SMB & Accounts Sales Representative - Calgary

Job Title: SMB & Strategic Accounts Sales Executive

Location: Hybrid / On‑site
Department: SMB Sales
Reports to: National Sales Manager

Salary : 40k-60k + commission (OTE 100k+/year)

Role Summary

We’re looking for motivated sales professionals who can proactively generate new opportunities and turn inbound interest into new customers. You’re expected to prospect by phone, in person (door‑to‑door/onsite visits), and through local networking to expand our footprint across SMB segments. You’ll also respond rapidly to inbound leads, qualify needs, schedule assessments/demos, build proposals, and close new deals.

What You’ll Do

Core Outbound Prospecting

• Execute daily phone/email/SMS cadences for cold and warm leads.
• Conduct in‑person prospecting (e.g., storefronts, light industrial, multi‑dwelling units) and canvassing where appropriate.
• Leverage local networking (trade associations, chambers, BNI, property managers, realtors, builders).
• Book qualified meetings for on‑site assessments and demonstrations.

Lead Management & Conversion

• Respond to all leads within SLA
• Qualify prospects (budget, authority, need, timeline), set appointments, and drive next steps.
• Deliver value‑based pitches for intrusion, video, access control, monitoring, and smart home solutions.
• Build proposals/quotes and move opportunities through the pipeline to close.
• Maintain meticulous CRM hygiene: notes, stages, tasks, and next‑step dates.

Customer Experience & Retention

• Run needs assessments and site walk‑throughs; coordinate with technicians for feasibility.
• Educate customers on solution options, financing, warranties, and monitoring plans.
• Ensure a smooth handoff to installation/operations and follow up post‑install.

Process, Compliance & Reporting

• Hit weekly activity targets and monthly/quarterly revenue goals.
• Adhere to CRM, quoting, and contract workflows; uphold CASL (anti‑spam), privacy (e.g., PIPEDA / QC Law 25), and applicable licensing/permits.
• Provide timely pipeline forecasts and competitive feedback.

What Success Looks Like (KPIs)

• Speed‑to‑lead: Avg response time within SLA
• Inbound conversion: Inquiry → Opportunity, Opportunity → Win rate.
• Outbound productivity: Calls/day, meetings booked, new opportunities created.
• Revenue: Monthly/quarterly new SMB sales.
• Pipeline health: Coverage (3–4× quota), stage progression, aging.
• Customer metrics: Show rate, close cycle time, NPS/CSAT post‑install.
• Data quality: 100% required fields, next steps scheduled, accurate close dates.

You’ll Thrive Here If You Have

• 2+ years in inside sales, SDR/BDR, or full‑cycle sales (security systems, telecom, SaaS, home services, or SMB solutions preferred).
• Strong phone presence; comfortable with live demos and onsite visits.
• Proven track record meeting/exceeding quota in both inbound and outbound motions.
• Excellent discovery, objection handling, and closing skills.
• CRM proficiency (e.g., Zoho/Salesforce/HubSpot/MS Dynamics), sales engagement tools, CPQ/quoting.
• A valid driver’s license and ability to travel locally.
• Bilingual (English/French) is a strong asset for QC markets.

Nice to Have

• Familiarity with intrusion, video surveillance, access control, fire panels, and smart automation.
• Experience with RMR (recurring monthly revenue) models.
• Local market relationships (property managers, builders, realtors).

Work Environment

• Schedule: Full‑time; occasional evenings/weekends for homeowner or SMB availability.
• Hybrid inside/outside role with frequent local travel for meetings and networking.
• Team‑first culture with structured training, shadowing, and call coaching.

Compensation & Benefits

• Base salary + uncapped commission (accelerators on over‑achievement and RMR).
• Performance bonuses (quarterly), mileage reimbursement, benefits, and paid training.
• Tools provided: CRM access, proposal tools, call recording/coaching.

Compliance & Safety

• Observe do‑not‑call preferences and building/municipal rules for in‑person prospecting.
• Maintain any required provincial permits/licensing for security system sales/solicitation.

INTQC