[Hiring] Senior Sales Executive @Think Research Corporation

Role Description

As the Senior Sales Executive, you will own our provincial and health-system DFD deals end to end — the largest, longest and most strategic deals in the company.

Today these deals are carried by our executive team. You will be their first dedicated senior owner: running the sales cycle, the account strategy and the forecast, while our executives step into the sponsor role with ministries and health-authority leadership.

This is a remote role with regular travel across Canada. The successful candidate should be based near a major Canadian airport hub (e.g., Toronto, Montreal, Ottawa, Calgary, or Vancouver) to support frequent travel to customer and partner meetings, industry events, and internal team meetings.

What you will do

• Account strategy: Build and run a named account plan for every province and health authority in play: stakeholders, buying process, budget cycle, political calendar and procurement vehicle.
• Phase discipline: Break system-level programs into phases with their own scope, value and signature. Forecast the phase, not the program.
• Mutual close plans: Agree a close plan with the customer on every deal above $1M: signer, paper path, procurement and legal steps, and dates on both sides.
• RFP pursuits: Lead each provincial RFP with the Bid Manager: bid/no-bid, win themes, pricing strategy, orals and demos.
• Executive sponsorship: Pair our executives with ministers, deputy ministers and health-authority leaders. Brief them, deploy them, and keep them in the sponsor role rather than running the cycle.
• Multi-threading: Build relationships with at least three stakeholders per account so no deal depends on one person.
• Forecast accuracy: Keep Salesforce current against our stage entry and exit criteria, and commit your number in the bi-weekly forecast call.
• Handover to delivery: Build the delivery plan alongside each close and stay engaged through go-live, so the next phase is earned.
• Partners: Work with our delivery and integration partners where they strengthen a bid or extend our reach.

What success looks like

• First 90 days: A named account plan for every province and health authority in play. A customer-validated mutual close plan on every deal above $1M. Every provincial opportunity forecast by phase in Salesforce.
• First year: Provincial close dates that hold. Expansion phases signed as planned, and new health-system agreements beyond our current customers. Our executives out of the day-to-day sales cycle and working as sponsors.

Qualifications

• 10+ years of enterprise B2B sales, including 5+ years selling to Canadian provincial governments, health authorities or large health systems.
• A record of closing multi-year, multi-million-dollar agreements through 12–18+ month public-sector cycles.
• Credibility in the room with ministers, deputy ministers and health-authority executives.
• Hands-on experience with formal RFPs and Canadian public procurement.
• Discipline in account planning, phased deals, mutual close plans and accurate forecasting in Salesforce.
• Experience selling software combined with services and implementation.
• Bachelor's degree or equivalent experience.

Nice to have

• Background in virtual care, digital health or clinical services.
• French, for work with New Brunswick and Quebec stakeholders.
• Existing relationships in Atlantic Canada or the Prairies.
• Experience taking a pilot or first phase through to a province-wide program.

Benefits

• Fully remote work environment, with a Toronto headquarters that supports in-person collaboration, connection, and team events when it adds value.
• Competitive salary and benefits, including 4 weeks of paid vacation plus 6 personal days.
• Meaningful work that directly impacts patient care.
• Growth opportunities with leaders who support development through mentorship.

Company Description

Think Research is a Canadian health technology company that connects patients with the right clinician and gives care teams the tools to deliver better, human-centred care.

• Digital Front Door (DFD) brings virtual care and patient access to provincial health systems and hospitals across Canada.
• Pharmapod helps pharmacies and hospitals manage medication incidents and patient safety across North America.
• Our ambition is to be the leading DFD provider in Canada and the leader in medication incident management in North America.