Executive Director, Sales Enablement - North America

Capco; Toronto; On-site; CAD 140,000 - 190,000; Full time

Benefits offered by this job

Health and life insurance

RRSP matching

Virtual health care

EFAP

Parental leave top‑up

New parent gift

Wellness reimbursement

Career coaching

Job summary

Capco is seeking a Sales Enablement Lead for North America in Toronto to strengthen sales effectiveness across US and Canada. You will lead strategic pursuits, craft compelling proposals, and collaborate with regional leaders to build selling capabilities and growth initiatives.

You will work with senior leaders to shape opportunities, drive adoption of knowledge assets and deliver practical, measurable outcomes across the sales lifecycle.

Qualifications

• Extensive consulting and financial services experience.
• Proven experience shaping complex, high‑value pursuits.
• Commercial judgment to challenge senior stakeholders and strengthen deal strategies.
• Strong understanding of financial services incl. Banking, Capital Markets, Wealth & Asset Mgmt or Insurance.
• Excellent storytelling and client communication skills.
• Stakeholder management across a matrix organization.
• Strategic, analytical mindset turning ideas into practical solutions and measurable outcomes.
• Collaborative, entrepreneurial approach with ownership and execution.
• Passion for developing people and sharing knowledge.

Responsibilities

• Lead and shape priority pursuits from strategy to proposals and executive presentations.
• Challenge deal strategies and strengthen client value propositions.
• Coordinate across Capco to develop compelling, commercially robust solutions.
• Establish quality standards and review gates for proposals and client presentations.
• Facilitate pipeline reviews, win strategy sessions and pitch prep for major opportunities.
• Capture lessons from wins/losses to improve future performance.
• Design and deliver sales education initiatives and practical coaching.
• Embed sales capabilities across career levels and regional teams.
• Develop playbooks and AI-enabled tools to improve productivity.
• Identify friction points and drive measurable improvements.

Skills

15+ years consulting

Win strategy

Solution development

Proposals

Senior stakeholder influence

Financial services knowledge

Storytelling

Stakeholder management

Strategic, analytical

Collaborative leadership

People development

Tools

Generative AI

GPT technologies

Job description

Sales Enablement Lead – North America

Location: Toronto, Canada

Practice Area: Global Sales | Growth Activation

Employment Type: Permanent

Shape Strategic Deals. Strengthen How We Sell. Drive Growth.

The Opportunity

Capco is looking for a Sales Enablement Lead – North America to play a key role in strengthening sales effectiveness, shaping strategic opportunities and driving growth across our US and Canadian businesses. Working closely with regional leadership and reporting to the Global Sales Enablement Lead, you will combine strategic thinking with hands‑on execution — supporting high-value pursuits, challenging commercial approaches and delivering practical initiatives that improve how we sell. This is a highly visible, collaborative role for someone who understands how consulting business is won, can engage credibly with senior leaders and has the drive to turn ideas into tangible results.

What You'll Do

Drive Strategic Pursuits and Improve Win Rates

• Lead and shape priority pursuits, from opportunity strategy and solution development through proposals, commercial discussions and executive presentations.
• Challenge deal strategies, sharpen differentiation and strengthen client value propositions.
• Bring together the right expertise across Capco to develop compelling, commercially sound solutions.
• Champion exceptional quality across strategic pursuits, establishing clear quality standards and review gates to ensure proposals, solutions and client presentations are compelling, differentiated and commercially robust.
• Facilitate pipeline and deal reviews, win strategy sessions and pitch preparation for major opportunities.
• Capture lessons from wins and losses to improve future deal performance.

Build Sales Capabilities Across Capco

• Lead and support sales education initiatives that strengthen sales confidence, develop practical selling skills and build growth capabilities across career levels.
• Design and deliver targeted learning, coaching and hands‑on development for client‑facing teams.
• Strengthen capabilities in opportunity origination, consultative selling, solution shaping, storytelling and strategic account growth.
• Work with regional leaders to identify capability gaps and address them through practical interventions.
• Build commercial confidence and embed effective sales behaviours into everyday client engagement.

Make Selling More Effective

• Develop practical playbooks, tools and guidance that improve effectiveness across the sales lifecycle.
• Champion AI-enabled sales productivity, identifying opportunities to simplify work, improve quality and reduce duplication.
• Drive the adoption and effective use of knowledge assets and reusable sales content.
• Translate successful sales approaches into repeatable practices that can scale across the business.
• Work with sellers to identify friction points and deliver improvements that make a tangible difference.

Connect Expertise and Unlock Growth

• Work across accounts, domains and capabilities to identify cross‑sell opportunities and shape integrated client propositions.
• Connect regional teams with relevant market insights, expertise and growth initiatives from across Capco.
• Support joint pursuits and go‑to‑market opportunities with strategic partners, including Wipro.
• Turn successful approaches and lessons learned into opportunities for wider adoption across the firm.

