The Account Executive role involves building a pipeline, leading product demonstrations, developing market relationships, and maintaining CRM records in a fast-paced capital markets environment.
Account Executive — Capital Markets
Base: $100,000 - $150,000 | OTE: $200,000 - $300,000+ (Uncapped + Accelerators) | Equity Included | 2 Openings
Location: Hybrid — 3 days/week, Toronto HQ | Remote considered for exceptional performers
ABOUT FISCAL.AI
Fiscal.ai is a leading research and data platform built for capital markets professionals. Combining a high-performance research Terminal with a modern, near-real-time fundamentals API and MCP server, Fiscal.ai is redefining financial data infrastructure for the AI era. The company serves thousands of institutional and professional Clients while reaching millions of end-users through API Clients.
THE ROLE
This is a full-cycle, hunter-oriented Account Executive role for a professional who understands capital markets — not just software sales. You will own your pipeline from initial outreach through close, lead your own technical demonstrations, and build lasting relationships across buy-side institutions, retail brokerages, and financial technology platforms.
We are not looking for order-takers. We are looking for someone who wakes up curious about the market, understands why a portfolio manager cares about KPI coverage depth, and can credibly position Fiscal.ai’s data infrastructure against incumbent data providers.
KEY RESPONSIBILITIES
Pipeline Development
- Build and execute self-sourced, multi-channel outbound campaigns (email, phone, LinkedIn) to ensure consistent pipeline coverage against assigned quota. Inbound leads and marketing-qualified introductions will be provided, but this role demands a genuine hunter who does not wait to be fed.
Technical Product Ownership
- Lead your own product demonstrations end-to-end — no SE required. You will be expected to articulate the architecture of our fundamentals API, explain data normalization and coverage depth, and confidently handle technical questions from quants, data engineers, and investment professionals.
Relationship & Market Development
- Represent Fiscal.ai at industry conferences and market events, converting introductions into qualified enterprise opportunities. Build and maintain strategic relationships across target segments including asset managers, hedge funds, online brokerages, and fintech platforms.
CRM & Forecast Discipline
- Maintain meticulous records in HubSpot/Salesforce to support accurate forecasting and full pipeline transparency. In a fast-moving environment, data integrity is not optional.
Requirements
- 5+ Years of Quota-Carrying Experience: Proven full-cycle B2B SaaS or Data-as-a-Service (DaaS) sales track record, from initial outreach through contract close.
- Capital Markets Literacy: You understand how the buy-side operates. You know what a portfolio manager means when they ask about factor exposure, why KPI normalization matters, and how financial data flows from source to application. You do not need to be a CFA, but you must be credible in a room with analysts and data teams.
- Technical Proficiency: Ability to master a complex technical product and deliver compelling demonstrations independently, including API use cases and data architecture concepts.
- Hunter Mentality: Documented history of building pipeline from scratch, not just managing inbound leads or expanding existing accounts.
- Methodology Trained: Formally trained in a recognized enterprise sales methodology such as Sandler, Challenger, or MEDDIC.
- Enterprise Deal Experience: Track record closing complex, multi-stakeholder deals at $250K+ contract value.
- Education: Undergraduate degree in Business, Economics, Finance, Accounting, or a related discipline.
- Travel: Willingness to travel for high-impact client engagements and industry events.
PREFERRED QUALIFICATIONS
The following are not requirements, but candidates who bring these attributes will have a meaningful advantage: - Direct Capital Markets Experience: Previous roles within asset management, hedge funds, prime brokerage, sell-side research, or fintech/wealthtech platforms.
- Financial Data Domain Knowledge: Familiarity with financial data APIs, terminal platforms, or the broader financial data and analytics vendor landscape.
- Established Network: Existing relationships within online brokerages, institutional asset managers, family offices, or fintech platforms.
- Active Market Participant: You manage a personal brokerage account and follow equities markets closely. This signals genuine engagement with the problems our customers are trying to solve.
Benefits
- Base Salary: $100,000-$150,000 CAD
- On-Target Earnings: $200,000-$300,000 with fully uncapped commission structure
- Equity: Participation in the company’s equity plan — every team member is an owner
- Environment: Small, high-output team with minimal bureaucracy and a direct line to the founding team
- Openings: Two (2) positions available
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