Account Executive

About the opportunity

We’re seeking an ambitious and results-driven Software Account Executive to drive net new logo acquisition within a defined territory. As a key member of our commercial sales team, you’ll own your territory end-to-end—building pipeline, managing the full sales cycle, and delivering consistent revenue growth through value-based selling.

You’ll engage prospects as a trusted advisor, challenge assumptions, and connect customer business challenges to HSOne’s full portfolio of solutions. This role is ideal for someone who thrives in a fast-paced SaaS environment, enjoys high-volume deal execution, and works with autonomy and accountability.

Key Responsibilities

• Own and deliver Net New Business performance within your assigned territory (approximately 70% outbound / 30% inbound).

• Consistently meet or exceed monthly, quarterly, and annual quotas.

• Manage the full sales cycle, including:

• Challenger-based discovery

• Needs-based demonstrations

• Value-based selling, negotiation, and close

• Accurately track activity, pipeline, KPIs, and forecasts in HubSpot.

• Rapidly develop and maintain strong knowledge of the dental industry, with a focus on business outcomes.

• Build and maintain strong relationships with dental professionals, key advocates, and internal stakeholders.

• Partner with the Onboarding team to ensure smooth handoff, successful installation, and customer activation.

• Represent HSOne at trade shows, webinars, and industry events as needed.

Qualifications & Abilities

• Proven, target-driven mindset with a history of overachievement in a fast-paced SaaS sales environment (under 30-day sales cycle; 1–2 deals per week).

• Strong prospecting capability and comfort with moderate outbound activity.

• Excellent communication, presentation, and active listening skills.

• Confident identifying problems, handling objections, and asking thoughtful, sometimes uncomfortable questions.

• Ability to lead discovery with curiosity, uncovering emotional and business drivers.

• Skilled in calculating customer KPIs and linking solutions to measurable ROI.

• High level of integrity, ownership, and work ethic.

• Comfortable working autonomously and managing your day-to-day priorities.

• Willingness to travel up to 20% within territory for customer meetings and events.

Work Environment

• Hybrid role if based in Vancouver with one day per week in-office

• First 30 days spent in a combination of office-based onboarding and on-site customer engagement (Vancouver candidates).

Experience

• University-level education preferred.

• 3–5 years of B2B software sales experience, ideally in a lower ACV, higher-volume environment.

• Experience with value-based selling and/or Challenger methodology strongly preferred.

Our Recruiting Process

We try to make our process as simple as possible whilst giving you and us opportunities to learn about each other.

• Screening call with our Recruitment Team

• Short online behavioural and cognitive assessment

• Hiring Manager Video Interview

• Final In person Interview including presentation

For us, hiring is always human first: every application is personally reviewed, every interview is human-to-human, and we only use AI tools to support listening and accuracy, never to replace real connection.

We pride ourselves on fostering a flexible, high-performing culture that is inclusive and supports professional growth. As a future team member, you will embrace ownership, transparency, communication and collaboration.