Advisor I, Sales

Job Title Advisor I, Sales

Job Description Consultative B2B software sales to Canadian tax professionals. The agent manages a pipeline of qualified leads and wins them through discovery, positioning, and closing. Success requires a balance of activity, engagement quality, and genuine problem-solving.

Day-to-Day Activities

• 40–50 outbound dials per day to inbound leads and existing pipeline
• Lead qualification: understanding accountant size, filing volume, current software, pain points
• Discovery calls: diagnosing why they bought/didn't buy, what's broken, what could be better
• Pitch and positioning: tailoring ProTax value to their specific situation (solo practice vs. 10-person firm = different story)
• Objection handling: moving past "not interested" to "let me show you something relevant"
• Pipeline management: tracking deal stage, next-step commitment, follow-up cadence
• Closing: getting a verbal commitment to trial, demo, or trial-to-license conversation

Tools: Salesforce, call lists, win-loss data, competitive positioning, pricing flexibility (if any).

Success Metrics

• Activity: 40–50 meaningful dials per day (not just dials — dials that connect or leave professional voicemails)
• Engagement rate: % of dials that convert to a meaningful conversation (benchmark: 20–25%+)
• Lead-to-opportunity conversion: % of leads that move to an active pipeline stage
• Opportunity closure rate: % of qualified opportunities that close within the quarter
• Average deal size: revenue per close (indexed to tax-season vs. off-season)
• Pipeline velocity: time from first touch to close

Candidate Profile

Given The Above, The Ideal Candidate Should Have Proven B2B sales experience (3–5 years minimum) — not necessarily tax software, but consultative SaaS/enterprise experience

Objection-handling track record — evidence of moving past initial rejection to real conversations

Activity resilience — comfortable with 40–50 dials/day and the rejection that comes with it

Consultative mindset — asks questions before pitching, personalizes the message

Pipeline discipline — CRM hygiene, stage tracking, forecasting

Coachability — takes feedback on opener, timing, voicemail, and adjusts Geographic / market fit — ideally some Canada experience OR demonstrated ability to learn new markets fast