Account Executive

About this 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.