Vice President, Strategic Accounts - Canada

Vice President, Strategic Accounts – Canada

Custodia is transforming how organizations capture, govern, protect and leverage regulated communications and data.

Our cloud-native platform enables organizations across financial services, insurance, healthcare, public sector and other highly regulated industries to securely capture, archive, validate and gain intelligence from business communications and regulated data.

Following significant growth across Europe and the United States, Canada represents one of our most strategic expansion markets. We are looking for an exceptional commercial leader to establish and grow our Canadian business.

The Role

This is not a traditional sales role.

We are looking for an experienced enterprise sales executive who excels equally at winning new business (Hunter) and growing strategic relationships (Farmer).

You will own the Canadian market, developing major enterprise opportunities whilst expanding existing customers through trusted executive relationships.

Working closely with global partners including Microsoft, Cisco, Orange Business and strategic advisory partners, you will build a sustainable revenue engine across Canada through both direct enterprise sales and partner-led engagements.

This role is suited to someone who enjoys building markets, influencing senior executives and becoming the recognised face of Custodia across Canada.

Key Responsibilities

Market Growth & Business Development

• Develop and execute Custodia's Canadian commercial strategy.
• Build a qualified enterprise pipeline across priority verticals.
• Identify and secure new logo opportunities through direct engagement.
• Establish executive relationships with CIOs, CTOs, Chief Compliance Officers, Heads of Risk and Operations.
• Create strategic account plans for target organizations.
• Lead complex enterprise sales cycles from discovery through contract signature.
• Deliver predictable quarterly revenue growth.

Strategic Account Management

Develop long-term trusted relationships with key customers by:

• Growing wallet share
• Identifying expansion opportunities
• Driving customer adoption
• Building executive sponsorship
• Delivering long-term account strategies
• Acting as the executive escalation point
• Supporting customer success and retention

The objective is to create customers that become long-term strategic references for Custodia.

Partner Development

Work alongside Custodia's Global Partner organisation to grow revenue through strategic alliances.

Responsibilities include:

• Building executive relationships with regional partner organizations
• Developing joint account plans
• Executing partner-led campaigns
• Identifying co-sell opportunities
• Supporting partner enablement
• Driving pipeline generation through partners
• Increasing partner sourced revenue

Territory Ownership

Own the Canadian business including:

• Territory planning
• Forecasting
• Pipeline management
• Market analysis
• Competitive positioning
• Strategic account prioritisation
• Regional growth planning

Operate as the senior commercial leader for Canada.

Executive Leadership

Represent Custodia at:

• Industry Events
• Executive Briefings
• Customer Conferences
• Partner Events
• Roundtables
• Regulatory Forums

Become recognised as a trusted advisor within the Canadian regulated data market.

Key Responsibilities

• Deliver annual ARR and TCV growth across Canada.
• Generate new enterprise opportunities.
• Expand existing strategic customers.
• Develop partner-generated pipeline.
• Build executive relationships across major Canadian organizations.
• Maintain accurate forecasting.
• Develop regional account strategies.
• Collaborate with Marketing, Product, Customer Success and Professional Services.
• Provide market intelligence back into Product Management.
• Influence product roadmap through customer feedback.
• Ensure successful customer onboarding and adoption.

What Success Looks Like

Within your first 12 months you will have:

• Established Custodia as a recognised supplier within the Canadian enterprise market
• Secured multiple strategic enterprise customers
• Built an active partner ecosystem.
• Developed a healthy enterprise pipeline.
• Created executive relationships across key target accounts.
• Delivered sustainable ARR growth.
• Become the trusted commercial leader for Canada.

Required Experience

You will ideally have:

• 10+ years enterprise technology sales experience.
• Significant experience selling SaaS or cloud software.
• Experience selling into Financial Services or other regulated industries.
• Strong knowledge of enterprise software sales methodologies
• Experience managing £multi-million (or CAD multi-million) strategic accounts.
• Demonstrated success in both new business acquisition and account growth.
• Experience working with global system integrators and technology partners.
• Strong executive presence with C-level stakeholders.
• Excellent commercial negotiation skills.
• Experience leading complex enterprise procurement processes.

Preferred Background

Experience selling one or more of:

• Compliance Technology
• Governance, Risk & Compliance (GRC)
• Information Governance
• Data Management
• Enterprise SaaS
• Cloud Platforms
• Cyber Security
• Communications Compliance
• Financial Technology
• RegTech

Personal Attributes

We are looking for someone who:

• • Is relentlessly customer focused.
  • Thrives in a high-growth environment.
  • Is entrepreneurial and comfortable building markets from the ground up.
  • Thinks strategically whilst executing tactically.
  • Demonstrates resilience and determination.
  • Builds trust quickly with executives.
  • Challenges conventional thinking.
  • Operates with integrity and accountability.
  • Is highly collaborative across international teams.
  • Has exceptional communication and presentation skills.
  • Owns outcomes and consistently delivers results.

Qualifications

• Bachelor's Degree in Business, Technology or related discipline (preferred).
• Professional sales training (MEDDICC, Challenger, Miller Heiman or equivalent) desirable.
• MBA advantageous but not essential.

Why Join Custodia?

This is a unique opportunity to lead one of Custodia's highest-growth regions.

You will play a pivotal role in shaping our Canadian business whilst working alongside a world-class leadership team, global technology partners and some of the largest regulated organizations in North America.

If you are passionate about building markets, developing strategic customer relationships and delivering transformational growth, we would like to hear from you.

What We Offer

• Competitive salary
• Uncapped Commission
• Private Health and Dental Care (BUPA)
• Pension/RRSP Contribution
• Flexible Hybrid Working
• Professional Development and Leadership Training
• International travel opportunities
• Free access to Udemy
• Employee Assistance Programme
• Opportunity to build and lead the Canadian commercial organization
• Opportunity to make your mark in a high-growth industry

This role is hybrid, based in Toronto, Ontario.

Reports Into: Chief Commercial Officer