Director of Sales

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🔥 9 hours ago

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Business Information Group

WebsiteLinkedInAll Job Openings

201 - 500 employees

📱 Media

🤝 B2B

📣 Marketing

Media • B2B • Marketing

Business Information Group is Canada's largest publisher of specialized business magazines, directories and databases. BIG publishes over 90 magazines and directories, operates 25 websites and 22 email newsletters, and maintains a database of more than 750,000 business contacts across 18 targeted business markets. The company provides B2B-focused media and marketing services including print and online advertising opportunities, list rentals, contract publishing, e-marketing services, and online member sites, delivering targeted multi-channel reach to the Canadian at-work audience.

📋 Description

• Lead the day-to-day performance, coaching, development, and accountability of BIG's Strategic Account Executive team • Drive the SAE team toward individual and collective revenue goals by establishing expectations, monitoring performance, identifying gaps, and developing action plans • Train and coach SAEs on prospecting, discovery, relationship building, opportunity management, strategic account planning, negotiation, executive communication, and closing • Translate company revenue goals, growth priorities, market opportunities, and strategic initiatives into team priorities and measurable execution with the Chief Revenue Officer • Ensure sufficient qualified pipeline to support current and future revenue goals • Own forecasting, including pipeline reviews, deal inspection, risk identification, opportunity progression, and forecast accuracy • Establish and reinforce standards for Salesforce activity, CRM discipline, opportunity management, account planning, client engagement, and sales execution • Coach SAEs through complex opportunities and strategic deals, participating in key client meetings, executive conversations, proposal strategy, negotiations, and closing efforts • Expand executive engagement and relationships within strategic accounts • Drive cross-sell, upsell, and relationship expansion across BIG's portfolio of services • Assess team and individual performance using revenue results, pipeline health, sales activity, forecast accuracy, account penetration, and other indicators • Improve sales processes, training, messaging, reporting, workflows, and tools • Foster preparation, accountability, collaboration, urgency, and continuous improvement • Partner with marketing, operations, delivery, technical teams, and company leadership • Support onboarding and development of new sales team members • Set goals, provide feedback, conduct performance evaluations, and address performance or conduct issues • Assist with interviewing, candidate selection, workforce planning, onboarding, and training

🎯 Requirements

• Bachelor's degree required; business administration, sales, marketing, communications, or related field preferred • 8+ years of progressive B2B sales experience, preferably in SaaS, technology services, ERP, construction technology, or a related industry • Demonstrated experience leading quota-carrying sales professionals and managing performance against multimillion-dollar revenue targets • Experience building or improving sales operating rhythms, including pipeline governance, forecasting, deal inspection, coaching cadence, and CRM discipline • Ability to engage executive-level buyers and stakeholders, including CFOs, Controllers, Operations leaders, and other senior decision-makers • At least 5 years’ experience leading, coaching, mentoring, or developing professionals required • Ability to translate sales strategy into team priorities, activity expectations, and measurable execution • Strong understanding of pipeline management, forecasting, CRM discipline, account planning, and sales performance metrics • Experience leading sales cadences, including one-on-ones, pipeline reviews, forecast calls, account planning, and performance coaching • Proficiency in Salesforce.com or similar CRM software • Ability to coach sales professionals through complex opportunities, client conversations, and deal strategy • Excellent interpersonal and communication skills • Strong analytical, strategic thinking, and problem-solving abilities • Proven record of meeting or exceeding sales targets and improving sales performance • Proficiency in Microsoft Office applications and reporting tools • Availability for Monday–Friday, 8:00am–5:00pm local time zone • Ability to sit for extended periods and use a computer and keyboard for long durations • Must complete pre-employment background check and drug screen

🏖️ Benefits

• Eligible for commission and bonus opportunities • Moderate travel • Reasonable accommodation for qualified individuals with disabilities • Pre-employment background check and drug screen