Sales Advisor

We are seeking an executive sales leader to join Invest Ottawa’s talented team of Advisors. This Sales Advisor will assist later-stage tech companies (in the IO ScaleUp program) that have demonstrated traction to drive predictable, profitable sales growth.

**Our Companies**

IO ScaleUp companies are scaling their teams, their revenue and their markets. They generally have a minimum of 20 full-time employees and $2 million in revenue and range all the way to over $50M in revenue. To qualify for the program, firms to need to have at least 20% YoY growth (revenue or employees). They typically have a dedicated sales team led by a senior sales leader.

Relative to their growth, they are seeking advisory on building out sales processes, including building a reliable sales pipeline, qualifying prospects and profitably converting new opportunities, and growing existing accounts. ScaleUp clients also require support to develop and optimize sales and business development strategies, pricing, and forecasting. They need coaching on hiring, compensating, training, and retaining a sales team, including differentiation between “hunter” and “farmer” roles. Finally, companies require advisory on how to collaborate with other internal functions (product, marketing, customer success, finance) to ensure effective coordination on growth.

**ScaleUp Advisors**

ScaleUp Advisors are independent contractors typically with their own thriving consulting practices. They are available between 15-20 hours per month and paid the standard advisor rate of $150/hour. Please note that these hours are not guaranteed and will depend on client demand each month, which will enable you to participate in meetings with Invest Ottawa team members, and to attend key events.

**Reporting to Invest Ottawa’s Director, Venture Programs, the Sales Advisor will support clients by**:

- Providing direct one-on-one advisory to sales leaders on driving global sales, including how to optimize pipeline, managing their CRM, qualifying and converting opportunities, performing demos, pricing and negotiation, and coaching and training a sales team.
- Running a monthly sales peer groups comprised of some of Ottawa’s top sales leaders
- Delivering best practice workshops / content
- Reporting on client feedback and trends to help develop new programs and services
- Working with other ScaleUp advisors on more strategic issues beyond sales
- Logging hours spent advising companies and documenting meeting notes in Microsoft Dynamics
- Facilitating introductions or connections between our client companies and our other Advisors, services and sponsors when appropriate for the company’s benefit

**We would love to hear from you if you**:

- Held previous positions as an executive sales leader (VP or C-level) at a technology company, ideally a firm that approached $100M in revenue.
- Experience selling internationally and leading a globally dispersed sales team
- Familiar with the startup lifecycle and working with earlier stage founders who have started to scale their business.
- Have experience scaling a sales team through various stages of growth
- Have experience developing and optimizing sales processes post product-market fit
- Are well versed in all areas of business development, sales, and account management
- Can quickly assess companies' challenges and provide appropriate, on the spot guidance
- Have strong emotional intelligence with an ability to build trusting relationships, and strong communication skills (especially as a great listener)
- Have a strong proficiency with team collaboration tools such as Microsoft Teams or Zoom
- Are predominantly located in the Ottawa region
- Have demonstrated experience as a leader, advisor and/or mentor and can provide references

**Our Commitment to Diversity, Equity, and Inclusion**

At Invest Ottawa and Bayview Yards, we are focused on doing better and committed to leading by example because it’s what’s best for us, our culture and our community.

We’re looking forward to hearing from you.