THE OPPORTUNITY

Our client, an independent fiber-based ISP company, is hiring a Senior Sales Manager, to drive revenue growth across Alberta, and support expansion into other Canadian markets. Reporting to the Director of Sales, the Senior Sales Manager will be responsible for driving revenue growth across hospitality, enterprise, and senior facility verticals. This individual will build and lead a high-performing sales organization focused on pipeline precision, sales process discipline, and exceptional customer experience.

THE IDEAL CANDIDATE

The type of leader we are looking for embodies a true “can do” attitude, approaching challenges with determination and resilience. They have a proven track record of meeting and exceeding KPIs and sales targets, understanding both the strategies that lead to success and the lessons that come from setbacks. Highly personable and collaborative, they thrive in team environments, building strong relationships across all levels of the organization. Coachable and eager to continuously improve, they bring deep expertise in their field, guiding and mentoring others while driving results with professionalism, integrity, and a results-oriented mindset. This is a perfect opportunity for someone looking to step out of a large organization looking to join an entrepreneurial environment.

RESPONSIBILITIES

Leadership & Team Development

Build, coach, and scale a high-performance team of Senior Account Executives (AEs) with key Senior Business Development individuals building relationships and pipeline.
Instill a culture of accountability, urgency, and execution with clear KPIs and measurable conversion goals.
Develop sales playbooks, onboarding frameworks, and continuous training programs.
Mentor team members to develop consultative sales capabilities and strengthen client relationships.

Sales Strategy & Execution

Design and execute a targeted go-to-market plan focused on bulk conversions in hospitality, Senior facilities, and enterprise accounts.
Drive pipeline development with structured forecasting (30/60/90-day visibility, ≥90% close probability).
Collaborate with operations to plan and activate buildings or enterprise clients based on forecasted readiness.
Oversee large-scale contract negotiations and ensure alignment with company objectives.

Customer & Market Engagement

Partner with the Marketing and Product teams to develop vertical-specific campaigns, flyers, and content.
Lead executive-level relationship management with Senior facility owners, hotel operators, and enterprise leaders.
Deliver solutions emphasizing customer experience and reliability.
Champion pre-sales and onboarding excellence—ensuring a seamless customer journey.

QUALIFICATIONS

Minimum 10 years of progressive B2B sales leadership experience, ideally within telecom, technology, hospitality, enterprise, or senior-facility sectors.
Bachelor’s degree in Business, Sales, Marketing, Communications, or a relevant field considered an asset.
Demonstrated success driving revenue growth in multi-vertical or multi-market environments.
Proven track record building and scaling high-performing sales teams, including coaching, performance management, and talent development.
Experience operating in fast-paced, high-growth organizations, with the ability to implement structure, predictability, and process discipline.
Strong background in forecasting, sales planning, and pipeline governance, with comfort using CRM tools and KPI frameworks.
Experience managing complex commercial negotiations, including multi-year or high-value bulk or enterprise contracts.
Strong business acumen with the ability to interpret market trends, competitive data, and customer needs to inform strategy.

KEY COMPETENCIES

Strategic mindset with the ability to identify opportunities, assess commercial potential, and prioritize high-impact verticals.
Leadership presence that inspires accountability, performance excellence, and continuous improvement.
Exceptional relationship-building capability with the influence to engage senior executives, ownership groups, and operational leaders.
Customer-centric approach with the ability to understand diverse client needs and translate them into tailored solutions.
Advanced negotiation and communication abilities for navigating complex, high-value agreements.
Strong operational discipline ensuring consistency, accuracy, and predictability in sales processes and reporting.
Highly collaborative, working effectively with Operations, Marketing, Engineering, and Product teams to drive aligned execution.
Adaptability and resilience in a fast-paced, evolving environment with shifting priorities.
Technical curiosity and the ability to understand and articulate infrastructure-based solutions (e.g., fiber networks, building activations, service deployment).
Results-oriented mindset with a commitment to achieving targets while maintaining an exceptional customer experience.

FOR MORE INFORMATION, PLEASE CONTACT

SANDY JACOBSON | T: 780.944.1327| E: sandy.jacobson@richardsonsearch.ca |

Richardson Executive Search

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Senior Sales Manager