Sales Manager

Xello; Canada; Hybrid; CAD 204,000 - 268,000; Full time

Benefits offered by this job

Flexible work arrangements includinghy

4 weeks vacation

Employer-paid health and dental

4-month parental leave top-up

Group RRSP 3% matching

401(k) with 3% matching

Job summary

Xello is seeking a Sales Manager to lead and grow a high-performing EdTech sales team across the Canada and United States. You will drive revenue, build a robust pipeline, and coach reps to win complex deals.

You will focus on territory strategy, coaching, and disciplined forecast accuracy, while collaborating with cross-functional teams to align priorities and accelerate growth.

Qualifications

• 3+ years of managing a sales team or equivalent in SaaS environments.
• Proven ability to coach for results with clear expectations and accountability.
• Coachability and learning agility: actively seek input and apply better approaches.

Responsibilities

• Lead and develop a team of education sales consultants to hit revenue targets and build a healthy pipeline.
• Set clear expectations for performance, preparation, activity, and excellence.
• Coach reps on territory strategy, cadences, and stakeholder relationships for a sustainable pipeline.
• Conduct weekly 1-on-1s and reviews; provide timely coaching across discovery, demos, objections, and negotiation.
• Diagnose gaps in skills and translate coaching into development plans with goals and follow-through.
• Elevate executive presence and lead complex opportunities through prep and hands-on coaching.
• Reinforce CRM, pipeline, and forecasting using Salesforce, Gong, and other tools.
• Partner with enablement to recruit, onboard, and develop high-performing ESCs.

Skills

Sales leadership

Coaching & development

Coachable / learning agility

Prospecting & pipeline management

Communication & interpersonal skills

Organization & time management

Motivation & drive

EdTech / K-12 sales (asset)

Tools

Salesforce

Gong

Job description

Xello is looking for a Sales Manager

Who are you?

You’re a proven sales leader who is passionate about building a team that consistently delivers strong results. You bring ambition, grit, and integrity to your work. You are energized by raising the bar, helping people to develop, and supporting your team while they achieve more than they thought possible.

You create a positive, inclusive environment where people feel supported, challenged, and accountable for their performance. You communicate expectations clearly, address gaps early, and follow through consistently. You’re comfortable having direct conversations and helping people take ownership of what they can do differently.

You’re a hands‑on coach who understands that development requires both a willingness to learn and the ability to put learning into practice. You identify what is holding a rep back, adapt your coaching to their needs, and look for meaningful changes in their approach and results. You teach through demonstration and get directly involved in the sales process when your expertise can help move an opportunity forward.

You treat sales and leadership as professions worth mastering. You actively seek feedback, invest in your own development, and apply what you learn. You bring curiosity, resourcefulness, and resilience to challenges, and model the preparation and professionalism you expect from your team.

As a business leader, you take ownership of team results and the work required to achieve them. You understand how purposeful prospecting, strong customer relationships, disciplined deal management, and accurate forecasting support sustainable growth. You’re eager to join a SaaS company with ambitious goals and build a team capable of achieving them.

What you’ll do…

• Lead and develop a team of education sales consultants (ESCs), driving achievement of revenue targets, healthy pipeline development, and consistent sales execution.
• Establish clear expectations for performance, preparation, activity, and professional excellence while fostering a culture of ambition, ownership, curiosity, and continuous improvement.
• Coach reps to develop purposeful territory strategies, prospecting cadences, and relationships with key decision makers while prioritizing high-impact activities that build a sustainable pipeline.
• Conduct weekly 1-on-1s and sales call reviews and provide timely, specific coaching across discovery, demonstration, objection handling, negotiation, and deal control.
• Diagnose gaps in skills, execution, and consistency, translating coaching into individualized development plans with clear goals and regular follow-through to reinforce skills and celebrate progress.
• Elevate reps’ executive presence and ability to lead complex opportunities through preparation, joint calls, and hands‑on coaching that builds confidence, credibility, and independence.
• Reinforce disciplined CRM, pipeline, and forecasting practices, using Salesforce, Gong, and other tools to identify risks, assess performance, and translate insights into focused action.
• Partner with the sales enablement team to recruit, onboard, and develop high‑performing ESCs, reinforcing training, certifications, and new skills through ongoing coaching and observation.
• Collaborate with cross‑functional teams to align territory priorities and coordinate customer engagement.
• Represent the team at conferences, company events, and sales presentations as needed.
• Lead productive, engaging team meetings that strengthen skills, share effective practices, celebrate successes, and clarify team commitments.

What we’re looking for…

• 3+ years of managing a sales team or the equivalent, ideally in a SaaS environment
• A proven ability to drive team results through effective coaching, clear expectations, and consistent accountability
• Coachability and learning agility: you actively seek input, examine your assumptions, and quickly put better approaches into practice
• Strong prospecting, discovery, demonstration, negotiation, and deal management skills with the ability to teach through example
• Excellent communication and interpersonal skills
• Strong organization, prioritization, and time management skills
• Highly motivated and self‑directed with a strong record of success
• A great attitude and persistent approach to work
• Experience in EdTech or selling into K–12 education is an asset

This role is open to candidates based remotely in Canada or the United States.

The compensation for this role offers an OTE ranging from $146,000 - 192,000 OTE, with a 65/35 split between base salary and performance-based incentive compensation.

The final offer will be determined based on the candidate’s experience and expertise, as assessed during the interview process.

This position is a current vacancy and we are actively seeking to fill this role

We are Xello (CASCAID in the UK), the leading developer of future readiness programs in North America and the UK and soon the world! Our mission is to help anyone, anywhere in the world to create a successful future through self-knowledge, exploration, and planning.

We believe that by bringing our best selves to our work and collaborating with one another, we can change the world. We are a very diverse group of individuals who work hard, laugh often and share in each other’s lives. We are an inclusive, equal opportunity employer.

Embracing agile practices, an innovative mindset, and keeping our users at the heart of what we do, are just a few of the keys to our success.

In addition to working with leading technologies, we are committed to continuous learning and growth through internal/external training and mentoring, which includes a PD budget for every employee.

For our Canadian based staff, we also offer:

• Flexible work arrangements including hybrid and remote
• 4 weeks of vacation
• Employer-paid health and dental benefits
• 4-month top-up for parental leave
• Group RRSP with 3% matching

For our US based staff, we also offer:

• Remote work environment
• 4 weeks of vacation
• 80% employer‑paid health benefits
• 4-month top-up for parental leave
• 401(k) with 3% matching

For our UK based staff, we also offer:

• Remote work environment
• 28 days annual leave (inc. 3 days at Christmas) + bank holidays. With additional annual leave days added to reward long service