Sales Manager, Mid-Market

Accountabilities: Build and develop a high-performing sales team: Lead, hire, and develop a team of approximately 10 senior Account Executives, maintaining high standards for talent, accountability, ownership, and continuous improvement. Coach and elevate sales performance: Provide structured, ongoing coaching to improve sales execution, identify emerging talent, establish individual development plans, and prepare high-performing employees for future leadership opportunities. Drive pipeline quality and forecasting accuracy: Oversee pipeline reviews, sales forecasts, and performance diagnostics, using leading indicators and business intelligence to identify risks, understand performance gaps, and implement corrective actions before they affect revenue. Strengthen outbound sales strategy: Guide the team in developing effective outbound approaches through ideal customer profile targeting, multichannel prospecting, executive relationships, strategic partnerships, trade shows, and intent data, prioritizing qualified pipeline over activity volume. Establish operational excellence: Create consistent operating rhythms for forecasting, pipeline management, business reviews, and sales enablement. Refine processes, remove execution barriers, and develop repeatable practices that support predictable revenue outcomes. Use data to drive business decisions: Analyze sales trends, diagnose root causes, and translate performance insights into actionable strategies that improve quota attainment, pipeline health, and overall team effectiveness. Collaborate across the organization: Partner with Sales Leadership, Marketing, Enablement, Operations, and Product teams to improve commercial execution, strengthen the customer experience, and incorporate customer feedback into strategic decisions. Lead through change and influence: Support the team through evolving priorities and sales strategies, challenge established practices when necessary, and contribute to broader organizational improvements that raise the standard of sales performance. Requirements Sales leadership experience: At least 7 years of experience as a sales manager, with a demonstrated record of building, managing, and developing high-performing sales teams in fast-paced, high-growth environments. Individual sales achievement: At least 3 years of documented success as an individual contributor, consistently exceeding sales targets and demonstrating strong full-cycle sales capabilities. Outbound sales expertise: Proven experience leading an outbound-focused sales team, including expertise in ideal customer profile definition, multichannel prospecting, pipeline generation, and prioritizing pipeline quality over activity-based metrics. Talent development and coaching: A strong track record of hiring exceptional Account Executives, establishing clear performance expectations, and developing sales professionals into consistent top performers. Pipeline and forecasting management: Deep expertise in pipeline inspection, revenue forecasting, performance analysis, and the use of data and leading indicators to improve commercial outcomes. Strategic and operational judgment: The ability to translate business data into practical sales strategies, build repeatable operating processes, and balance immediate revenue objectives with long-term organizational growth. Leadership and collaboration: Strong communication, interpersonal, and influencing skills, with the ability to work effectively across functions, manage change, and foster a culture of accountability and continuous learning. Results-oriented mindset: A proactive, analytical, and commercially minded approach, with a commitment to measurable outcomes, high standards, and sustained team performance. Benefits Competitive compensation: Annual base salary ranging from CAD $171,640 to $257,460 , depending on location, skills, experience, qualifications, and market conditions. The source lists the same range for both Canadian pay zones. Remote work flexibility: Opportunities to work remotely while contributing to a collaborative, high-performance sales organization. Health and medical coverage: Medical insurance designed to support employee health and well-being. Flexible time off: Flexibility to take time away from work to rest, recharge, and maintain work-life balance. Retirement savings plans: Access to programs designed to support long-term financial well-being. Family planning benefits: Modern family planning support as part of the broader employee benefits offering. Professional development: The opportunity to lead experienced sales professionals, develop future leaders, and influence sales strategy and operational practices. Meaningful business impact: The chance to shape a growing mid-market sales organization, improve revenue predictability, and contribute to technology that helps businesses participate in the global economy.