Sales Director

Iceberg Finance Group; Toronto; On-site; CAD 120,000 - 170,000; Full time

Job summary

iFinance is seeking a Sales Director to lead a national team of Business Development Managers across Canada. You will drive revenue growth, shape the sales organization, and partner with Marketing, HR, and IT to deliver exceptional performance.

The role emphasizes accountability, performance coaching, and a culture of continuous improvement. Expect regular travel and a strategic focus on expanding provider partnerships and market share.

Qualifications

• Bachelor's degree in Business Administration, Sales, Marketing, Finance, or a related field.
• 5+ years of progressive sales experience including 2 years in a leadership role.
• Proven experience managing a geographically dispersed sales team.
• Demonstrated success achieving aggressive revenue and growth targets.
• Strong experience with sales forecasting, pipeline management, and KPI-driven performance management.
• Experience coaching, mentoring, and developing sales professionals.
• Proven track record of managing underperformance and driving accountability.
• Advanced proficiency with CRM platforms and sales reporting tools.
• Valid driver's license and ability to travel regularly across Canada.

Responsibilities

• Lead, coach, and develop a national team of Business Development Managers across Canada.
• Establish clear sales targets aligned with revenue and growth objectives.
• Conduct weekly 1:1 meetings, pipeline reviews, and performance discussions.
• Hold team members accountable for sales, partner acquisition, and activity targets.
• Identify performance gaps and implement corrective action plans.
• Build a high-performance culture focused on execution and accountability.
• Evaluate territory alignment, partner portfolios, and sales coverage models.
• Redesign territories and team structures when needed.
• Own the national sales dashboard and performance reporting process.
• Develop accurate sales forecasts and provide variance analysis to leadership.
• Drive CRM adoption, reporting accuracy, and process discipline.
• Partner with IT and Marketing to improve reporting automation and BI.
• Drive acquisition of new provider partners and reactivate dormant accounts.
• Travel 25% of the time across Canada; support key partner negotiations.

Skills

Leadership

Sales forecasting

KPI-driven performance management

Coaching

Education

Bachelor's degree in Business Administration, Sales, Marketing, Finance, or related field

Tools

CRM platforms (e.g., Salesforce)

Job description

Reports to: VP, Business Development & Marketing
Direct Reports: National Business Development Manager (BDM) Team
Travel: Regular travel across Canada

Lead the Team. Own the Results. Drive Growth.

At iFinance, we're looking for a results-driven sales leader who thrives on accountability, performance, and continuous improvement.

As our Sales Director, you will lead a national team of Business Development Managers, driving revenue growth, partner acquisition, and sales excellence across Canada. This is not a role for someone who is satisfied maintaining relationships and protecting the status quo. We're looking for a leader who can analyze performance, make difficult decisions when necessary, coach teams to higher levels of achievement, and build a culture where results matter.

You’ll have the opportunity to shape the structure of the sales organization, influence company strategy, and play a critical role in the growth of one of Canada's leading consumer lending organizations.

What You’ll Be Responsible For

Driving Sales Performance

• Lead, coach, and develop a national team of Business Development Managers.
• Establish clear sales targets aligned with company revenue and growth objectives.
• Conduct weekly 1:1 meetings, pipeline reviews, and performance discussions.
• Hold team members accountable for achieving sales, partner acquisition, and activity targets.
• Identify performance gaps quickly and implement corrective action plans.
• Recognize and develop top performers while addressing underperformance decisively.
• Build a high-performance culture focused on execution, accountability, and continuous improvement.

Building & Optimizing the Sales Organization

• Evaluate territory alignment, partner portfolios, and sales coverage models.
• Redesign territories and team structures when business conditions require it.
• Assess field versus inside sales coverage and optimize resource allocation.
• Partner with Human Resources to recruit, interview, and onboard high-performing BDMs.
• Develop succession plans and future sales leaders within the organization.
• Ensure new hires ramp up quickly and successfully.

Leveraging Data & Analytics

• Own the national sales dashboard and performance reporting process.
• Track and analyze key performance indicators by:
  • Individual BDM
  • Territory
  • Product line
  • Partner segment
  • Industry vertical
• Translate data into actionable strategies and recommendations.
• Develop accurate sales forecasts and provide variance analysis to senior leadership.
• Drive CRM adoption, reporting accuracy, and sales process discipline.
• Partner with IT and Marketing to improve reporting automation and business intelligence.

Growing Strategic Partnerships

• Drive acquisition of new provider partners and expand existing relationships.
• Reactivate dormant accounts and uncover new growth opportunities.
• Conduct field visits, joint sales calls, and coaching sessions with BDMs.
  
• Traveling 25% of the time across the country or regionally.
• Support key partner negotiations, escalations, and strategic growth initiatives.
• Ensure consistent execution of sales strategies across all regions.

Cross-Functional Leadership

• Collaborate with Marketing to improve lead generation, campaigns, and sales enablement tools.
• Work closely with Credit, Operations, and Client Relations teams to improve the partner experience.
• Provide market intelligence on competitors, industry trends, and customer needs.
• Ensure all sales activities comply with applicable regulations and company policies.

What You Bring

Required Qualifications

• Bachelor's degree in Business Administration, Sales, Marketing, Finance, or a related field.
• Minimum 5 years of progressive sales experience including 2 years in a leadership role.
• Proven experience managing a geographically dispersed sales team.
• Demonstrated success achieving aggressive revenue and growth targets.
• Strong experience with sales forecasting, pipeline management, and KPI-driven performance management.
• Experience coaching, mentoring, and developing sales professionals.
• Proven track record of managing underperformance and driving accountability.
• Advanced proficiency with CRM platforms and sales reporting tools.
• Valid driver's license and ability to travel regularlly across Canada.

Preferred Experience

• Experience within consumer lending, automotive finance, financial services, banking, or a related industry.
• Experience leading organizational redesigns, territory restructuring, or sales transformation initiatives.
• Background working in a high-growth, performance-driven environment.
• Experience presenting sales results and strategic recommendations to executive leadership teams.

• Bilingualism (English/French) is considered a strong asset, particularly for supporting partners and business development activities across Canada.