[FR] Account Executive – Mid Market | SaaS de gestion des effectifs de sécurité

About Trackforce

At Trackforce, we are revolutionizing the management of physical security operations globally. As a leading SaaS platform dedicated to physical security workforce management, we provide security companies and organizations with a streamlined solution to manage their guard forces, respond faster, improve operational efficiency, and reduce costs — all while maintaining a steadfast focus on safety and security.

We serve over 4,600 clients in more than 50 countries and are proud of our growing team of over 300 professionals. With our headquarters in Dallas, Texas, and centers of excellence in Montreal (Quebec) and Wroclaw (Poland), we collaborate across regions and time zones in a hybrid work environment that blends flexibility, collaboration, and tangible impact.

Trackforce embraces hybrid and remote work models, offering the flexibility to strike the right balance between in-office collaboration and remote work. This approach allows our teams to stay connected while maintaining their autonomy and a healthy work-life balance. We are strongly focused on delivering value to our clients, and our recent merger has solidified our position as a market leader in security workforce management software.

The Role

This is a full-cycle Mid-Market role with a dual focus on new customer acquisition ("new logos") and existing account development.

You will be responsible for a mixed quota within a defined territory, targeting both security service companies and non-Global 2000 organizations, positioning Trackforce as a trusted partner delivering measurable business value.

Key Responsibilities

• New Customer Acquisition Quota within your territory — managing the full sales cycle from prospecting to close, with a significant portion of self-generated pipeline complementing BDR-provided opportunities.
• Named Account Portfolio Management — developing robust account plans, expanding into additional modules, users, sites, and geographies, and driving multi-year renewals and expansions.
• Executive Engagement — engaging with Directors and VPs is the norm. You will need to build and maintain strong executive relationships within your key accounts.
• Forecasting Rigor — impeccable Salesforce hygiene, weekly pipeline reviews, and qualifying opportunities using the MEDDPICC standard for every deal above the defined threshold.
• Commercial Negotiation — managing pricing, contractual terms, multi-year agreements, and discounts in line with internal policies.
• Territory Leadership — driving targeted campaigns, ABM strategies, and field actions within your territory. You are the CEO of your territory.

Required Qualifications

• Proven experience in full-cycle selling, from prospecting to closing, not solely relying on BDR-provided leads.
• Proficiency in at least one modern qualification methodology (MEDDPICC preferred; Challenger, Value Selling, Command of the Message, or J. Barrows accepted).
• Strong command of Salesforce, a sales engagement tool (Outreach, Salesloft, or Gong Engage), and a prospecting tool (ZoomInfo, Apollo, or Lusha).
• Demonstrated ability to build pipeline autonomously, without sole reliance on marketing or BDRs.
• Excellent ability to build and maintain executive relationships — you can name the VPs and Directors who take your calls today.
• Solid commercial skills in pricing, contractual terms, and multi-year structures.
• Fluent in English.

Desired Qualifications

• Experience selling cybersecurity or security services solutions.

Performance Indicators

• 3-5+ years of Mid-Market SaaS sales with documented quota attainment.
• Quarterly and annual quota attainment.
• Self-Generated Pipeline: percentage of independently initiated opportunities.
• Pipeline Coverage and Quality: 3x-4x coverage, good conversion rates, low deal slippage.
• New Logo and Expansion Revenue: balanced growth.
• Deal Size and Sales Cycle Efficiency: higher ACV and managed cycles.
• Forecast Accuracy: reliability of commitments vs. actuals, impeccable pipeline discipline.

Why Join Trackforce?

Trackforce is the market leader in security workforce management software! We operate on a hybrid work model, offering the flexibility to balance collaboration and remote work while fostering team connection and autonomy.

Working at Trackforce, we offer a flexible and fully remote work environment so you can align your personal life with the fantastic work you'll do here. Our team is highly focused on creating value for our clients. Our recent merger has allowed us to become the true market leader in security workforce management software. The values we uphold: - Foster Curiosity - Lead with Empathy - Own and Be Accountable - Champion Diversity - Be True and Act with Integrity. #LI-Remote Research shows that women and other underrepresented groups only apply if they meet 100% of the qualifications. If you are passionate and driven and do not meet every single qualification, we encourage you to still apply! Trackforce is proud to champion Diversity, Equity, Belonging, and Inclusion. We have a zero-tolerance policy for any form of discrimination against individuals belonging to protected classes or based on prohibited grounds. All qualified applicants will receive fair employment consideration in accordance with applicable employment and human rights legislation.