Junior Account Executive, New Markets

Summary

Valsoft Corporation, through its BluSynq business, provides an AI-powered agent that helps appointment-driven businesses manage front-desk interactions and capture revenue. The Junior Account Executive will open new markets, build pipeline with an SDR, manage the full sales cycle from discovery through close, test new verticals, and provide market feedback to improve the sales playbook.

Responsibilities

• Partner daily with your SDR: agree the target account criteria, review the lists they build in ZoomInfo and LinkedIn, listen to their calls, and tell them what is landing so the meetings get better
• Accept, qualify or reject every meeting they book against criteria you have both signed up to — with feedback either way, same day. That loop is how the top of the funnel improves
• Self-source a meaningful share of your own pipeline — phone, email, LinkedIn and the occasional trade show — so you are never dependent on someone else's calendar
• Research every account before the call, so the first 20 seconds are about their business and not about us
• Learn a new industry's vocabulary fast enough to sound credible to an operator who has run that business for twenty years
• Log every touch in HubSpot the same day, tagged by vertical and lead source. Clean CRM is how we tell a good market from a bad one, and SDR-sourced from self-sourced
• Own every deal from the first meeting to signature. Once a lead is handed to you, it is yours — the forecast, the follow-up and the outcome
• Run discovery calls using our qualification framework, and get to the operator's actual problem: missed calls, after-hours bookings, staff time lost to the phone
• Deliver the BluSynq demo and connect what the prospect just heard to time saved and revenue captured
• Build and send proposals, handle standard objections, and close
• Hand new customers to Onboarding and Customer Success cleanly, with the context they need to get the customer live fast
• Come to your 1:1 with your numbers, your recorded calls and the one thing you want to fix
• Give a clear read on each vertical you test: who answered, what landed, what they pushed back on, whether it's worth more of our time
• Feed real objections, competitive mentions and pricing pushback back to the team so the playbook improves
• Contribute to talk tracks and sequences once you've earned an opinion by making the calls
• Certified on the BluSynq demo and able to deliver it unassisted
• Two target verticals agreed with the COO and your SDR, with lists built and outbound live in both
• A working rhythm established with your SDR: shared qualification criteria, a weekly list review and a same-day feedback loop on every meeting booked
• HubSpot hygiene at 100%: every activity logged, every next step dated, every account tagged by vertical
• Consistently hitting weekly activity targets and holding a live discovery calendar
• Running your own demos and building qualified pipeline in both test verticals
• Converting SDR-booked meetings at or above our benchmark, with self-sourced opportunities on top
• First closed deal on the board
• An early, evidence-based read on which of the two verticals is responding
• Full quota carrying, with 3x pipeline coverage against it
• A repeatable weekly rhythm: SDR review, self-sourced prospecting, discover, demo, propose, close
• Hitting the agreed self-sourced share of pipeline alongside SDR-sourced volume
• A documented view of which verticals convert, which to drop, and a third in test
• Forecasting your own deals accurately enough that we can plan around them
• Discovery calls held per week at full ramp: 8–10 across SDR-booked and self-sourced
• Self-sourced outbound activity: ~25 quality touches a day, including live cold dials
• Share of your pipeline you sourced yourself, against a ratio agreed in week one
• Speed and quality of your feedback loop with the SDR — every booked meeting dispositioned same day
• New-logo closes and new ARR — all of it net-new, none of it from the DockMaster base
• Demo-to-close conversion against a team benchmark you'll be given in week one
• Verticals tested per quarter, with a written read on each
• Pipeline coverage, forecast accuracy and CRM data quality

Skills

• 0–2 years of experience in a sales, customer-facing or target-driven role. A first sales job is welcome
• Genuinely comfortable making a cold call — no referral, no inbound form, no existing relationship
• Resilient about rejection, because opening a new market means a lot of it before the first yes
• Clear, confident communicator — on the phone, on video and in writing
• Coachable: you take feedback, apply it the same week, and ask for more
• Willing to be a partner to your SDR rather than a passenger — giving them direction and feedback, not just taking their meetings
• Organised and self-directed enough to run your own day in a remote role without someone counting your hours
• Curious about how different kinds of businesses actually operate, and interested in getting good at software sales as a craft
• Legally able to work in Canada and available to work North American business hours
• Any exposure to cold outbound — SDR/BDR work, retail, hospitality, call centre, recruiting, fundraising, or another role where you had a number and a script
• Experience selling into more than one industry, or into small owner-operated businesses where the buyer is the owner
• Experience with a CRM (HubSpot, Salesforce or similar) and prospecting tools like ZoomInfo — helpful, not required
• Familiarity with marinas, boating, RV parks, campgrounds, storage, dealerships or another owner-operator business. Knowing the customer is worth more here than knowing SaaS
• Interest in AI and automation, and the ability to explain it to someone who doesn't care how it works — only what it does for them

Qualifications

Must Haves

• 0–2 years of experience in a sales, customer-facing or target-driven role. A first sales job is welcome
• Genuinely comfortable making a cold call — no referral, no inbound form, no existing relationship
• Resilient about rejection, because opening a new market means a lot of it before the first yes
• Clear, confident communicator — on the phone, on video and in writing
• Coachable: you take feedback, apply it the same week, and ask for more
• Willing to be a partner to your SDR rather than a passenger — giving them direction and feedback, not just taking their meetings
• Organised and self-directed enough to run your own day in a remote role without someone counting your hours
• Curious about how different kinds of businesses actually operate, and interested in getting good at software sales as a craft
• Legally able to work in Canada and available to work North American business hours

Nice to Haves

• Any exposure to cold outbound — SDR/BDR work, retail, hospitality, call centre, recruiting, fundraising, or another role where you had a number and a script
• Experience selling into more than one industry, or into small owner-operated businesses where the buyer is the owner
• Experience with a CRM (HubSpot, Salesforce or similar) and prospecting tools like ZoomInfo — helpful, not required
• Familiarity with marinas, boating, RV parks, campgrounds, storage, dealerships or another owner-operator business. Knowing the customer is worth more here than knowing SaaS
• Interest in AI and automation, and the ability to explain it to someone who doesn't care how it works — only what it does for them

Benefits

• Remote role
• A dedicated Sales Development Representative feeding the top of the funnel from day one
• Direct, weekly coaching from a senior seller and the COO
• Uncapped commission
• A defined path to grow into a full Account Executive territory, with clear milestones
• The stability of a global portfolio with the pace and ownership of a startup