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Leader, Sales & Sales Strategy

Buffalo, NY

Employment Type: Permanent Position Function: Sales Job Number: 16848182

Job Description

The Opportunity

This is a high-visibility executive growth role created to transform a large commercial sales organization from a historically reactive, service-focused model into a proactive, outbound market-penetration engine. Reporting directly to executive leadership, this individual will own inside sales execution across Canada while collaborating on broader North American commercial initiatives.

You will act as the primary architect of sales execution, owning the strategic roadmap, outbound playbooks, and leadership development across a multi-tiered sales organization. This executive position carries direct operational impact and a clear trajectory into expanded regional leadership responsibilities.

About the Company

The organization is a leading enterprise technology provider connecting top-tier global IT vendors with thousands of commercial partners, resellers, and solution providers across North America. The firm thrives on a collaborative, employee-centric culture that combines deep industry expertise with agile execution to deliver market-leading commercial solutions.

Location

Greater Toronto Area (Ontario). The role operates under a hybrid schedule, requiring approximately 1 2 days per week onsite initially, with a planned progression toward 3 days per week to support team integration and culture building. Regional travel is expected up to 30% of the time to engage with key commercial partners, attend vendor events, and visit regional operating locations. Relocation assistance provided.

What You Will Do
  • Serve as the executive leader responsible for overall operational execution, sales strategy, and revenue performance across the Canadian inside sales organization.
  • Drive revenue growth, profit margin enhancement, account acquisition, and market share expansion across SMB, Mid-Market, and Enterprise segments.
  • Transition the sales force from reactive order execution to a proactive, outbound sales model utilizing structured playbooks, win-back campaigns, and targeted customer acquisition strategies.
  • Serve as a core sales coach, actively developing managers and team members through regular pipeline reviews, live call coaching, and structured talent frameworks.
  • Establish and optimize high-volume inside sales operational metrics, resource allocation models, electronic order integrations, and customer service workflows.
  • Evaluate and implement modern digital tools, including AI-driven sales enablement, telephony integrations, CRM analytics, and operational tracking dashboards.
  • Manage cross-functional alignment with IT, vendor management, marketing, field sales, and executive leadership across various business units.
  • Cultivate strong strategic relationships with major technology vendors, coordinating co-funded growth programs, contests, and joint go-to-market strategies.

Who You Are
  • Demonstrated track record of senior leadership experience in inside sales, sales operations, or commercial sales leadership within B2B technology, IT channel services, Managed Service Providers (MSPs), Telecom, or adjacent complex technology sectors.
  • Proven experience managing sizeable sales organizations (including direct management reports) in high-volume, multi-channel environment models.
  • Expertise in transforming inbound customer support teams into structured, proactive sales organizations.
  • Strong operational acumen surrounding SLAs, workforce deployment, productivity metrics, P&L management, and sales productivity tools.
  • A charismatic, high-energy sales executive who combines operational rigor with strong hands-on coaching.
  • Exceptional communication skills capable of motivating entry-level representatives and seasoned sales veterans alike.

Education & Qualifications
  • Bachelor s Degree in Business Administration, Marketing, Information Technology, or equivalent professional experience.
  • Post-hire certifications or vendor accreditations in enterprise technology solutions, leadership development, or modern sales methodologies preferred.

Flexibility & Work-Life Integration
  • Work Structure: Full-time executive leadership position operating on a hybrid schedule.
  • Schedule: Core business hours with flexibility for business events, vendor functions, and team planning. Requires up to 30% travel across regional customer meetings, vendor events, and secondary office locations.
  • Environment: Professional office environment equipped with modern collaboration tools, digital displays, and interactive team workspaces.

Why Join the Team?

This position offers a rare opportunity to spearhead the growth of a highly respected commercial technology organization. Leaders benefit from a comprehensive total rewards structure, executive mentorship, direct access to executive leadership, and continuous professional growth pathways. You will be empowered to build high-performing teams, leverage modern sales technologies, and shape long-term commercial operating strategy.


About Naviga Recruiting & Executive Search

Naviga Recruiting & Executive Search is a leading provider of Executive Search, Leadership, Individual Contributor, and Contingent Workforce Solutions, empowering businesses to achieve their strategic objectives through expert talent acquisition. Our specialties include sales, marketing, finance/accounting and operations hiring. With a commitment to excellence and a deep understanding of market trends, Naviga Recruiting & Executive Search helps organizations build high-performing teams and navigate complex workforce challenges. Naviga Recruiting & Executive Search specializes in U.S. Hiring for Global Businesses.

Meet Your Recruiter

Brittany Struble
National Talent Acquisition Recruiter

Brittany Struble brings more than eight years of recruiting and executive search experience to Naviga, partnering with clients nationwide to deliver thoughtful, well-matched talent solutions across a wide range of industries. Her background spans Sales, Education, Financial Services, Legal, Construction, IT and Education with a functional focus on Leadership, C-Suite, Finance/CFO, and Administrative roles.

Brittany began her recruiting career in Special Education staffing on a national scale, where precision, empathy, and compliance were essential. She later joined AppleOne, a professional services staffing agency, where she supported clients throughout Florida, Georgia, New York, Hawaii, and beyond. This broad foundation allows her to approach every search with a well-rounded perspective and a deep understanding of both regional and national hiring dynamics.

At the core of Brittany’s approach is authenticity and transparency. She believes successful placements start with truly understanding a client’s business objectives and a candidate’s motivations, then aligning both sides with intention and care. By tailoring each search to the specific needs of the organization, Brittany focuses on creating placements that drive long-term success—not just short-term hires.

Throughout her career, Brittany has led several complex and rewarding searches, including a Controller role for a prestigious hospital group requiring specialized finance and healthcare expertise, and a Director of Operations search within the legal sector that demanded experience in legal operations and trust-related regulations. These engagements reinforced her belief that market knowledge, precision, and proactive communication are critical in today’s competitive hiring landscape.

Brittany sees one of the biggest challenges companies face in attracting top executive talent as understanding the market and the evolving priorities of today’s workforce. She helps clients overcome this by staying closely connected to candidates, monitoring market data, and continuously assessing how shifts in generational values and expectations influence hiring decisions.

What Brittany enjoys most about her role is the opportunity to create lasting, meaningful matches—helping organizations advance their initiatives while giving individuals the opportunity to grow, thrive, and feel fulfilled in their careers. She is a strong believer in continuous learning and accountability, approaching every search with curiosity and a commitment to excellence.

In addition to her recruiting work, Brittany has delivered presentations on generational dynamics in the workforce, helping organizations better understand how to position themselves to attract and retain talent across all age groups. She is also an active member of the Suncoast ALA and the Pasco Chamber of Commerce.

Outside of work, Brittany enjoys reading and writing, pursuits that reflect her thoughtful, reflective nature. She is deeply guided by the belief that every interaction leaves an echo, and she approaches her work and life with the intention of making a positive, lasting impact. Brittany has volunteered with soup kitchens across the five boroughs of New York, supported Feeding Tampa Bay, and contributed to various nonprofit organizations.

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About Buffalo, NY

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