/yr
- [Enterprise Account Executive, Observability](https://hotfix.jobs/jobs/0c62f13a-c63a-4388-9d82-9eb1b0f62764) - Snowflake - Remote - $134k – $176k/yr

**Apply:** https://hotfix.jobs/jobs/9c63446c-fa34-4535-ae10-240576a078b4
**Canonical:** https://hotfix.jobs/jobs/9c63446c-fa34-4535-ae10-240576a078b4