Qu Data Centres
Director, Sales
hybrid
Canada, CA, Canada .
full-time . June 3, 2026
Canada, CA, Canada .
full-time . June 3, 2026
Description
Role Purpose
The Director, Sales is responsible for day-to-day sales execution and performance across Qu Data Centres, ensuring the company achieves predictable revenue outcomes through disciplined pipeline management, deal execution, and team leadership.
This role operationalizes the sales strategy set by the VP, Sales & Marketing and is accountable for how deals get done, including pipeline integrity, forecast accuracy, and seller productivity.
Core Responsibilities
1. Sales Execution & Team Leadership
- Directly manage and coach:
- Account Managers
- Inside Sales
- Channel-driven opportunities
- Drive seller productivity, accountability, and consistent execution across territories
- Lead weekly/quarterly:
- Deal reviews
- Pipeline inspections
- Forecast cadences
- QBRs
- Enforce sales process discipline, qualification standards, and CRM rigor
- Manage early rollout of new CRM – work with CRM team to maximize processes
2. Pipeline, Forecasting & Performance
- Own short-term revenue execution (monthly / quarterly)
- Maintain:
- Accurate pipeline coverage
- Reliable forecasts
- Clear visibility into execution risk
- Renewals and churn profile
- Identify stalled deals, weak pipeline segments, and performance gaps
- Implement corrective actions to improve conversion velocity
3. Deal Leadership & Customer Engagement
- Act as senior lead on complex and high-value opportunities
- Support and escalate strategic deals in partnership with Account Executives
- Manage customer escalations related to:
- Active pursuits
- Renewals
- Expansions
- Ensure disciplined progression of opportunities through the sales lifecycle
- Understand competitive positioning, must-win pricing
4. Cross-Functional Coordination
- Partner with:
- Product & Solutions (for technical viability)
- Operations (for capacity and delivery alignment)
- Finance (for pricing and margin compliance)
- Ensure deal structures align with:
- Capacity constraints
- Delivery timelines
- Commercial guardrails
5. Execution Enablement & Continuous Improvement
- Translate VP-level strategy into:
- Practical sales plays
- Territory execution plans
- Seller behaviors and cadence
- Identify gaps in:
- Enablement
- Messaging
- Tools / CRM usage
- Support onboarding and ramp-up of new hires across the sales organization
Scope & Organizational Context
Direct Influence
- Account Managers (core revenue retention / churn management and expansion engine)
- Inside Sales (pipeline generation layer)
- Channel Specialists (partner execution support)
Collaborative Influence
- Account Executives (hunters owned at VP layer)
- Solution Architects (technical overlay)
- Sales Operations (forecasting & reporting discipline)
What This Role Does NOT Own
(To ensure clear role separation)
The Director, Sales:
- Does not own overall sales or GTM strategy
- Does not set pricing or commercial policy
- Does not represent sales at the Board level
- Dot not build marketing programs
- Does not design channel strategy or long-term revenue plans
These responsibilities remain with the VP, Sales & Marketing.
Success Metrics
- Improved forecast accuracy and pipeline integrity
- Increased deal velocity and conversion rates
- Consistent attainment of monthly / quarterly targets
- Higher seller productivity and accountability
- Reduced escalation burden on VP Sales
Experience & Profile
- 10+ years of B2B sales experience in:
- Data centres and colocation
- Telecom
- Cloud / digital infrastructure
- MRR based businesses
- Proven track record leading teams in:
- Complex, long-cycle enterprise sales
- Strong operator with:
- Pipeline discipline
- Forecasting rigor
- CRM mastery
- Hands-on leader comfortable operating in deal details
- High credibility with both sellers and executive stakeholders