Job description
Vidyard empowers every sales rep to perform like a top performer by bringing the power of personalized video outreach at scale. Through scalable solutions like AI Avatars and Video Messages, Vidyard enables reps to break through the noise, engage high-intent prospects, and accelerate deal velocity—all while helping sales teams gain more face-time with prospects and customers in a remote selling world. Join Vidyard and help us create the future of productive relationships between buyers and sellers!
About the Role
Vidyard is looking for a Growth Account Executive to join our Sales team. Reporting to the Director, Sales, you will be responsible for establishing and growing Vidyard with key decision makers and influencers within your customer base.
The Growth AE role is a farmer role and is a great opportunity to continue polishing your skills and sales habits as you grow in your sales career. This role is mainly self-sourced opportunities, with some BDR and inbound support - you will be responsible for prospecting, running efficient discoveries and business reviews, demos, pricing, and negotiations on all upsell and cross-sell opportunities with executive-level personas. Growth opportunities are typically transactional, often closed within 2-3 weeks, over 1-2 calls. Vidyard provides engaged account lists and talk tracks to guide you in your prospecting. You will be expected to achieve weekly/monthly targets, including: pipeline generated and customer meetings held to help you attain your quarterly/monthly revenue goals.
This role is a great opportunity to accelerate your upsell and expansion learnings, growth, and success while you make a significant impact on Vidyard’s success and how business is conducted as a whole!
This is a remote role open to candidates located in Canada or the United States.
About the Team
The Growth AE role is part of the Emerging sales segment that focuses on 0-500 employee count Tier 4 customer customers. Our Emerging business segment is focused on under 500 employee organizations who are quickly growing. This is a unique role as it will be the only Growth AE on the New Business sales team - creating a massive opportunity to hunt within a large list of Customers!
Although reps are responsible for individual quotas, the Sales Team truly embodies Team Selling, as each member offers continuous support and help in their own way. Being part of the Sales Team means you truly manifest Vidyard’s core values. We are relentlessly resourceful, we own it, we are user obsessed, and drive change together.
What You’ll Work On
- Manage relationships with existing Emerging Tier 4 customers at 8-mth mark of contract execution onwards
- Creation and execution of structured account plans designed to help our customers understand the value they’re receiving from their Vidyard usage, with the goal to expand Vidyards solutions within and across our customers teams and departments
- Uncover & close opportunities for cross-sell and upsell, working through deal cycles with customers to drive revenue growth within your book of business
- Accountable for prospecting & expansion activity metrics that are proven to drive upsell & cross-sell opportunities
- Forecast sales activity and revenue achievement in our CRM, while creating and maintaining satisfied customers
- Understand client business industry dynamics and competitors, and be able to present our products inside-out to different external stakeholders
- Establish and grow relationships with key decision-makers, and influencers within your customer base
As a Growth Account Executive You Can Expect to:
- Be up and running within 90 days with a 3 month ramp period, with a target of closing your first upsell within 30 days
- Learn how to pitch the value of features, handle objection, negotiate and close deals
- Prospect to source your own upsell & cross-sell opportunities while working closely with a Business Development Representative on strategic outbound growth opportunities
- Be a part of “high performance mindset” team - join daily huddles, enablement, and team collaborations
- Communicate effectively daily with manager as this is a remote role
- Practice regular mock calls and weekly call coaching
What You’ll Bring to this Role and Your New Team:
- 3+ years of outbound business development experience within a SaaS environment
- 1+ years of experience in sales with upsell/cross-sell/expansion experience, prefer SaaS sales experience
- Track-record of overachieving quota/targets
- Understand SaaS concepts such as ARR, AOV, MRR, Churn, etc.
- Demonstrate excellent written, verbal and presentation skills
- Experience in the Marketing and Sales tech ecosystem
- Experience with prospecting into Customer Accounts
- Experience with upselling and cross-selling
- Experience with transactional sales
- Full cycle sales experience a bonus
- CRM experience, Salesforce preferably
Our Tech Stack
- CRM - Salesforce
- Sales Navigator
- Pocus
- Vidyard
- SalesLoft
- Zoom
- Gong.io
- Walnut.io
Will You Thrive at Vidyard?
At Vidyard, success comes from individuals who align with our core values, embrace challenges, and contribute to our high-performing, customer-obsessed culture. You’ll thrive here if you:
- Put Customers First: You’re passionate about solving problems, delivering exceptional value, and ensuring our customers succeed with our products.
- Embrace Innovation: You think creatively, challenge the status quo, and seek new ways to improve and grow—both personally and professionally.
- Value Collaboration: You work effectively across teams, listen actively, and contribute to a supportive and inclusive environment (see our statement of dedication to DEIB here).
- Act with Urgency: You’re motivated, proactive, and thrive in a fast-paced, dynamic environment where priorities can shift quickly and change is expected.
- Take Ownership: You own your work, take responsibility for outcomes, and are proud of delivering results that drive impact.
- Strive for Excellence: You maintain high standards, are goal-oriented, and continuously push yourself and your teammates to do their best.
At Vidyard, we celebrate the intersection of creativity, ambition, and impact. If you’re ready to contribute to our mission of transforming communication and being part of a team that’s customer-focused, hardworking, and values-driven, Vidyard is the place for you.
Why You’ll Love Working at Vidyard
At Vidyard, we’re passionate about creating an environment where you can succeed—both personally and professionally. Here’s what you can look forward to:
- Work-life Integration: At Vidyard, we set the bar high, expecting excellence and dedication from every team member. In return, we empower you to integrate work and life seamlessly. Enjoy the freedom of flexible hours and unlimited vacation, paired with programs that support working from anywhere—even while traveling.
- Competitive Pay & Benefits: Start day one with a competitive salary and comprehensive, flexible benefits tailored to support you (RRSP match and stock options included following completion of your probationary period)
- Wellness Your Way: Leverage flexible spending accounts to spend on what matters most.
- Mental Health Support: Access to Inkblot, a digital mental health platform, plus $1,500 per person per year for mental health services.
- Parental Leave Top-Up: Support when it matters most, with enhanced parental leave benefits.
- Make an Impact: At Vidyard, we believe in creating positive change. Enjoy paid volunteer hours to support the causes you care about and join Employee Resource Groups (ERGs) to connect with colleagues, champion inclusion, and drive meaningful impact within Vidyard and the communities we serve.
- Invest in Your Growth: Regular performance reviews, individual development plans and an annual allowance of $1,500, dedicated to your professional development and ongoing learning.
- Your Perfect Workspace: Whether you prefer the comfort of your home, or the energy of our Kitchener, Ontario, collaboration space, you’ll have the flexibility to choose. While we default to remote-first, occasional in-person meetings and events are thoughtfully designed for connection and collaboration.
Come join a team where your best life meets your best work!
Vidyard is an equal opportunity employer. Applicants who require reasonable accommodation to complete the application and/or interview process should notify us at [email protected]. Unsolicited resumes from Agencies will not be accepted.
