As the Vice President of Business Development, you will lead an 11-person sales team selling a construction prequalification software subscription to subcontractors and specialty trades across Canada and the United States. You will sell to owners, presidents, controllers, and VP- or Director-level decision-makers at small and mid-sized trade contractors. This role is 80% leading and developing the team and 20% selling, split evenly between new business and existing accounts. This position provides a base salary of $160,000 - $180,000, plus an annual bonus.
COMPENSATION & BENEFITS
- • $160,000 - $180,000 CAD base salary, plus a discretionary annual bonus with first-year OTE of $180K - $210K
- • Company-paid health benefits
- • Laptop and cell phone provided
- • Work from home on Fridays
- • Company social events
THE COMPANY & CULTURE
Our client was founded in 2016 and is a privately held, founder-led company with 59 employees. The company is in a scale-up stage, growing 15% to 25% per year and expanding into the United States, with Europe and Australia on the roadmap. They provide construction prequalification software. Their platform replaces slow, manual, inconsistent prequalification processes with a single standardized national form and a proprietary risk rating that general contractors use to assess and qualify the trades working on their sites. General contractors adopt the platform and then require their subcontractors to prequalify through it. General contractor clients include EllisDon, PCL, Ledcor, Structure Tone, Gilbane, and Coastal. The executive team runs an open-door policy, gives employees a high degree of autonomy and ownership over their work, leads by example, and coaches rather than directs.
OFFICE LOCATION & SALES TERRITORY
- • Head office: Toronto, Ontario (downtown financial district)
- • Work arrangement: Office-based, 4 days per week, Monday through Thursday, with work from home on Fridays.
- • Sales territory: North America, covering Canada and the United States.
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
- • 7 to 20 years of B2B sales experience, including experience leading a sales team
- • Experience managing approximately 10 to 15 salespeople
- • Experience building a sales process where little formal structure exists, including installing KPIs, pipeline discipline, and a forecasting and coaching rhythm
- • SaaS experience is preferred. Any IT background is considered transferable, and IT or business consulting backgrounds are acceptable. Experience selling into the construction industry is an asset.
- • Full accountability for hiring, training, performance reviews, team development, and termination decisions
- • Post-secondary education or equivalent professional experience
- • Valid passport required for occasional travel to the United States
- • Must be able to work from the downtown Toronto office 4 days per week
TECHNICAL SKILLS
- • Salesforce.com CRM – Intermediate
- • Online product demonstrations – Expert
- • Microsoft PowerPoint – Intermediate
- • Microsoft Word – Intermediate
- • Google Drive and Google Docs – Intermediate
- • Microsoft Excel – Basic
THE PRODUCT / SERVICE / SOLUTION
- • Annual software subscriptions sold to subcontractors and specialty trades, priced on the subcontractor's annual revenue and ranging from $750 to $10,000
- • A single standardized national prequalification form that replaces the manual, inconsistent forms subcontractors would otherwise complete separately for every general contractor
- • A proprietary risk rating that scores a subcontractor's financial and operational standing and is used by general contractors to qualify trades for their projects
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
- • Subcontractors and specialty trades in the construction industry. This role owns the subcontractor side of the business; a separate team and separate Senior Vice President own the general contractor side.
- • Company size ranges from small trades through large trade contractors, with larger subcontractors carrying more revenue value.
- • Customers are located across Canada and the United States, with concentration in Ontario
- • Primary decision-makers: controllers and accounting leadership, VP and Director-level management, and owners or C-suite. Expect approximately three influencers per decision.
- • The buying trigger is compliance. A general contractor adopts the platform and requires its trades to prequalify through it, so the subcontractor cannot win work on that site without subscribing. Subcontractors have historically not paid for prequalification, so a core part of the sale is converting a mandated requirement into something the subcontractor sees value in.
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
- • Average deal value: $3,500 to $5,000 per year, within a full range of $750 to $10,000
- • Deals are annual subscriptions, so account revenue recurs year over year
- • Average sales cycle: 1 to 4 weeks
- • Approximately three calls from first contact to first order
COMPETITIVE ADVANTAGES
- • Proprietary risk rating that competitors do not offer in the same form
- • One standardized national prequalification form, replacing a manual process repeated separately for every general contractor
- • Compliance-driven demand. Adoption is mandated by the general contractor rather than discretionary, which shortens the cycle and removes much of the "why now" objection.
- • Established relationships with major general contractors that generate a steady supply of qualified subcontractor lists
- • 10 years in the market in a category the company helped define
- • The subscription model has been validated by a direct competitor now charging subcontractors on the same basis
TYPICAL DAY & DUTIES
- • 80% Managing sales team
- • 10% New Business Development
- • 10% Account Management
On a typical day, you will run 1:1s and joint calls with reps in Toronto and Calgary, coach live deals, review pipeline and activity, and work with the CEO on KPIs, targets, and reporting structure. You will carry a small amount of account work directly so you stay close to the day-to-day calls, and you will step into escalations and higher-value deals when reps stall.
Core responsibilities:
- • Own the strategy for the subcontractor division, including sales process, territory focus, and daily activity standards
- • Build out KPIs and the reporting rhythm jointly with the CEO.
- • Coach and develop a junior, mixed-experience team through 1:1s, joint calls, live deal coaching, and skills development
- • Complete the team's pivot back to a full selling motion
- • Build a net-new outbound motion.
- • Own hiring, training, performance reviews, team development, and termination decisions.
- • Work laterally with the Vice President who owns the general contractor division and the EVP of Client Success on joint strategy.
LEADS
- • The majority of leads at the outset are warm and company-supplied. When a general contractor signs, they provide a list of the trades they need prequalified, and those lists are distributed to the team.
- • Self-generated outbound prospecting is the growth motion and will increase over time as the team enters new states cold
- • You will own how leads are distributed across 11 reps in two offices
- • Baseline expectation across the team: approximately 50% self-prospected and 50% supplied through warm lists and general contractor relationships, shifting toward self-prospected as the outbound motion matures
OVERNIGHT TRAVEL
- • Less than 5%, approximately 2 to 3 times per year
- • Travel is for trade shows, training, and occasional client visits.
- • Some travel is to the United States; a valid passport is required.
SUPPORT & TRAINING
- • Semi-structured sales onboarding over 3 to 4 weeks, including job shadowing, joint calls, and mentoring
- • 2 to 3 weeks of product and technical training
- • Direct mentorship from the CEO, who has personally been managing this team on an interim basis and is putting initial structure and KPIs in place now, so you inherit a partly framed system rather than a blank page
- • Expect 1 to 2 months before you are actively selling
- • Performance reviews are quarterly
WHY YOU SHOULD APPLY
- • An executive seat reporting directly to the CEO, with no middle management layer, on a leadership team of three that sets company sales strategy
- • A division to build. Strategy, sales process, KPIs, and coaching standards are largely undefined, and this person defines them.
- • A product with compliance-driven demand in a category the company helped create, with 10 years of market presence and 15% to 25% annual growth
- • High autonomy. The executive team coaches and points people in the right direction rather than managing closely.
Equal Opportunity Employer
Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.
Not the Right Fit? We May Have Other Roles for You.
If this particular role isn't the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive — and if we have another role that could be a great fit for your background, we will reach out to you directly.
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