Director of Sales

Key Responsibilities

Strategic Market Development & Growth



* Develop and execute a strategic business development plan targeting Canadian K-12 school boards, with a focus on Alberta and British Columbia ERP modernization opportunities.


* Identify, evaluate, and prioritize new market opportunities including untapped regions, consortium agreements, and strategic partnerships.


* Build and maintain a qualified pipeline from initial engagement through contract execution, with a focus on multi-year, enterprise-level deals.


* Lead end-to-end enterprise sales cycles: discovery, solution positioning, proposal development, RFP/RFQ response, and contract negotiation.


* Monitor market trends, policy changes, funding models, and competitive activity to inform go-to-market strategy.

Client & Partner Relationship Management



* Develop and nurture strategic relationships with school board executives, business officers, IT leaders, and key decision-makers.


* Act as a trusted advisor, aligning SDS solutions to each prospect's strategic priorities (finance, HR, payroll, compliance, modernization).


* Leverage existing SDS school board partnerships for reference opportunities, case studies, and expansion.


* Identify and cultivate strategic alliances (complementary technology providers, consulting partners, associations) that extend SDS's market reach.

Sales Strategy, Enablement & Collaboration



* Collaborate with Product, Marketing, and Customer Success to refine value propositions, messaging, and sales collateral for the K-12 market.


* Provide structured market feedback on product gaps, pricing, and competitive positioning to inform roadmap decisions.


* Lead the development of standardized sales playbooks, proposal templates, and enterprise engagement best practices for the SDS sales function.


* Represent SDS at industry events, conferences, and association meetings across Canada.

AI Strategy & Adoption



* Own the AI-enabled sales strategy for SDS: Define, implement, and continuously improve the AI-powered tools, workflows, and methodologies that underpin the SDS sales function's scalability and efficiency.


* Establish the AI sales technology stack: Evaluate, select, and deploy AI-enhanced CRM capabilities, predictive analytics, lead-scoring models, and opportunity intelligence tools — setting the standard for current and future SDS sales team members.


* Leverage generative AI as a force multiplier: Use tools such as Copilot, Claude, and other generative AI platforms to draft and refine proposals, RFP responses, presentations, and tailored client communications — establishing templates and prompt libraries that scale beyond the individual.


* Drive AI-powered market and competitive intelligence: Implement AI-enabled platforms to systematically monitor competitor activity, pricing trends, policy changes, and key stakeholder movements across the K-12 sector — converti...