Account Manager/Business Development - Calgary, Alberta

Company Description · We are SGS – the world's leading testing, inspection and certification company. We are recognized as the global benchmark for quality and integrity. Our 98,000 employees operate a network of 2,650 offices and laboratories, working together to enable a better ...

Job description

Company Description
We are SGS – the world's leading testing, inspection and certification company. We are recognized as the global benchmark for quality and integrity. Our 98,000 employees operate a network of 2,650 offices and laboratories, working together to enable a better, safer and more interconnected world.
Job Description
SGS is currently working in partnership with H2Safety to hire an Account Manager/Business Development person.

In June 2025, H2Safety became a part of SGS, the world's leading testing, inspection, and certification company - and a world leader in sustainability. As part of SGS, H2Safety is working towards globally advancing operational safety, digital transformation, and ESG performance across industries, including oil and gas, mining, transportation, utilities, renewables, and government. Our success and approach are deeply rooted in building authentic relationships and addressing community concerns transparently, allowing us to also excel in Indigenous and government relations.

The Account Manager is responsible for
short to mid-term sales opportunities
, with a primary focus on deals expected to close within
six months
. This role is highly execution-oriented and suited for a sales professional who thrives on momentum, disciplined follow-up, and turning conversations into contracts.

You will sell
initial emergency response plans, training services, and software solutions
. Approximately
20%
of your efforts will focus on expanding services within existing clients, while
80%
will be dedicated to developing new opportunities with net-new organizations across oil & gas, mining, and other future industries aligned with our parent company, SGS.

Key Responsibilities
New Business (80%)

• Balance near-term revenue needs against mid-to-long term (6+ month cycles) growth.
• Deliver against quarterly and annual revenue targets by advancing qualified opportunities with defined scope, urgency, and close plans.
• Build and progress strategic opportunities that require deeper discovery, stakeholder alignment, and phased solution design, supporting future revenue, renewals, and expansion.
• Identify, engage, and qualify new client opportunities across oil & gas, mining, and adjacent industries.
• Build and manage a pipeline of opportunities with a clear path to close within six months.
• Conduct discovery conversations to understand regulatory obligations, operational risk, and emergency preparedness gaps.
• Position H2Safety's emergency response plans, Incident Command System (ICS) training, and our software, such as virtual emergency operating centre and wildfire modules, as practical, compliant, and scalable solutions.

Account Expansion (20%)

• Work with Client Relationship Managers (CRMs) to identify and close new lines of business within existing client accounts.
• Collaborate with internal teams to uncover additional needs tied to regulatory change, growth, or risk mitigation.
• Maintain strong relationships through consistent, value-based engagement.

Sales Execution & Pipeline Management

• Own opportunities from initial outreach through close, ensuring clear next steps and consistent follow-up. Measured KPI includes meetings booked with clients.
• Maintain accurate activity, deal, and forecast data within HubSpot.
• Meet defined activity, pipeline, and revenue targets.

Collaboration & Market Intelligence

• Partner with marketing, operations, and leadership to align outreach and messaging.
• Share market feedback, client insights, and competitive intelligence.
• Represent H2Safety at select conferences, industry events, and client meetings.
• Ability to connect with your manager for weekly one-on-one meetings and discuss overcoming challenges and barriers to move sales cycles faster

Qualifications
Qualifications & Attributes

• Minimum of 2 years of B2B sales experience, ideally in services, technology, or regulated industries.
• Demonstrated ability to manage multiple opportunities and close deals within short to mid-term sales cycles.
• Comfortable with consultative, solution-based selling rather than transactional sales.
• Preferred: Familiarity with AI-enabled sales tools and platforms, including the ability to create and refine prompts to support prospect research, personalized outreach, and conversation development.
• Interest in leveraging AI to improve efficiency, insight, and lead quality.
• Experience using CRM tools (HubSpot preferred) and Microsoft Office.
• Strong written and verbal communication skills.
• Self-motivated, organized, and accountable, with a bias toward action.

What Success Looks Like

• A consistently healthy pipeline (3x to 4x of first year quota of $800,000) of qualified opportunities with close timelines under six months.
• Strong conversion from outreach to discovery to signed agreements.
• Measurable contribution to both new client acquisition and expansion within existing accounts.
• High internal trust as a reliable, proactive sales contributor.

Why Join H2Safety

• Competitive base salary with commission structure.
• Comprehensive health and dental care plan.
• Company matching RRSP program.
• Generous paid time off and flexible work hours
• Meaningful work supporting safety, compliance, and emergency preparedness.
• Backed by the global reach and credibility of SGS.
• Exposure to multiple industries and evolving technologies.
• A collaborative environment that values curiosity, accountability, and continuous improvement.

Additional Information
SGS is an Equal Opportunity Employer, and as such we recruit, hire, train, and promote persons in all job classifications without regard to race, color, religion, sex, national origin, disability, age, marital status, sexual orientation, gender identity or expression and Indigenous status, or any other characteristics protected by law.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodations. The requirements listed above are representative of the knowledge, skills, and/or abilities required.

This job description should not be construed as an exhaustive statement of duties, responsibilities, or requirements, but a general description of the job. Nothing contained herein restricts the company's rights to assign or reassign duties and responsibilities to this job at any time.

Accommodations are available on request for qualified candidates during each stage of the recruitment process.

Please note that candidates applying for Canadian job openings should be authorized to work in Canada.

IND