Drive institutional sales at ISS SCAS through outbound prospecting, consultative selling, and strategic account development across an assigned territory. As a Senior Account Executive, you will grow global Securities Class Action Services revenue by winning and retaining institutional clients. You will manage complex buying processes, develop senior relationships, and coordinate with Client Success, research, product, operations, legal, and leadership.

Success includes new recurring revenue, contingency-based sales, retention, and account expansion.

Key Responsibilities

- Build qualified pipeline through outbound prospecting, referrals, networking, and engagement
- Lead opportunities through discovery, demonstrations, proposals, procurement, negotiation, and close
- Create territory plans, account plans, relationship maps, and retention strategies
- Own forecasts,



Salesforce updates, stakeholder maps, risks, and next steps
- Coordinate cross-functional resources for client needs and commercial negotiations Requirements:
- Seven or more years of successful complex B2B sales experience
- Record of meeting targets and acquiring recent clients
- Experience managing multiple decision-makers and procurement teams
- Strong prospecting, discovery, presentation, negotiation, and closing capabilities
- Bachelor’s degree or equivalent relevant professional experience Use institutional relationships, complex sales expertise, and disciplined forecasting to expand ISS SCAS across priority accounts.

📌 Senior Institutional Sales Executive (Toronto)
🏢 Institutional Shareholder Services
📍 Toronto