About The Role

Novara provides safety, operational risk management, and sustainability software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations manage operational risk proactively with a system they can configure to fit their operations, data that unifies risk and safety intelligence, and tools that increase workforce participation. Novara’s combination of software, training, and AI-powered tools put people and safety first while protecting critical operations.

Position Description

Novara is experiencing significant growth and, as such, we are growing our sales team to accelerate that even further.

This is a high-impact, strategic sales role responsible for navigating sophisticated buying committees, and leading multi-stakeholder sales cycles from initial prospecting through contract execution. The ideal candidate is an accomplished B2B SaaS seller with deep experience engaging C-suite executives, building compelling business cases, managing large territories, and consistently creating enough high-quality pipeline to exceed aggressive revenue targets. Success requires exceptional commercial judgment, executive presence, disciplined deal management, intellectual curiosity, and the resilience to win in a demanding, competitive, and fast-growing market.

The role is focused on selling Novara’s Environmental Health & Safety (EH&S) compliance and operational efficiency software into various industries. Our software serves as the central hub of activity for growing compliance and safety departments seeking an adaptable, quick-to-implement solution featuring built-in best practices that accelerate business processes for compliance and risk professionals.

Responsibilities

Own the business plan for acquiring new logo targets on our Strategic Account Executive team

Expand and grow new client accounts during first 12 months

Actively prospect for new opportunities within your assigned segment and act on inbound leads with urgency

Build and maintain a pipeline that is 4x annual quota target

Effectively manage the full sales-cycle, including contract generation and other deliverables required to close new business

Prioritize opportunities and coordinate internal Novara resources to provide the best client experience

Develop and execute a comprehensive territory plan

Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting

Rapidly become proficient in the value proposition of Novara’s offering and demonstrate the ability to deliver that message in person, via webinar and by phone

Actively participate in team meetings, share best practices, and maintain a positive, team player attitude

Collaborate cross-functionally with Marketing, SDRs, SME/SCs, Product, Implementation, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-term Novara strategy

Knowledge, Experience, Requirements

Generally, 7+ years of quota carrying sales experience, particularly in a B2B SaaS environment
Experience selling into the manufacturing, construction, transportation, and/or energy industries a plus.
Experience selling a more complex sales cycle that always involves the C-Suite

Possess Grit, Discipline, and Competitive Drive

High intensity and drive to achieve immediate results, meeting and exceeding sales targets

Discovery Skills: can lead a conversation to uncover pain points and associated business impact, strong intellectual curiosity to uncover why buyers will buy and how to leverage that information

Presentation skills: can connect the dots and clearly communicate how the solution solves the customers’ pain points and provides a strong ROI.

Proficient working with modern tools and technologies, for example Salesforce, ZoomInfo, LinkedIn Sales Navigator, Gong, ChatGPT, Claude etc. as well as MS Office suite (including Outlook, Word, Excel and PowerPoint)

Positive attitude and a team player

Success Criteria

Ambitious. You know how to define personal success and build a sales pipeline to get there. You’re always thinking ahead to the next sale.

Problem-Solver. When issues arise, you don’t stop looking for solutions until you have an answer. You’ll rely on peers and executives alike for advice to understand the people, systems, and process issues that may be holding your sale back.

Agile. The first answer isn’t always the best. You’ll find the right recommendations for your customers by collaborating with teammates.

Listener. Connect with prospects and recommend the right solutions by collaborating with sales engineers, EHS experts and client success.

Technical. You have used Salesforce and modern tech to support your efforts.