Enterprise Sales Director - NORAM
Canada / Remote
Revenue – Sales /
Full Time /
Remote
At Trackforce, we’re transforming how physical security operations are managed across the globe. As the world’s leading SaaS platform for physical security workforce management, we empower security companies and organizations with a streamlined solution to manage their guard forces. Our technology helps teams respond faster, operate more efficiently, and drive down costs — all while staying focused on what matters most: safety and protection.
We support over 4,600 clients in more than 50 countries and are proud of our growing team of 300+ professionals. With global offices that include headquarters in Dallas, Texas and Centers of Excellence in Montreal, Quebec and Wroclaw, Poland, we collaborate across borders and time zones in a dynamic hybrid work environment that values connection, flexibility, and impact.
As an Enterprise Sales Director, you'll utilize your experience and business acumen to acquire new top-tier clients, expand our footprint with existing clients and confirm our position in the Enterprise segment. This role is ideal for an experienced Sales Director who can guide a successful execution strategy and become a trusted partner to our clients through deep understanding of their business and ensuring value delivery and impact.
Core Responsibilities:
- Craft and implement robust sales strategies to surpass targets, by selling to new logos and expanding market share within existing clients in the security industry while focusing on large guarding firms of 1000+ employees.
- Actively build pro-forma models as to the value of key deals that will be the outcome of the aforementioned sales strategies in a “future first” enterprise motion.
- Actively seek out new business prospects through targeted prospecting, networking, and lead generation, prioritizing large enterprise clients and strategic accounts.
- Guide the entire sales process with a client-centered approach, employing solution-oriented strategies from initial contact through negotiation and closure to ensure a seamless experience for clients. The entire sales process includes a robust discovery process, solution presentation and demonstration process, appropriate reference strategy, and a sound financial solution strategy.
- Present and demonstrate our cutting-edge security workforce management solutions to potential clients, effectively communicating their value proposition through online platforms and in-person meetings.
- Cultivate relationships with existing clients to drive revenue growth within accounts, both in terms of products and geographical expansion.
- Utilize your industry expertise to qualify and convert sales opportunities, emphasizing the financial and operational benefits of our solutions.
- Maintain detailed records of accounts and opportunities in Salesforce for accurate forecasting and reporting to management.
- Build a concise business plan and strategy to consistently drive to the required ARR quota quarter over quarter and year over year.
- Consistently deliver on the business plan in order to achieve quota as defined in the sales compensation plan.
- Provide accurate forecasting and pipeline management using CRM tools (e.g., Salesforce, Gong).
- Work cross-functionally with your counterparts in Customer Success and Professional Services.
Required Qualifications:
- A minimum of 10-years-experience selling SaaS applications software in a similar role, emphasizing relationship-based sales.
- Familiar with various Sales methodologies – MEDDPICC, Challenger, Command of the Message, J Barrows.
- Exceptional communication and presentation skills, adept at influencing stakeholders across all organizational levels, including those at the C-level within our prospect and customer base.
- Proficient in crafting internal deals and external proposals using Excel and PowerPoint during the opportunity pursuit, and CPQ when it comes time to memorialize the deal and move to close.
- Excellent negotiation skills and experience with pricing large contracts and multi-year agreements.
- Proven track record in managing the sales process from planning to closure, consistently exceeding targets.
- Experience working with CRM systems like Salesforce to manage sales pipeline.
- Experience with Sales Engagement platforms – Outreach, Salesloft, Gong Engage.
- Skilled in Excel, PowerPoint. Ability to structure compelling customer proposals.
- Solid business acumen and business knowledge required to research customers and potential accounts.
- Expertise in product positioning and effectively articulating product differentiators.
- English as the primary business language.
- Ability to provide professional and customer references.
- BA/BS degree or equivalent experience.
- Able and willing to travel up to 25%.
- Plus: Business proficient in French and/or Spanish is a plus.
- Plus: Experience with selling software to Services Industries (Physical Security, Hospitality, Local Government, Higher Education, Retail, Healthcare, Local Law Enforcement).
Working at TrackForce
We offer a flexible, and fully remote environment so that you can harmonize your personal life with the fantastic work you will do here. Our team is highly focused on delivering value for our customers. Our recent merger has enabled us to become the true market leader in the security workforce management software space.
The values we live by:
- Foster Curiosity
- Lead with empathy
- Take Ownership and be accountable
- Empower diversity
- Be True and act with Integrity.
#LI-Remote
At Trackforce, we are committed to providing a workplace that is inclusive, respectful, and free from discrimination. We do not tolerate discrimination or harassment of any kind, whether based on race, color, nationality, ethnic or social origin, religion or belief, sex, gender identity or expression, sexual orientation, age, disability, marital or family status, or any other protected status under applicable local laws.
We believe that a diverse and inclusive team fosters innovation, collaboration, and stronger business outcomes. Employment decisions are made based on qualifications, merit, and business needs. We are proud to be an equal opportunity employer and to comply with the employment laws of the countries where we operate.
