Sales Executive

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Organization: AFTI WatchDog

Role: US Sales Executive

Location: Calgary, AB, Hybrid work environment

Address: 6023 5th Street SE, Calgary, AB

Website: https://aftiwatchdog.com

CultureSmith is excited to partner with AFTI WatchDog in the search for a new US Sales Executive to help drive their next phase of growth across the United States and North American oil & gas market.

About AFTI WatchDog

WatchDog is North America's leading virtual wellsite software, SaaS, and hardware solution for oil and gas operators. Deployed on more than 20,000 wells and trusted by many of the largest producers in Canada and the United States, WatchDog helps operators maximize production, reduce lifting costs, prevent equipment failure, lower environmental risk, and improve field efficiency.

Our hardware-enabled SaaS platform replaces routine site visits with real-time remote monitoring, operational intelligence, and actionable field data — helping producers optimize where operators spend their time and attention. Our mission is simple: improving human efficiency for modern operators in oil & gas.

What we deliver across North America

• Intelligent surveillance of wells, facilities, and field infrastructure
• Operational intelligence and analytics that turn field data into actionable information
• Environmental monitoring and leak detection
• Runtime optimization and failure prevention
• Reduced manual site visits, drive time, and operator workload

About the Role

WatchDog is hiring a senior Sales Executive to drive US-led new-logo acquisition and growth-account expansion across the North American oil & gas market.

This is a high-agency individual-contributor role — not a VP Revenue or sales-management position. You will own a defined territory, target-account list, pipeline, and new-revenue quota, with primary emphasis on US growth. You'll be expected to open doors, create urgency, run disciplined sales cycles, and convert early deployments into larger field, basin, and enterprise opportunities.

The right candidate understands complex industrial technology sales, can sell workflow change into field-driven operating environments, and is motivated by measurable revenue outcomes.

What You'll Do

• Hunt and close new business
• Own a defined North American growth territory, with primary emphasis on US new-logo acquisition
• Carry a new-revenue quota and be accountable for creating, advancing, and closing qualified pipeline
• Build self-generated pipeline through disciplined outbound prospecting, basin presence, conferences, referrals, and account-based selling
• Convert inbound and partner-sourced opportunities into qualified sales cycles
• Lead discovery conversations with operations, production, engineering, automation, HSE, and executive stakeholders
• Build the business case around production optimization, equipment failure prevention, environmental risk reduction, labor efficiency, and reduced site visits
• Deliver product demonstrations and value-based presentations to field, technical, operational, and executive buyers
• Negotiate and close customer-funded pilots, initial deployments, and commercial expansion agreements

Sell workflow change, not just technology

• WatchDog is not a simple software seat or commodity hardware sale. Winning requires helping customers change how field work is seen, measured, escalated, and acted on.
• Help customers understand how remote monitoring changes daily field routines, exception management, dispatch decisions, and operator workload
• Build consensus across field users, operational managers, technical stakeholders, and executives sponsors
• Partner with Sales Engineering, Product Adoption, Installation, and Customer Success to define success criteria before pilots and early deployments begin
• Ensure every pilot or early deployment has an operational owner, measurable success criteria, a review date, and a defined commercial next step
• Avoid science project pilots by creating a clear path from early deployment to value realization and expansion
• Convert early deployments into scale

Own your pipeline and your numbers

• Maintain accurate CRM hygiene, forecasting, next steps, and pipeline transparency
• Manage opportunities with clear stage discipline, deal strategy, and committed customer actions
• Track basin activity, customer developments, and competitor positioning
• Represent WatchDog at conferences, trade shows, customer meetings, and field visits across North America
• Share field-tested market intelligence with Sales, Marketing, Product, and executive leadership
• Contribute practical feedback to improve WatchDog's sales playbook, messaging, discovery process, and pilot-to-scale conversion model

What We're Looking For

• 7+ years of B2B sales experience, including a clear track record of new-logo wins and quota over-achievement
• Experience selling into oil and gas operations, production, automation, asset integrity, HSE, or field technology teams
• Background in industrial technology, SCADA, IoT, telemetry, remote monitoring, SaaS, or operational technology strongly preferred
• Proven ability to manage complex, multi-stakeholder sales cycles from prospecting through close
• Strong discovery, business-case development, demo, and presentation skills
• Ability to sell operational workflow change, not just product features
• Commercial instincts: you can identify pain, find budget, build urgency, and close the gap
• Self-starter with the discipline to operate independently across a large geography while maintaining strong CRM and forecast hygiene
• Comfortable working as a senior individual contributor inside a cross-functional team; no need for direct reports to create impact

Ideal Candidate Traits

• Competitive, accountable, and motivated by the scoreboard
• High-agency, self-directed, and comfortable building opportunity from the ground up
• Comfortable carrying a quota and forecasting honestly
• Able to build long-term customer trust without slowing down the sales cycle
• Strong enough to challenge the status quo with customers and internally
• Curious about field operations, production workflows, and the practical realities of oil and gas work
• Clear communicator who can move between the lease road, the control room, and the executive boardroom
• Energized by helping operators run safer, leaner, more profitable field operations through technology

How Success Is Measured

• New US revenue and new logos won
• Qualified pipeline created in target accounts
• Customer-funded pilots and initial deployments secured
• Pilot-to-first-order conversion, and first-order-to-second-order conversion
• Expansion revenue inside assigned growth accounts
• Quota attainment and pipeline coverage
• Sales cycle velocity, win rate, and stage progression
• Forecast accuracy and CRM hygiene
• Territory growth and market penetration

Travel

This role requires regular travel throughout North America for customer meetings, field visits, demos, onboarding kickoffs, conferences, and strategic account development. Expect meaningful time in the field with operators and in the basins where they work.

Why WatchDog

At WatchDog, you'll sell a category-defining product with proven ROI into an industry where remote monitoring is shifting from nice to have to operational table stakes.

Most customers achieve full payback within nine months on a deployed base, and our platform is already trusted across more than 20,000 wells in North America.

You'll have autonomy, meaningful market opportunity, and the backing of a team that moves when you close a deal — we share in the wins, work through obstacles together, and high-five and carry on.

Our values

• Trust and candour
• A culture of innovation
• An attitude of abundance
• Enthusiasm

What you can expect

• A proven hardware-enabled SaaS platform with strong customer ROI
• A fast-growing oil and gas technology company headquartered in Calgary, AB, with a growing Houston presence
• A serious opportunity to help expand WatchDog's footprint in the US market
• Cross-functional support from Sales, Customer Success, Product Adoption, Installation, Support, and Operations
• Competitive base salary plus performance-based commission with real upside for over-performance
• A market where operators are actively looking for safer, smarter, more efficient ways to manage field work.

AFTI WatchDog is an equal opportunity employer. We welcome applications from all qualified individuals.

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