Justin Rancourt

Bilingual SaaS Account Executive with 6 years of full-cycle experience selling data and intelligence platforms into SMB, Mid-Market, and Enterprise accounts across the office of the CFO, Marketing, Communications, IT, and Procurement. Generated $2.5M+ in career ACV - 2x President's Club, Top 1% global ranking, and #1 Mid-Market AE globally in H2. Outbound hunter with MEDDIC-driven discipline and a deep tech stack across Salesforce, Outreach.io, Gong, ZoomInfo, and 6Sense.

Native

French and English with a track record of winning multistakeholder, competitive Canadian deals - ready to drive net-new logo acquisition for FloQast across Canada.

Account Executive, Mid-Market - Meltwater - Remote - Canada

(2024-01)

Global SaaS leader (HQ: San Francisco; 50+ offices, 2,200 employees) in AI-powered media intelligence, consumer insights, and social analytics for Marketing, Communications, and Research teams. Segment: 2,500–10,000+ FTE national enterprise territory | Full-cycle, outbound-led, MEDDIC-driven

• Ranked #1 Mid-Market AE globally in H2 - closed Q3 at 193% of quota and Q4 at 254% of quota; recipient of the Golden Key Award for global ACV leadership.
• Closed the largest regional Mid-Market deal of 2025 ($150K ACV / $300K TCV) through a 6-month MEDDIC-driven competitive evaluation across executive, IT, Legal, and Procurement stakeholders.
• Won the 2nd largest Mid-Market deal of FY24 ($125K ACV / $250K TCV) by displacing two lower-cost legacy vendors and consolidating a fragmented stack.
• Maintained 5x pipeline coverage through self-sourced outbound (cold call, multithreaded email, LinkedIn) using Outreach.io, Salesforce, ZoomInfo, 6Sense, and Gong.
• Surpassed 506% of December quota (single-month peak), orchestrating Solutions Consultants, Product, CS, and partner ecosystems on competitive new-logo wins.
• Won a $80K ARR / $160K 2-year Government of Canada deal against 4 competing vendors by running the entire RFP process in French and aligning Legal, IT, and procurement on compliance and security requirements - created a repeatable blueprint for Canadian public sector wins.

Senior Account Executive & Team Lead, SMB - Meltwater - Montreal, QC

(2022-10 - 2024-01)

• Achieved 201% of annual quota in 2023 - ranked #2 in North America and #4 globally for the SMB new-logo segment.
• Self-sourced $590K+ USD in net-new ARR through disciplined outbound prospecting and multithreaded executive engagement.
• Won the Global Top 10 Award (President's Club) - top 1% of global sellers across NAM, EMEA, APAC, and LATAM; joined the Million Dollar Club (July 2023).
• Led hiring, onboarding, and coaching of 4 SMB AEs - drove a 40% increase in self-sourced demos through restructured power hours, weekly pipeline reviews, and outbound sequences.
• Served as second-in-command for the #2 ranked global sales office (out of 37+ worldwide); partnered with BDRs and RevOps to refine handoffs, pipeline hygiene, and forecast accuracy.

Account Executive & Team Lead, SMB - Meltwater - Montreal, QC

(2021-07 - 2022-10)

• Delivered 15 consecutive months of 100%+ quota attainment (Nov 2021 – Feb 2023) - set a global record for the longest monthly quota attainment streak in the SMB segment.
• Ranked #2 top seller in North America among 200+ representatives; achieved 4th place globally for percentage of annual quota attained.
• Promoted a top-performing AE to Sales Manager within 1.2 years of direct coaching and mentorship.
• Drove a 25% increase in upsell opportunities over 6 months through multi-product consultative positioning and land-and-expand motion design.

Account Executive, SMB - Meltwater - Montreal, QC

(2020-07 - 2021-07)

• Achieved 114% of first full annual quota - ranked #2 of 40 new hires across North America with $342K ACV in net-new logo revenue.
• Maintained a 0% churn rate on all closed deals through proactive post-sale handoff and CS partnership.
• Earned accelerated promotion to Account Executive Team Lead within 12 months - top of cohort.

Bachelor of Commerce - International Management (Honours) - University of Ottawa - Telfer School of Management (2015 - 2019)

International Exchange Program - Lund University School of Economics and Management (2018 - 2019)