Enterprise Account Executive

Valsoft Corporation · Remote · Canada

Base: C$100K
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 1mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Valsoft Corporation's careers page

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The job

What you'd do: Founding AE selling DepotRepair, a repair and warranty service software, to customers from local repair shops to Fortune 50 OEMs. Outbound-heavy new-logo role with multi-month cycles, and you build the process.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 30 days. Normal, but not fresh.
Company hiring: 22 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

ServiceCentral builds the software that runs product service after the sale: warranty claims, repair authorization, and service execution. Our customers range from the local repair shop to the Fortune 50 OEM, and we have been doing this for more than 25 years. We are Dell's Partner of the Year, two years running, and our products run service operations across 1,200+ locations in 100+ countries. ServiceCentral is backed by Valsoft Corporation, a permanent-capital owner of 150+ vertical software companies. That means we build for the next decade, not the next funding round. About the role This is the founding sales seat selling DepotRepair, one of our two core products. There is no existing sales team, no inherited pipeline, and no playbook to follow. You will build all of it, working directly with our executive team including our Managing Director and Chief Customer Officer. Think of ServiceCentral as a 20-year-old startup: a proven product and real customers, with a sales function being rebooted from the ground up. In this role, you will - Build and own the target account list for new-logo acquisition across defined market segments - Run multi-channel outbound (phone, email, LinkedIn) with messaging grounded in real buyer signal - Qualify hard and disqualify early: protect the pipeline, not the activity count - Run discovery and demos alongside product specialists, and carry SMB and mid-market deals through to close - Drive enterprise deals through proposal, pricing, and close, with leadership support - Build repeatable process and feed field learnings back into how we position and sell Your background looks something like this - 5+ years in full-cycle B2B SaaS sales, with a track record of closing new logos - A track record you can quantify: meetings booked, pipeline created, deals closed - Daily hands-on use of AI tools (Claude, ChatGPT, or similar) in your sales workflow - Comfortable on the phone, and consultative by instinct: you ask why before you pitch - Strong experience closing B2B software deals with multi-month cycles Even better if you have - Sold into service, repair, logistics, or operations software (POS, reverse logistics, field service, claims) - Worked as an early sales hire at a growing software company - A modern outbound stack in your hands daily (Salesforce, Apollo, Outreach, LinkedIn Sales Navigator, or similar) Benefits Compensation and logistics - $100K base salary, plus variable - Full benefits - The chance to own and shape a sales function from day one, with a direct line to leadership - Remote within Canada, with working hours that overlap Eastern Time, where most of our team sits. - Some travel expected, predominantly within North America ServiceCentral is an equal-opportunity employer. We hire on merit and welcome applicants of every background. #ServiceCentral

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