About the role
Role Description
This is a full-time on-site role for an Account Executive (AE) located in Toronto, ON. The Account Executive (AE) will play a pivotal role in building and scaling the go-to-market engine for Mycroft. This individual will be responsible for the entire sales cycle—including direct sales, partnership/channel development, and all related sales activities. As one of the first sales hires, you will work closely with company leadership to shape sales strategy, processes, and culture.
Key Responsibilities
Direct Sales
- Own the full sales cycle from lead generation, qualification, and discovery to negotiation, closing, and onboarding.
- Identify, engage, and nurture relationships with enterprise, mid-market, and SMB prospects.
- Deliver compelling presentations and product demonstrations tailored to customer needs.
- Maintain accurate records in CRM and report on pipeline, forecasts, and key metrics.
Partnership & Channel Sales
- Identify, recruit, and onboard channel partners such as Value-Added Resellers (VARs), Managed Security Service Providers (MSSPs), and Systems Integrators.
- Develop and execute joint go-to-market strategies and co-selling motions with partners.
- Provide enablement, training, and ongoing support to channel partners to ensure successful product positioning and sales.
- Manage partner relationships to maximize revenue, expand market reach, and ensure alignment with company goals.
Cross-Functional Collaboration
- Work closely with Product, Marketing, and Customer Success to relay customer feedback, inform product roadmap, and align messaging.
- Contribute to the creation and refinement of sales playbooks and processes for both direct and channel sales.
- Represent the company at industry events, conferences, and partner meetings to build brand awareness and generate leads.
Market & Customer Insights
- Stay current on GRC, cybersecurity, and automation trends, as well as evolving customer needs and regulatory requirements.
- Act as a subject matter expert for prospects, partners, and internal teams.
Required Qualifications
- 5+ years of B2B SaaS sales experience, with a proven track record in cybersecurity, GRC, or automation platforms.
- Demonstrated success in both direct sales and channel/partnership sales environments.
- Understanding of the cybersecurity landscape, GRC frameworks, and compliance requirements.
- Excellent communication, negotiation, and presentation skills.
- Self-starter with a growth mindset and ability to thrive in a fast-paced, ambiguous, and high-growth environment.
- Experience building sales processes and playbooks from the ground up.
- Proficiency with Salesforce.
Preferred Skills
- Experience working with or selling to channel partners (VARs, MSSPs, GSIs).
- Familiarity with GRC and cybersecurity automation tools and concepts.
- Technical aptitude and ability to engage with technical and non-technical audiences.
- Network within the cybersecurity or GRC industry.