What We're Looking For

We are looking for a growth‑minded, credible and action‑oriented sales professional who understands how consulting business is won and actively collaborates across the leadership team to help Capco succeed.

You Will Bring

• 15+ years of consulting and financial services experience, ideally gained through client‑facing consulting, business development, strategic sales or delivery roles.
• Proven experience shaping complex, high‑value pursuits, including win strategy, solution development, proposals and senior client presentations.
• Commercial judgement and confidence to challenge senior stakeholders, test assumptions and strengthen deal strategies.
• A strong understanding of financial services, with experience in Banking, Capital Markets, Wealth & Asset Management or Insurance.
• Excellent storytelling and communication skills, translating complex ideas and solutions into compelling client narratives.
• Strong stakeholder management, with the ability to influence senior leaders and mobilize teams across a matrix organization.
• A strategic and analytical mindset, combined with the ability to turn ideas into practical solutions and measurable outcomes.
• A collaborative, entrepreneurial approach, with the confidence to take ownership, challenge constructively and get things done.
• A passion for developing people, sharing knowledge and strengthening the capabilities of the wider organization.

Above all, you are someone who can see the bigger growth picture while staying close to the detail and execution.

Bonus Points For

• Experience designing or delivering sales capability development, coaching or enablement programs.
• Hands‑on experience using Generative AI, GPT technologies or AI agents to improve sales productivity.
• Experience in sales operations, commercial management or sales process improvement.
• Experience developing joint propositions or supporting strategic partner pursuits.
• An established network within North American financial services.
• Experience implementing knowledge management, credentials or sales enablement platforms.

Why Join Capco?

• Influence growth across North America. Work directly with senior leaders and strategic deal teams to create opportunities, strengthen pursuits and contribute to business growth.
• Shape the future of how Capco sells. Play a leading role in building stronger sales capabilities, embedding effective commercial disciplines and delivering our Capco 30 ambitions.
• Make a tangible difference. This is a role where you will not just recommend improvements – you will shape, build and deliver them.
• Connect the best of Capco. Work across regions, domains, capabilities and strategic partners to bring our collective expertise to clients.
• Be part of an entrepreneurial culture. Join a collaborative, ambitious organization where ideas are valued, initiative is encouraged and individuals can make a visible impact.
• Grow your own career. Gain exposure to senior leadership, complex strategic opportunities and the development of a globally connected sales enablement capability.

The Impact You'll Make

Your success will be measured by the difference you make: stronger deals, more confident sellers, better sales practices and greater commercial effectiveness. You will help Capco win more business today while building the capabilities and disciplines that support sustainable growth tomorrow.

Benefits

We offer a competitive, people‑first benefits package designed to support every aspect of your life:

• Comprehensive Benefits Coverage: 100% company-paid health, life and disability insurance, effective from Day 1 of employment.
• Retirement Savings Program: Registered Retirement Savings Plan (RRSP) with the option of receiving a matching employer contribution.
• Virtual Health Care: Company‑paid virtual health care program available to all employees and their dependents/partners.
• Employee & Family Assistance Program (EFAP): Company‑paid support services for employees and their dependents/partners.
• Parental Leave Top-Up: Enhanced parental leave benefits available from Day 1 of employment.
• New Parent Gift: A company-sponsored gift to celebrate the arrival of a new child.
• Wellness Support: Fitness reimbursement benefit to promote health and well‑being.
• Business Coach from Day 1: Personalized one‑on‑one coaching to support career growth, accelerate development and help achieve your professional goals at Capco.

Inclusion at Capco

We’re committed to making our recruitment process accessible and straightforward for everyone. If you need any adjustments at any stage, just let us know – we’ll be happy to help. We value each person’s unique perspective and contribution. At Capco, we believe that being yourself is your greatest strength. Our #BeYourselfAtWork culture encourages individuality and collaboration – a mindset that shapes how we work with clients and each other every day.

Use of Artificial Intelligence in Talent Acquisition

At Capco, we use artificial intelligence (AI) tools to support and enhance several parts of talent acquisition. This includes using AI‑enabled features within LinkedIn to help source potential candidates, speeding up routine recruitment communications such as emails and creating compelling and brand‑aligned job postings that accurately reflect role requirements, and AI‑scheduling applications to improve the efficiency of interview coordination. AI is used as a support tool only. All hiring decisions are made by talent acquisition and hiring teams.

Why This Role Is Open

We are currently hiring for this role due to an existing or newly created vacancy within our organization. This position is open as part of our ongoing business needs, and we are actively reviewing applications to fill this role with a qualified candidate who can make an immediate impact.