Director, Direct Sales

esq; Calgary; Hybrid; CAD 120,000 - 180,000; Full time

Job summary

Xplore Inc. is seeking a Director of Direct Sales to lead the Inside Sales organization, driving subscriber growth and sales performance across inbound, web, and live chat channels.

The role emphasizes coaching, enablement, and performance management to build a high-performing team and a world-class Sales Excellence program. This position offers remote or hybrid work based on location, with collaboration across Marketing, Enablement, Finance, and Operations to align sales initiatives with

Qualifications

• 5+ years of sales channel experience with a track record of achieving targets
• Experience leading and developing sales teams including managers and professionals
• Strong understanding of sales performance management, coaching, KPI tracking, and process optimization

Responsibilities

• Lead the Inside Sales organization across key channels (inbound, web, live chat) to achieve sales and subscriber growth objectives.
• Set, monitor, and manage sales performance targets and conversion metrics.
• Own and execute Xplore’s Sales Excellence program, including process improvements, quality standards, coaching rhythms, and recognition programs.
• Develop initiatives and tools to improve sales productivity, conversion quality, and customer experience.
• Provide leadership, coaching, and direction to Inside Sales management for development and performance.
• Partner with Marketing, Enablement, Finance, Operations, Network and external partners to align sales with business goals.
• Leverage analytics, scorecards, and reporting to identify opportunities and drive results.
• Support workforce planning, onboarding, training, and talent development for a high-performing team.
• Manage compensation, commission and recognition programs aligned with sales objectives.

Skills

Sales leadership

Performance management

Coaching

Analytics

Cross-functional collaboration

KPI tracking

People management

Telecom/broadband knowledge

Education

College diploma or degree in Business/Marketing/Communications

Tools

AI-driven speech analytics

Digital leaderboards

Automated scorecards

CRM systems

Job description

Xplore Inc. is Canada’s fibre, 5G and satellite broadband company for rural living. Xplore is committed to the relentless pursuit of an improved broadband experience for all Canadians. Xplore is building a world-class fibre optic and 5G wireless network to enable innovative broadband services for better every day rural living, for today and future generations.

Xplore is seeking a Director, Direct Sales to lead the strategic direction and execution of our Inside Sales organization. This role will be responsible for driving sales performance, improving lead-to-sale conversion, strengthening the customer experience, and building a high-performing sales culture through coaching, enablement, performance management, and cross-functional collaboration. The successful candidate will play a key role in delivering subscriber growth targets while advancing Xplore’s Sales Excellence program across multiple sales channels. This role can be performed remotely or hybrid, based upon your location.

Roles and Responsibilities

• Lead the Inside Sales organization across key channels, including inbound, web, and live chat, to achieve sales and subscriber growth objectives.
• Set, monitor, and manage sales performance targets, including lead-to-sale conversion, value-added service attach rates, opportunity-to-install completion, and customer experience metrics.
• Own and execute Xplore’s Sales Excellence program, including sales process improvement, call/chat quality standards, coaching rhythms, performance tiers, and recognition programs.
• Develop and implement initiatives, tools, and processes that improve sales productivity, conversion quality, and overall customer experience.
• Provide leadership, coaching, and direction to Inside Sales management teams to support employee development, engagement, accountability, and performance.
• Partner cross-functionally with Marketing, Enablement, Finance, Operations, Network, and external partners to align sales initiatives with business goals.
• Leverage sales enablement technology, reporting, performance scorecards, and analytics to identify opportunities, drive results, and support continuous improvement.
• Support workforce planning, onboarding, training, and talent development strategies to build and maintain a high-performing sales organization.
• Manage compensation, commission, and recognition-related programs in alignment with sales objectives and financial targets.
• Perform other related duties as required.

What an Ideal Candidate Will Have

• 5+ years of sales channel experience with a proven track record of achieving sales targets and driving business growth.
• Experience leading and developing sales teams, including managers and experienced professionals.
• Strong understanding of sales performance management, coaching methodologies, KPI tracking, and sales process optimization.
• Experience improving conversion rates, customer experience outcomes, and team productivity across sales channels.
• Strong analytical, problem-solving, organizational, and communication skills.
• Ability to build trusted relationships with internal stakeholders, external partners, and senior leaders.
• Experience managing multiple initiatives in a fast-paced, evolving environment while balancing strategic and operational priorities.
• Strong leadership presence with the ability to inspire, coach, and build a culture of accountability and Sales Excellence.
• College diploma or degree in Business, Marketing, Communications, or a related field, or equivalent experience.
• Good to have: Experience with sales enablement technology, AI-driven speech analytics, digital leaderboards, automated scorecards, or similar tools.
• Good to have: Experience designing or managing, commission, recognition, or performance-tier programs.
• Good to have: Experience in telecommunications, broadband, subscription-based services, or a high-volume inside sales environment.

Condition of Employment:

As a condition of employment and in order to comply with industry related data security standards, this position is subject to the successful completion of a Criminal Background Check. Details will be supplied to applicants as they move through the selection process.

Xplore is committed to creating an accessible environment and will accommodate disabilities during the selection process. Please let your recruiter know during the selection process of any accommodation needs.