Account Executive; Canada Public Sector
Description
About OffSec
Founded in 2006 by the creators of Kali Linux, OffSec (formerly known as Offensive Security) is the leading provider of continuous professional and workforce development, training, and education for cybersecurity practitioners. OffSec’s distinct pedagogy and practical, hands-on learning help organizations fill the infosec talent gap by training their teams on today’s most critical skills.
Become a part of our global presence and work from anywhere! With customers in 150+ countries and team members across 40+ countries, OffSec fosters a global, remote-first culture that values innovation and diversity. Our team includes internationally recognized cybersecurity experts, speakers, and professionals from top enterprises and government agencies.
Think you can outwork, outlearn, and out-hustle the competition? Good. We like people who TRY HARDER.
Excited about our mission and what we do? Apply and join us!
About the Job
OffSec is seeking an Account Executive to lead our public sector business in Canada. This individual contributor role owns the full sales cycle across Canadian government accounts—from account research and first contact through discovery, qualification, proposal development, procurement, and close.
Your focus will be the Canadian public sector, not commercial accounts: federal departments and agencies, including National Defence and the Canadian Armed Forces, the Communications Security Establishment and the Canadian Centre for Cyber Security, Shared Services Canada, and the RCMP, as well as provincial and territorial governments, municipalities, and the broader public sector. You’ll protect and grow existing accounts while building new ones.
Success requires an understanding of how the Canadian government buys—federal procurement through Public Services and Procurement Canada, standing offers and supply arrangements, provincial purchasing rules, and an April-to-March fiscal year—and the ability to connect OffSec’s hands-on training to the cyber workforce priorities these organizations already own. You’ll work closely with our partner team and Customer Success.
About you
You know Canadian government. You understand how departments and provinces set priorities, fund programs, and buy, and you know how to build relationships that last across budget cycles and leadership changes.
You’re a self-starter who builds your own pipeline. You research accounts, find relevant reasons to engage, and work patiently through long, multi-stakeholder buying processes without losing momentum.
You’re a consultative seller who connects training to mission outcomes. You listen closely, understand capability gaps, and help public sector leaders make the case for investing in their people.
Above all, you’re accountable for results and believe in OffSec’s mission: helping organizations develop the skills to defend against real-world threats. You approach each opportunity with curiosity, integrity, and a commitment to creating lasting customer value.
Duties and Responsibilities
Own the full sales cycle and Canadian public sector results. Manage opportunities from account research and first contact through procurement and close, and take responsibility for your assigned revenue goals.
Protect and grow existing accounts. Run renewals well ahead of the date, expand into new departments, branches, and teams, and re-engage former customers where needs have changed.
Generate your own pipeline. Identify, research, and prioritize federal, provincial, and municipal accounts, and proactively create qualified opportunities through outbound outreach, events, and referrals.
Navigate Canadian public sector procurement. Work within federal and provincial purchasing processes, including standing offers, supply arrangements, competitive solicitations, and cooperative purchasing, and plan around the April-to-March fiscal year.
Work with partners and resellers. Coordinate with the partner team and Canadian resellers where a deal routes through a contract vehicle or an existing supplier relationship.
Lead consultative discovery and qualification. Understand each organization’s cyber workforce needs, capability gaps, mission priorities, budget, decision process, and purchasing timeline.
Connect OffSec’s offerings to mission outcomes. Explain the value of OffSec’s hands-on training and certification solutions, develop relevant proposals, and involve Sales Engineering or other specialists when their expertise will help.
Partner with Customer Success on adoption and account health. Build joint account plans, track usage and engagement, and run business reviews that show customers the outcomes their investment has produced.
Maintain accurate CRM records and forecasts. Document account research, stakeholders, qualification findings, procurement status, and next steps, and identify deal risks early.
Qualifications
3–5 years of B2B sales experience, including full-cycle selling into the Canadian public sector.
A demonstrated track record of winning and growing Canadian government business, at the federal, provincial, or municipal level.
Working knowledge of Canadian public sector procurement, including federal procurement through Public Services and Procurement Canada, standing offers and supply arrangements, and provincial purchasing processes.
Strong consultative selling and communication skills, including uncovering needs, communicating mission and business value, and engaging multiple stakeholders.
Strong organization and opportunity management skills, with the ability to manage long sales cycles, balance prospecting and active deals, and follow through in a remote environment.
Proficiency with CRM systems, including accurate pipeline management and forecasting. Salesforce or comparable CRM experience is relevant.
A genuine interest in cybersecurity, upskilling, and workforce development, with the ability and willingness to learn OffSec’s offerings.
Preferred qualifications:
Existing relationships within National Defence, the Communications Security Establishment, Shared Services Canada, or provincial cyber and IT organizations.
A valid Government of Canada security clearance, or eligibility to obtain one.
Professional proficiency in French.
Experience selling SaaS, cybersecurity, technical training, or workforce development solutions.
Experience working with Canadian resellers, systems integrators, or other channel partners.
Training in or practical experience applying MEDDPICC and/or Command of the Message to support opportunity qualification and value messaging.
EEO
OffSec provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.