Junior Account Executive, New Markets

About Valsoft Valsoft builds and scales vertical market software companies. We partner with strong teams, invest in the long term, and run disciplined operating systems to drive sustainable growth across our portfolio. About BluSynq BluSynq is changing the way operators run their front desk. Our AI-powered agent connects to the tools a business already uses and answers questions, books appointments and closes deals — automatically, 24/7 — over voice, text and email. We are a fast-scaling, tech-driven business inside the Valsoft / Aspire Software portfolio, working closely with DockMaster, the leading marina management platform. The Opportunity This is a first or second sales job, and a real one. We're hiring a Junior Account Executive to take BluSynq into new markets. BluSynq already has a natural home inside DockMaster's marina customer base. That is not your territory. Yours is everything outside it: independent operators who have never heard of us, and the adjacent industries where the same problem exists. If a business loses money every time the phone rings and nobody picks up, it's a prospect. You won't be doing it alone. A dedicated Sales Development Representative works alongside you, building target lists and running first-touch outreach to book qualified meetings into your calendar. From that first meeting on, the deal is yours: discovery, demo, proposal, negotiation and close. You'll still create pipeline of your own. The best sellers always do, and in a new market a rep who only works booked meetings never learns why the market says no. But you have a partner at the top of the funnel, and a real say in who they call. You will not be building the go-to-market strategy. That's the point. The talk tracks, demo flow, pricing and CRM process are being built for you by the senior seller and the COO. What you will do is find out which industries outside our home market actually buy — and that read is worth as much to us as the revenue. You'll be coached directly, weekly, on live calls and recorded ones. If you're hungry, coachable and willing to pick up the phone yourself when the calendar looks thin, this is a seat where you can be closing your own deals inside 60 days and running a full territory inside a year. Where You'll Sell Every deal you close is a net-new logo. You'll work two fronts: • The marine market we don't already serve — independent marinas, boatyards, yacht clubs, waterfront venues and dealerships that are not DockMaster customers. • Adjacent industries with the same front-desk problem — appointment-driven, phone-dependent, owner-operated businesses, including: – RV parks, campgrounds and glamping sites – Self-storage and boat/RV storage facilities – Marine and powersports dealerships and their service departments – Entertainment attractions, waterparks and event venues – Home and field services — HVAC, plumbing, landscaping, pool service – Auto service and repair shops – Clinics, veterinary practices, salons and spas Part of the job is proving which of these are real. You and your SDR will run structured tests in new verticals, two at a time, and report back on what lands and what doesn't. Any prospect that turns out to be a DockMaster customer gets routed to the DockMaster team — those accounts are covered separately, and the rules of engagement will be written down for you before day one. What You'll Do Work with your SDR to open new markets • Partner daily with your SDR: agree the target account criteria, review the lists they build in ZoomInfo and LinkedIn, listen to their calls, and tell them what is landing so the meetings get better. • Accept, qualify or reject every meeting they book against criteria you have both signed up to — with feedback either way, same day. That loop is how the top of the funnel improves. • Self-source a meaningful share of your own pipeline — phone, email, LinkedIn and the occasional trade show — so you are never dependent on someone else's calendar. • Research every account before the call, so the first 20 seconds are about their business and not about us. • Learn a new industry's vocabulary fast enough to sound credible to an operator who has run that business for twenty years. • Log every touch in HubSpot the same day, tagged by vertical and lead source. Clean CRM is how we tell a good market from a bad one, and SDR-sourced from self-sourced. Own the sales cycle • Own every deal from the first meeting to signature. Once a lead is handed to you, it is yours — the forecast, the follow-up and the outcome. • Run discovery calls using our qualification framework, and get to the operator's actual problem: missed calls, after-hours bookings, staff time lost to the phone. • Deliver the BluSynq demo and connect what the prospect just heard to time saved and revenue captured. • Build and send proposals, handle standard objections, and close. • Hand new customers to Onboarding and Customer Success cleanly, with the context they need to get the customer live fast. Report back and get better every week • Come to your 1:1 with your numbers, your recorded calls and the one thing you want to fix. • Give a clear read on each vertical you test: who answered, what