Director of Sales
Position Overview
This is a senior leadership position. Reporting directly to the Chief Strategy Officer and the CEO, the Sales Director owns the performance of MicroHabitat's entire sales organization across North America and future markets: the quota-carrying Urban Farming Advisors, the outreach and business development team, and the Sales Team Lead.
The incumbent is responsible for building, coaching and scaling a high-performing team that consistently delivers on monthly, semi-annual and annual net-new and renewal objectives. This is a hands-on role for a leader who can sit in the deal with a rep in the morning, redesign a territory plan in the afternoon, and present pipeline health to the leadership team by end of day.
This position is the second in command of the commercial function and a key seat at the table as MicroHabitat executes its global expansion plan.
About MicroHabitat
MicroHabitat, The Urban Farming Company, is the world's largest network of urban farms, with a presence in Canada, the United States and Europe. Founded in Montreal in 2016, we transform underutilized urban spaces, like rooftops, terraces and indoor spaces of commercial buildings, corporations, residential buildings and schools, into thriving ecological farms. Today, we operate more than 400 urban farms across over 20 cities in North America and Europe, and we have grown over 500,000 pounds of produce while engaging more than 50,000 people.
Our mission is to reconnect people with their food and make cities greener, healthier and more resilient. Through our Urban Solidarity Farms program, a portion of what we grow is donated to food banks and community kitchens, supporting partners like No Kid Hungry and the Breakfast Club of Canada.
Join us to cultivate change with high-level clients in commercial real estate alongside dynamic and passionate colleagues in a growing company with a global expansion plan.
Key Responsibilities
Team leadership and performance
- Lead, coach and develop the full sales team, including the Sales Team Lead, Urban Farming Advisors and the outreach / business development team
- Own the team's monthly, semi-annual and annual net-new and renewal objectives, and be accountable for hitting them
- Run the weekly sales cadence: pipeline reviews, deal coaching, forecast calls and one-on-ones
- Set clear individual targets, territory splits and activity standards, and hold the team to them
- Recruit, onboard and ramp new sales hires as the team grows across North America
- Build a culture of accountability, collaboration and optimism within the team
Pipeline, forecasting and CRM discipline
- Maintain a clean, accurate and fully staged pipeline in HubSpot and treat CRM hygiene as a non-negotiable across the team
- Deliver reliable weekly and monthly forecasts to the CSO, the CEO and the leadership team
- Analyze conversion rates, cycle length, win/loss and rep productivity, and act on what the data says
- Ensure inbound web and leads are routed, worked and closed within defined service levels
Strategy and go-to-market
- Co-build and execute the annual sales strategy with the CSO, CEO, marketing and tech team: targets, territories, segment priorities and enablement plan
- Own the sales playbook, Sales Team Guide and upsell / renewal playbook, and keep them current
- Develop deep knowledge of commercial real estate and multi-site, portfolio-level deal management with asset owners and property managers
- Drive expansion into new North American markets in coordination with the founders' expansion priorities
Deal involvement and client relationships
- Step into strategic and multi-site opportunities as an executive sponsor and closer
- Build relationships with senior decision makers at large commercial real estate portfolios
- Represent MicroHabitat at industry and networking events across North America
- Stay informed about market trends, competitors and industry developments, and bring that intelligence back to the team
Required Skills and Experience
- At least 5 years of B2B sales experience, including at least 3 years leading and managing a quota-carrying sales team
- Proven track record of building and scaling a sales team that consistently met or exceeded targets
- Experience selling multi-year, subscription or recurring-revenue services to enterprise or commercial real estate clients is a strong asset
- Bachelor's degree in sales, business, or a related field
- Fluency in written and spoken English; French is a strong asset
- Advanced HubSpot experience (pipeline management, reporting, forecasting) or equivalent CRM mastery
- Strong analytical skills: comfortable building forecasts, reading dashboards and making decisions from data
- Exceptional communication skills: listening, presentation and writing skills to convey messages clearly, accurately and effectively, whether to a first-year rep or a C-level client
- A coach at heart: a leader who is overflowing with positivism, loves collaboration and team spirit, and can have direct, honest performance conversations
- Self-starter mentality: high achiever, reliable, self-motivated and comfortable operating with autonomy in a fast-growing company
- Resilience and an optimistic outlook through the ups and downs of a sales cycle
- Adaptability across multiple functions and willingness to roll up your sleeves
- Ability to travel across North America for client meetings, team ride-alongs and industry events
Compensation and Benefits
- Base Salary: $120,000
- Commissions: Commission on overall team performance, with additional upside for exceeding team targets
- Mostly remote position with regular travel for team ride-alongs, networking events and client meetings
- Dynamic company culture with frequent BBQs with the team and free fresh produce from our farming zone (If based in one of MicroHabitat's hub or while visiting local teams)
- Career development opportunities in a fast-growing company with a global expansion plan
- A direct seat at the leadership table, reporting to the CSO and the CEO
MicroHabitat is an equal opportunity employer. We welcome applications from all qualified candidates.