Sales Director

Solace

Sales Director driving enterprise opportunities with Canadian Federal Government. Responsible for relationship management and navigating complex sales cycles in public-sector environments.

Posted 5/8/2026full-timeOttawa • 🇨🇦 CanadaLeadWebsite

About the role

Key responsibilities & impact

Be responsible for establishing, cultivating, and expanding Solace’s relationships with clients, including key stakeholders within the Canadian Federal Government.
Identify and secure new business opportunities with both new clients and existing customers, leading the sales process end‑to‑end, from initial engagement through negotiation and close.
Develop and execute territory and account plans that address short‑term results and long‑term strategic growth, including pipeline development, revenue attainment, profit margin, customer wallet share, and client satisfaction.
Drive sales within complex public‑sector and enterprise environments, navigating multi‑stakeholder buying groups, long sales cycles, and formal procurement processes.
Leverage established relationships within the Government of Canada (e.g., departmental executives, IT leadership, security leaders, and procurement stakeholders) to influence opportunities and advance deals.
Act as a “hunter” and self‑starter who operates independently, while also being a strong team player capable of collaborating closely with pre‑sales engineers, partners, and internal stakeholders.
Ultimately, be accountable for winning new business, negotiating complex agreements, and building durable, long‑term client relationships at both the working and executive levels.

Requirements

What you’ll need

Proven success selling technology solutions into the Canadian Federal Government, with a demonstrated track record of closing complex, high‑value deals.
Established relationships across Canadian federal departments and agencies, with the ability to engage credibly at the executive, technical, and procurement levels.
Strong consultative selling skills and the ability to align complex technical solutions to business and mission‑critical outcomes.
Proven ability to build and maintain strong executive relationships.
Demonstrated experience closing large, complex enterprise and public‑sector deals with multiple stakeholders.
Track record of selling middleware products, platforms, solutions, and services.
Exceptional interpersonal and communication skills, with the ability to connect effectively with both technical and non‑technical audiences.
Ability to assemble, lead, and coordinate internal teams through complex negotiations and sales cycles.
Bachelor’s degree or equivalent experience.
5+ years of experience managing enterprise IT client relationships, including public‑sector and/or regulated environments.
Proven track record of consistent sales success within enterprise or public‑sector technology organizations.
Familiarity with MEDDIC / MEDDPICC sales methodologies.
Willingness to travel up to 30% of the time (approximately 2–3 days per week), including travel to government and enterprise customer sites.
Ability to work in Canada without requiring sponsorship.

Benefits

Comp & perks

Health insurance
Retirement plans
Paid time off
Hybrid work arrangements
Professional development opportunities
Travel allowances

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

consultative sellingsales processpipeline developmentrevenue attainmentprofit margincustomer wallet sharemiddleware productsenterprise solutionspublic-sector dealscomplex negotiations

Soft Skills

interpersonal skillscommunication skillsteam playerself-starterrelationship buildingcollaborationexecutive engagementcredibilityleadershipcoordination

Certifications

Bachelor’s degree