Enterprise Account Executive, Ot Cyber Resiliency (Eastern Canada)

Verge Management Group is conducting a retained search on behalf of a confidential client, a venture-backed software company bringing OT cyber resiliency to industrial control systems across manufacturing, oil and gas, and critical infrastructure. They're hiring an Eastern Canada enterprise account executive to sell into asset owners, from first conversation through signature.
The RoleSomewhere in a plant right now, a controller is running code nobody has a clean copy of. When it fails, the recovery plan is a laptop, a USB stick, and a prayer that the guy who wrote it still works there. This client built a platform to end that. Visibility, change control, backup, and disaster recovery for the code living on PLCs, HMIs, and SCADA systems, across every major vendor on the floor.
The pitch lands with two buyers at once: the controls and operations leaders who eat downtime for breakfast, and the OT security leaders now on the hook for cyber resiliency. Same product, two budgets. That's a good problem to have.
You'll own Eastern Canada. Build the territory, self-generate pipeline, run the full enterprise cycle, and close new logos while expanding the accounts already in the door. There is not a warm book waiting for you. If you need one, this isn't your posting.
The MissionWhat You'll Actually Do
Own the Canadian territory end to end: prospecting, discovery, technical evaluation, negotiation, close, and expansion
Self-generate pipeline through account-based outreach into manufacturing, energy, and critical infrastructure asset owners. Inbound helps. It won't carry your number.
Sell to plant managers, controls engineering leaders, VPs of Operations, and OT security and CISO organizations, often in the same deal
Run multi-stakeholder enterprise cycles with procurement, legal, and IT security in the loop, and keep them moving
Keep the CRM honest: forecast, stage, next step. Happy ears get found out here.
Bring field intelligence back to product and marketing. Early stage means your notes actually change the roadmap.
Travel across the territory for site visits, executive meetings, and industry events.
Relevant Skills and ExperienceWhat You Need to Bring
5+ years closing enterprise software deals, with quota attainment you can defend line by line
French Speaker
A track record selling into industrial environments: manufacturing, oil and gas, utilities, food and beverage, automotive, or similar. Industrial SaaS, OT cybersecurity, MES, and automation software backgrounds all count.
Enough fluency to hold a room of controls engineers. You should know what a PLC, HMI, and SCADA system do, why Rockwell, Siemens, and Schneider environments differ, and why "just back it up" is harder than it sounds on a plant floor.
Comfort selling to both operations and security. Bonus if you've sold OT security or cyber resiliency and can speak to IEC 62443 or NIST CSF without reading off a slide.
Startup wiring. Self-directed, fine with ambiguity, allergic to waiting for instructions.
MEDDIC, Challenger, Sandler, or similar. Useful. Not a substitute for a closed-won history.
Close to a major airport
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