landed, what they pushed back on, whether it's worth more of our time. • Feed real objections, competitive mentions and pricing pushback back to the team so the playbook improves. • Contribute to talk tracks and sequences once you've earned an opinion by making the calls. Ramp and Expectations First 30 days — learn the product and pick your ground • Certified on the BluSynq demo and able to deliver it unassisted. • Two target verticals agreed with the COO and your SDR, with lists built and outbound live in both. • A working rhythm established with your SDR: shared qualification criteria, a weekly list review and a same-day feedback loop on every meeting booked. • HubSpot hygiene at 100%: every activity logged, every next step dated, every account tagged by vertical. Days 31–60 — run the cycle • Consistently hitting weekly activity targets and holding a live discovery calendar. • Running your own demos and building qualified pipeline in both test verticals. • Converting SDR-booked meetings at or above our benchmark, with self-sourced opportunities on top. • First closed deal on the board. • An early, evidence-based read on which of the two verticals is responding. Days 61–90 — carry a number • Full quota carrying, with 3x pipeline coverage against it. • A repeatable weekly rhythm: SDR review, self-sourced prospecting, discover, demo, propose, close. • Hitting the agreed self-sourced share of pipeline alongside SDR-sourced volume. • A documented view of which verticals convert, which to drop, and a third in test. • Forecasting your own deals accurately enough that we can plan around them. KPIs you'll be measured on • Discovery calls held per week at full ramp: 8–10 across SDR-booked and self-sourced. • Self-sourced outbound activity: ~25 quality touches a day, including live cold dials. • Share of your pipeline you sourced yourself, against a ratio agreed in week one. • Speed and quality of your feedback loop with the SDR — every booked meeting dispositioned same day. • New-logo closes and new ARR — all of it net-new, none of it from the DockMaster base. • Demo-to-close conversion against a team benchmark you'll be given in week one. • Verticals tested per quarter, with a written read on each. • Pipeline coverage, forecast accuracy and CRM data quality. What We're Looking For Required • 0–2 years of experience in a sales, customer-facing or target-driven role. A first sales job is welcome. • Genuinely comfortable making a cold call — no referral, no inbound form, no existing relationship. • Resilient about rejection, because opening a new market means a lot of it before the first yes. • Clear, confident communicator — on the phone, on video and in writing. • Coachable: you take feedback, apply it the same week, and ask for more. • Willing to be a partner to your SDR rather than a passenger — giving them direction and feedback, not just taking their meetings. • Organised and self-directed enough to run your own day in a remote role without someone counting your hours. • Curious about how different kinds of businesses actually operate, and interested in getting good at software sales as a craft. • Legally able to work in Canada and available to work North American business hours. Preferred • Any exposure to cold outbound — SDR/BDR work, retail, hospitality, call centre, recruiting, fundraising, or another role where you had a number and a script. • Experience selling into more than one industry, or into small owner-operated businesses where the buyer is the owner. • Experience with a CRM (HubSpot, Salesforce or similar) and prospecting tools like ZoomInfo — helpful, not required. We'll teach it. • Familiarity with marinas, boating, RV parks, campgrounds, storage, dealerships or another owner-operator business. Knowing the customer is worth more here than knowing SaaS. • Interest in AI and automation, and the ability to explain it to someone who doesn't care how it works — only what it does for them. What We're Not Asking For • SaaS experience. We'd rather have a fast learner with the right instincts than someone with three years of bad habits. • A university degree in anything specific. • An existing book of business or industry contacts. Why Join • You're not farming someone else's customer list. Every logo you close is a new one. • You have a dedicated SDR feeding the top of your funnel from day one — rare in a first AE seat — and you own the deal from the first meeting onward. • Sell a product prospects can hear working in the first two minutes of a demo, in markets that haven't been called on yet. • Real influence in your first year on which industries BluSynq goes after next — your data decides it. • Short sales cycles: you'll get more at-bats in a year here than in three years selling enterprise software, which is how sellers actually get good. • Direct, weekly coaching from a senior seller and the COO — not a 40-person SDR floor. • A defined path: this seat is built to grow into a full Account Executive territory, with clear milestones rather than a vague promise. • Competitive base salary with uncapped commission. • Backed by Valsoft / Aspire Software — the stability of a global portfolio with the pace and ownership of a startup. #BluSynq #DockMaster