GTM and Sales Manager

Ondato; Toronto; Hybrid; CAD 90,000 - 150,000; Full time

Job summary

Ondato is seeking a commercially driven GTM leader to establish and grow our presence in Canada. You will own the Canadian GTM strategy, build strategic relationships, and drive revenue by opening new accounts and guiding cross-functional teams from prospecting to closing.

Ideal candidates have deep B2B sales and GTM experience in Canada’s fintech and compliance space, with a proven hunter mentality and ability to navigate complex regulatory contexts.

Qualifications

• Must have strong B2B sales, business development, or GTM experience in Canada.
• Understanding of the Canadian fintech ecosystem, onboarding, KYC/KYB, AML and fraud prevention.
• Established Canadian network with fintechs, financial institutions and other regulated businesses.
• Hunter mentality with ability to open new accounts and generate opportunities.
• Ability to engage both business and technical stakeholders and translate challenges into business value.
• Comfortable owning the full sales cycle from prospecting to closing.
• Entrepreneurial mindset to help build a market with evolving GTM playbook.
• Ability to operate independently in Canada while collaborating with Ondato’s global teams.
• Driven by ambitious commercial targets and ownership of results.

Responsibilities

• Own the Canadian GTM strategy and revenue growth for Ondato in Canada.
• Build and execute targeted outbound and partnerships to create a strong pipeline.
• Own the full sales cycle: discovery, product demonstrations, negotiations, and closing.
• Understand customer onboarding, KYC/KYB, AML and identity verification challenges and demonstrate solutions.
• Develop relationships with decision-makers across fintechs, financial institutions and regulated platforms.
• Represent Ondato at Canadian fintech and compliance events and grow local presence.
• Identify partnerships to accelerate market entry and opportunities.
• Monitor regulatory landscape and provide actionable market insights to leadership.
• Deliver customer and market feedback to product/marketing teams to refine Canada offerings.
• Own forecast and revenue targets for the Canadian business.

Skills

B2B sales

Business development

GTM experience

Fintech knowledge

Identity/onboarding

Compliance understanding

Hunter mentality

Stakeholder management

Full sales cycle

Job description

We’re looking for a commercially driven GTM professional to help Ondato grow and establish a strong presence in the Canadian market.

We’re looking for someone who can become Ondato’s commercial voice in Canada - opening doors, building relationships, identifying where we can win, and turning those opportunities into sustainable revenue.

You’ll be a strong fit if you

• Have strong B2B sales, business development, or GTM experience in Canada, ideally within fintech, financial services, SaaS, regtech, identity, fraud prevention, or compliance.
• Understand the Canadian financial services and fintech ecosystem and the challenges businesses face around customer onboarding, identity verification, KYC/KYB, AML, and fraud prevention.
• Bring an established Canadian network and know how to build relationships with fintechs, financial institutions, digital platforms, and other regulated businesses.
• Have a strong hunter mentality - you enjoy opening new accounts and creating opportunities.
• Can engage both business and technical stakeholders and translate complex compliance and identity challenges into clear business value.
• Are comfortable owning the full sales cycle, from prospecting and discovery through product demonstrations, commercial negotiations, and closing.
• Are entrepreneurial and comfortable helping build a market where the GTM playbook is still evolving.
• Can operate independently in Canada while collaborating closely with Ondato’s international Sales, Marketing, Product, Compliance, and Customer Success teams.
• Are driven by ambitious commercial targets and take clear ownership of your results.

What you will be doing

You’ll take ownership of Ondato’s commercial growth in Canada, developing new customer relationships while helping us understand and shape our position in the market. Ultimately, your goal will be simple: make Ondato a recognized and trusted identity and compliance partner in Canada and turn that market presence into meaningful commercial growth.

You will

• Build and execute Ondato’s GTM approach for Canada, identifying the customer segments, use cases, and accounts where our identity verification and compliance solutions can create the most value.
• Build a high-quality pipeline through targeted outbound, networking, referrals, partnerships, industry events, and other relevant channels.
• Own the full sales cycle - from identifying and engaging prospects to discovery, solution demonstrations, proposals, negotiations, and closing.
• Work with prospective customers to understand their onboarding, KYC/KYB, AML, identity verification, age verification, and fraud prevention challenges and demonstrate how Ondato can address them.
• Build relationships with decision-makers across fintech, financial services, digital platforms, marketplaces, and other regulated or high-trust industries.
• Represent Ondato at relevant Canadian fintech, financial services, compliance, and technology events and actively build our presence within the local ecosystem.
• Identify and develop partnerships that can accelerate Ondato’s market entry and create additional commercial opportunities.
• Keep a close eye on the Canadian competitive and regulatory landscape and turn market insights into actionable recommendations.
• Bring customer and market feedback back to Ondato’s Product, Marketing, Compliance, and leadership teams to help refine our offering and positioning for Canada.
• Own pipeline management, forecasting, and revenue targets, with clear accountability for growing Ondato’s Canadian business.

What We Offer

• Real ownership from day one - you’ll play a key role in establishing and growing Ondato’s presence in Canada, with real ownership over our local GTM strategy.
• High autonomy and direct impact - you’ll have the freedom to shape how we approach the Canadian market and turn opportunities into measurable commercial growth.
• Competitive compensation plan (base salary + performance based commission) tied directly to the revenue you generate.
• Flexibility to work how and where you're most effective.
• Opportunity to grow into a larger role as Ondato's Canadian presence expands.
• Flexibility and trust - we care about results and give people the ownership and space to achieve them.