ISS SCAS is looking for an experienced Senior Account Executive to grow our global Securities Class Action Services business by winning new institutional clients, deepening existing relationships, and retaining recurring revenue
This is a senior individual-contributor role focused on growing revenue in an assigned territory. The successful candidate will build a robust pipeline through consistent outbound prospecting, develop senior relationships, guide opportunities through complex buying processes, and meet quarterly and annual sales targets
You will work closely with colleagues in research, product, operations, Client Success, and business leadership throughout the sales process. You will lead the commercial relationship and bring in internal experts for technical, operational, and product discussions
What Success Looks Like:
Meet or exceed targets for new recurring revenue, contingency-based sales, client retention, and account expansion
Grow priority accounts and build relationships with the senior decision-makers who shape purchasing decisions
Generate a sustained flow of qualified opportunities from outbound prospecting, referrals, networking, and industry engagement
Maintain sufficient qualified pipeline coverage to support quarterly and annual new-business targets
Turn qualified opportunities into new clients and revenue by keeping complex sales processes moving toward a timely decision
Become a trusted advisor who can explain clearly why SCAS is different and how it delivers measurable value for clients
Deliver reliable forecasts that enable informed business planning and effective allocation of resources
Current-business sales: Identify and develop leads, win new clients, and expand relationships with existing clients
Territory strategy: Build and execute a focused territory plan: identify the best opportunities, prioritize high-value accounts, set explicit goals and prospecting strategies, and adjust time and resources based on results
Consultative selling: Lead discovery, connect client needs to measurable outcomes, and communicate the value of SCAS solutions to senior stakeholders
Sales-cycle ownership: Manage opportunities from initial outreach through discovery, demonstrations, proposal, procurement, negotiation, and close
Opportunity strategy: For significant opportunities, maintain a clear stakeholder map and close plan covering decision-makers, client priorities, approvals, procurement, competitors, risks, next steps, owners, and target decision dates.



Use Miller Heiman Blue Sheets where appropriate
Pipeline and forecasting: Maintain a credible pipeline and provide evidence-based forecasts supported by documented client activity, next steps, risks, and anticipated close dates
Strategic account development: Create account plans, relationship maps, retention strategies, and expansion priorities for assigned clients, including major global institutional accounts
Retention and growth: Take commercial ownership of retention for assigned clients, identify dissatisfaction and cancellation risk early, and lead coordinated retention plans with Client Success and business leadership. Protect recurring revenue while developing upsell and account‑expansion opportunities
RFPs and negotiations: Lead territory RFPs and commercial negotiations, using ISS resources to deliver accurate, timely, and compelling responses
Cross-functional leadership: Coordinate effectively with Client Success, product, research, operations, legal, and business leadership to advance opportunities and address client needs
Market expertise: Maintain a strong understanding of securities class action market dynamics, competitive developments, and the complete SCAS service offering
Client insight: Bring structured market and client feedback to business leaders to inform service improvements and product priorities
Take personal ownership of prospecting activity, pipeline creation, opportunity progression, follow-through, and sales results
Prepare thoroughly for client meetings, internal strategy discussions, and pipeline reviews
Establish clear next steps after meetings and complete agreed follow-up promptly
Keep Salesforce current as the reliable record of sales activity. Update opportunities promptly, including stage, value, probability, close date, stakeholders, competitors, next steps, risks, and supporting notes
Provide accurate forecasts based on client evidence and documented activity
Work independently and collaborate well with colleagues across teams and regions
Respond positively to coaching, candid feedback, and structured sales‑management processes




Use AI and other productivity tools thoughtfully to work smarter—improving research, preparation, prospecting, client communication, and follow‑through—while protecting confidential information
Demonstrate sound judgment, integrity, and care in handling client and company information
Strong territory‑planning, time‑management, Salesforce, pipeline‑management, and forecasting discipline
Ability to operate independently, manage competing priorities, and collaborate effectively across teams
Strong prospecting, discovery, presentation, negotiation, and closing capabilities
A collaborative, positive colleague who contributes to a high‑performing and enjoyable team environment
Demonstrated record of meeting or exceeding individual sales targets and acquiring new clients
Seven or more years of successful complex B2B sales experience, preferably in financial services, legal services, data, or asset servicing
Excellent listening, written communication, executive presentation, and relationship‑building skills
Ability to establish credibility with senior professionals across legal, compliance, operations, finance, investment, and executive functions
Experience managing complex sales involving multiple decision‑makers and procurement teams
Proven ability to source opportunities through direct outbound prospecting, referrals, networking, and industry relationships
Bachelor’s degree or equivalent relevant professional experience
Experience selling to asset managers, asset owners, pension funds, insurance companies, hedge funds, custodians, or other institutional financial organizations
Curiosity about AI and a track record of using new tools creatively to improve sales effectiveness and productivity
Established relationships in asset management, pensions, insurance, custody, or asset servicing
This role will suit an experienced, curious salesperson who enjoys building a market and knows how to earn the trust of sophisticated institutional clients. The strongest candidates are persistent in prospecting, well prepared, dependable in following through, and eager to keep learningKnowledge of securities class actions, investor recovery services, legal services, corporate governance, or adjacent institutional‑investor solutions is desirable but not required; comprehensive training will be providedCFA, CAIA, MBA, JD, or another relevant professional qualification

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📌 Senior Account Executive (Class Actions) (Ontario)
🏢 STOXX
📍 Ontario