Account Executive

About Caribou:

At Caribou, we are on a mission to solve the caregiver crisis. Addressing this shortage will ripple positively across society: more fulfilling careers in healthcare, greater capacity to care for those in need, reduced stress on affected families, improved quality of life, and reduced burden on the hospital system. The caregiver shortage affects everyone, and together with our customers and partners, we will help solve it.

With Caribou's technology, care organizations can create a staff rewards program that motivates, attracts, and retains staff like never before. As a result, our customers grow their staff by more than 25% in the first year and reduce staff turnover by enabling a culture of recognition. We help solve the industry's two biggest problems: recruitment and retention.

Caribou is in the midst of an exciting chapter of growth as we work with leading home care organizations to introduce the future of recognition to the industry. The journey is just beginning. Join us as we transform the way we care for care workers. We're seeking a talented and motivated Account Executive to join the Herd. Caribou is revolutionizing the home care industry by empowering agencies to attract, retain, and motivate caregivers through innovative rewards and recognition solutions, creating stronger connections between staff and employers while enhancing the overall quality of care.

As we expand across North America, we're seeking a skilled and driven Account Executive to lead new business development efforts.

What You'll Do

New Business Development:

• Qualify and nurture inbound leads generated through partner networks, conferences, events and marketing.
• Leverage our CRM tools to track, manage, and report on sales activities, pipeline health, and conversion metrics.
• Create compelling outbound targeted campaigns for SMB space to effectively expand across franchise networks and other outbound motions.
• Identify and engage key decision-makers within home care agencies and related organizations.
• Establishing and cultivating relationships with our key partners to drive new business growth.

Market Expertise:

• Leverage your understanding of the home care sector to tailor solutions that address industry-specific challenges.
• Stay informed about market trends, regulatory changes, and competitive dynamics in the US home care landscape.

Sales Execution:

• Manage the full sales cycle, from prospecting and qualifying leads to negotiating and closing deals.
• Deliver compelling presentations and product demonstrations to prospective clients.
• Utilize winning strategies to increase speed to close.

Pipeline and Forecast Management:

• Build and maintain a healthy pipeline of qualified opportunities using HubSpot CRM.
• Accurately forecast sales performance and achieve quarterly and annual sales targets.

Collaboration and Feedback:

• Provide seamless handoffs to the Customer Success team for implementation.
• Provide feedback to product and leadership teams to improve offerings and align with market needs.
  

The Ideal Candidate

Experience:

• 1+ years of B2B SaaS sales experience, with a proven track record of exceeding quotas.
• 2+ years prior experience as a Business Development Representative is an asset.
• Prior experience selling into the home care market or adjacent healthcare sectors is an advantage.
• Familiarity with US healthcare and home care regulatory frameworks is a plus.

Skills:

• Exceptional relationship-building, presentation, and negotiation skills.
• Ability to perform deep discovery across multiple stakeholders.
• Strong technical aptitude to understand and convey solution value.
• Proficiency with CRM tools (e.g. Hubspot) and sales enablement platforms.

Mindset:

• Entrepreneurial, with roll up your sleeves approach, a 'hunter' mentality and a passion for building relationships.
• Resilient and adaptable to the dynamic needs of a fast-paced startup environment.
• Willingness to travel as needed, expected to average 1 trip per month.

Compensation

A qualified candidate will be offered a base salary of $60–75K annually, with a 50/50 OTE structure for total on-target earnings of $120–150K.

Why You'll Love Working Here

• Purpose with impact: Help solve one of society's most important challenges - the caregiver shortage.
• Award-winning company: Caribou is a Top 10 Fast-Growing Technology Company in Canada (The Globe and Mail 2025).
• Hybrid work-culture: The team primarily operates out of Toronto with one day a week in-office. Options to work remotely - we just care about getting the best work done.
• Compensation & perks: Competitive salary, stock options, and healthcare benefits and summer half-days.
• Values-driven team: Low-ego, high-character people who move fast, stay humble, and sweat the details

Equal Opportunity Employer

At Caribou, we value diversity and are committed to creating an inclusive environment for all employees. We welcome applicants from all backgrounds and experiences.