Director of Sales, Mid-Market

Fulfillment IQ; Toronto; Hybrid; CAD 130,000 - 290,000; Full time

Benefits offered by this job

Extended health & dental coverage

Employee stock options (ESOP)

Remote/hybrid work options

Learning & development budget

Equipment/workstation allowance

Job summary

Fulfillment IQ is seeking a Director of Sales, Mid-Market to acquire and grow customers across our supply-chain services. This is a hands-on, quota-carrying role focusing on a full sales cycle from discovery to close, partnering with Practice Leaders to tailor proposals.

The right candidate will build pipeline, uncover complex needs, and sell consulting and services across supply-chain tech, transformation, and implementation. Remote/hybrid options available.

Qualifications

• 5+ years of B2B sales experience in supply chain, logistics, professional services, consulting, or enterprise technology.
• Understanding of fulfillment, warehousing, WMS/OMS/WES, 3PL operations, or supply-chain technology is required.
• Demonstrated success selling professional services, consulting, implementation, or technology-transformation engagements.
• Experience owning a full sales cycle and personally closing business.
• Strong prospecting and pipeline-development ability.
• Strong discovery and consultative-selling skills.
• Ability to understand operational and technology challenges and translate them into commercially viable solutions.
• Experience working with technical, consulting, and delivery teams during a sales process.
• Strong presentation, proposal, negotiation, and relationship-building skills.
• Disciplined forecasting and CRM habits.

Responsibilities

• Build and manage a portfolio of mid-market prospects and customers.
• Generate pipeline through outbound prospecting, industry relationships, referrals, partners, and FIQ-generated opportunities.
• Own opportunities from qualification and discovery through proposal, negotiation, and close.
• Sell across Supply Chain Consulting, Technology Delivery & Transformation, and Implementation.
• Develop relationships with supply-chain, operations, fulfillment, logistics, and technology leaders.
• Work with Practice Leaders and SMEs to scope solutions and develop proposals.
• Identify cross-sell and expansion opportunities across FIQ's practices.
• Maintain strong pipeline management, forecasting, account planning, and CRM discipline.
• Participate in customer meetings, conferences, partner activities, and industry events.
• Consistently achieve annual bookings and revenue expectations.

Skills

Prospecting

Pipeline development

Sales cycle ownership

Negotiation

Presentation skills

Relationship building

Forecasting & CRM

Job description

Job Title: Director of Sales, Mid-Market
Location: Hybrid, Toronto / Greater Toronto Area (GTA), Ontario, Canada. Candidates must reside in Toronto or the GTA and be legally authorized to work in Canada.
Travel: Approximately 30-40%
Employment Type: Permanent, Full-Time
Hiring Timeline: Immediate
Reporting Line: Chief Strategy Officer
Existing Vacancy: Yes. This posting is for an existing vacancy.
Application Deadline: Open until filled. Applications are reviewed on a rolling basis.
Compensation:
Base Salary: 130,000 - 145,000 CAD
Target Variable Compensation: 100% of base
Target OTE: 260,000 - 290,000 CAD
Actual compensation will depend on experience, location, and role scope. Variable compensation is tied to sales performance under FIQ's applicable sales incentive plan.

Fulfillment IQ (FIQ) is a supply chain technology and consulting company helping retailers, brands, and 3PLs solve complex fulfillment and logistics challenges.

Our work spans three core practices: Supply Chain Consulting, Technology Delivery & Transformation, and Implementation. We help customers assess and design supply-chain strategies, select and implement technology, modernize fulfillment operations, and build technology solutions that solve complex operational challenges.

About Fulfillment IQ

The Opportunity

Fulfillment IQ is looking for a Director of Sales, Mid-Market to acquire and grow customers across our full portfolio of supply-chain services.

This is a hands‑on, quota‑carrying role for an experienced seller who can build pipeline, uncover complex customer needs, and sell consulting and services engagements across supply‑chain technology, transformation, and implementation.

You will own the full sales cycle and work closely with FIQ's Practice Leaders and subject‑matter experts to turn customer challenges into solutions.

