Sales Manager

Xello; Canada; Remote; CAD 130,000 - 165,000; Full time

Job summary

Xello is seeking a Sales Manager to build and lead a high-performing education sales team in a remote Canada/US setting. You’ll coach, forecast, and drive pipeline while partnering with cross-functional teams to win strategic deals.

You’ll recruit, onboard, and develop ESCs, establish territory plans, and ensure disciplined CRM usage using Salesforce. The role offers an OTE with strong growth opportunities in EdTech. Join a fast-growing SaaS company shaping the future of K-12 education.

Qualifications

• Minimum 3+ years managing a sales team in SaaS.
• Proven ability to coach, set expectations, and drive accountability.
• Strong prospecting, discovery, negotiation, and deal management skills.
• Excellent communication and organizational skills.
• Experience in EdTech or K-12 sales is a plus.

Responsibilities

• Lead and develop a team of education sales consultants, driving revenue targets and healthy pipeline.
• Set expectations for performance, preparation, activity, and professional excellence.
• Coach reps on territory strategies, cadences, and relationships with key decision makers.
• Conduct weekly 1-on-1s and sales call reviews with coaching across stages.

Skills

Sales Leadership

Coaching

Forecasting

SaaS

EdTech

Job description

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.

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 $130,000 - 165,000 CAD/$104,000 - $140,000 USD, 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.