What You’ll Do

• Build and manage a portfolio of mid‑market prospects and customers.
• Generate pipeline through outbound prospecting, industry relationships, referrals, partners, and FIQ‑generated opportunities.
• Own opportunities from qualification and discovery through proposal, negotiation, and close.
• Sell across Supply Chain Consulting, Technology Delivery & Transformation, and Implementation.
• Develop relationships with supply‑chain, operations, fulfillment, logistics, and technology leaders.
• Work with FIQ's Practice Leaders and SMEs to scope solutions and develop proposals.
• Identify cross‑sell and expansion opportunities across FIQ's practices.
• Maintain strong pipeline management, forecasting, account planning, and CRM discipline.
• Participate in customer meetings, conferences, partner activities, and industry events.
• Consistently achieve annual bookings and revenue expectations.
  

What We're Looking For

• 5+ years of B2B sales experience in supply chain/logistics, professional services, consulting, or enterprise technology.
• Understanding of fulfillment, warehousing, WMS/OMS/WES, 3PL operations, or supply‑chain technology is required.
• Demonstrated success selling professional services, consulting, implementation, or technology‑transformation engagements.
• Experience owning a full sales cycle and personally closing business.
• Strong prospecting and pipeline‑development ability.
• Strong discovery and consultative‑selling skills.
• Ability to understand operational and technology challenges and translate them into commercially viable solutions.
• Experience working with technical, consulting, and delivery teams during a sales process.
• Strong presentation, proposal, negotiation, and relationship‑building skills.
• Disciplined forecasting and CRM habits.

Why Fulfillment IQ

You will have the opportunity to help grow our implementation business, develop important client relationships, and contribute to how we approach the market.

• Work with experienced implementation leaders who understand the platforms and the operations they support.

• Sell services that address practical warehouse challenges and make a visible difference to clients.

• Have a voice in account priorities, partner relationships, and the development of the practice.

• Work with colleagues who value direct communication, sound judgment, and accountability.

Health and Wellness

• Comprehensive extended health and dental coverage for you and your family
• Employee wellness programs where applicable

Time Off

• Competitive paid time off, sick leave, and public holidays
• Flexible leave policies that respect local labour standards

Retirement and Financial Security

• CPP contributions and a group retirement savings plan with employer contributions
• Employee stock options (ESOP), where applicable

Professional Growth

• Dedicated learning and development budget, with support for skills, leadership, and career progression

Flexible Work

• Remote and hybrid work options, flexible hours aligned to role and client needs

Additional Perks

• Equipment and workstation allowances, internet and business travel reimbursements, team events and offsites

Work Authorization

Applicants must be legally authorized to work in Canada.

Use of Artificial Intelligence in Hiring:

FIQ uses artificial intelligence toassistin the screening, assessment, and shortlisting of applications for this position, including features within our applicant tracking system. AI supports human reviewers and does not make hiring decisions on its own. Final hiring decisions are made by FIQ personnel. If you have questions about how AI is used in this process, contact [e-mail].

Accommodations:

FIQ is committed to an inclusive and accessible recruitment process. Consistent with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code, accommodations are available on request at any stage of recruitment and assessment. Contact [e-mail] and we will work with you to meet your needs.

Candidate Privacy:

Your personal information is collected and used for recruitment purposesin accordance withFIQ'sCandidate PrivacyNotice, available here, andin accordance withapplicable Canadian privacy law (PIPEDA). This includes the use of AI-assisted screening described above and cross-border storage or processing that may occur in the United States. By applying, you acknowledge this notice. Questions: [e-mail].

Equal Opportunity:

Fulfillment IQ is a people-first company built on trust, collaboration, and ownership. We are proud to be an equal opportunity employer and are committed to building a diverse, inclusive, and high-performing workplace. We consider all qualified applicants without regard to any ground protected under the Ontario Human Rights Code, including race, ancestry, place of origin, colour, ethnic origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, marital status, family status, or disability.

Learn More About Us:

Website: fulfillmentiq.com

LinkedIn: Fulfillment IQ

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