Director, Enterprise Sales

Globys, Inc.

Ottawa, ON
$100,000-140,000 per year
Permanent
Full-time

5 days ago

Globys is entering a strategic growth phase within a highly targeted global telecom market. Our solutions are already trusted by major operators worldwide, yet our total addressable market of 600+ communications service providers remains significantly underpenetrated. We are building a disciplined new logo acquisition engine for the first time in several years, and this role is central to that effort.This is a pure hunting role where you will own the full sales cycle from first contact through close, supported by Marketing, Solution Engineering, and executive leadership. Because we are building this function from the ground up, you will also play a central role in developing our enterprise sales methodology: defining stage gates, exit criteria, and the repeatable playbook that scales new logo acquisition beyond the first wins.This is an opportunity to build something from the ground up with real strategic impact, backed by proven technology and a portfolio of marquee customer references.Salary: 100K - 140K CAD + commissionRole OverviewThe Director, Enterprise Sales is responsible for generating qualified pipeline and closing new enterprise customers within the global telecom market. You will work closely with Marketing on account-based lead generation activities, identify and engage the right senior stakeholders within target organizations, and advance opportunities through a defined six-phase sales process. You will own each deal from initial outreach through signed contract.What your impact will be:Pipeline Development & Prospecting

Generate new logo opportunities within a defined global target list of approximately 600 enterprise telecom companies
Conduct deep industry and organizational research to identify business drivers, decision-making structures, and the right senior contacts
Collaborate with Marketing to build and execute targeted ABM outreach campaigns across email, LinkedIn, and other channels
Configure, optimize, and actively use lead generation platforms and outreach tools to drive consistent top-of-funnel activity

Sales Execution

Initiate conversations with VP and C-level stakeholders, clearly articulating Globys’ value proposition and ROI
Map organizations to identify champions, economic buyers, technical influencers, and potential blockers
Own the full sales cycle through our six-phase PIPELINE framework: Prospect, Investigate, Position, Propose, Execute, Close
Lead discovery sessions across Finance, Customer Service, and IT to quantify pain and build business cases
Coordinate product demonstrations customized to each prospect’s specific use cases and pain points
Develop and present ROI models, proposals, and executive-level business cases
Navigate complex procurement processes, legal reviews, and multi-stakeholder approval chains

Collaboration & Reporting

Maintain rigorous CRM discipline with accurate pipeline data and reliable forecasting
Participate in weekly deal reviews with defined next actions and blocker identification
Share market intelligence and prospect feedback to refine messaging, content, and outreach strategy
Represent Globys at industry events to support relationship building and brand presence
Collaborate with Account Management, Product, and Solution Engineering during advanced deal stages

What we are looking for:

8+ years of enterprise B2B SaaS sales experience in complex, long-cycle, multi-stakeholder environments
Demonstrated track record as a full-cycle closer in a hunting-focused role, not just pipeline generation
Proven ability to engage and influence VP and C-level executives across global organizations
Strong organizational mapping skills with ability to navigate large enterprises, identify the right stakeholders, and build internal consensus
Experience with account-based marketing and sales methodologies
Proficiency with CRM’s and modern outreach/engagement tools

What would make you stand out:

Experience managing deal sizes of $300K+ ARR with sales cycles of 12 months or longer
Direct experience selling to telecommunications operators or within the telecom ecosystem
Experience with billing, analytics, or customer experience platforms
Familiarity with enterprise procurement processes in regulated industries
Experience working across multiple geographies and time zones (Americas, Europe, Middle East, Asia-Pacific)

Attributes

Self-directed and persistent; comfortable operating independently with long time horizons and ambiguous early-stage opportunities
Research-driven; invests the time to understand a prospect’s business before making contact
Structured and disciplined; thrives within a defined sales methodology with stage gates and exit criteria
Consultative seller; leads with business insight and value, not product features
Collaborative; works effectively across Marketing, Product, and technical teams

Success in the First YearYour success will be measured by pipeline build and deal progression, not just closed revenue. Specifically:

A well-managed pipeline of 4–6 qualified opportunities progressing through the sales cycle and 2 product demos with qualified prospects
Consistent, meaningful engagement with senior executives at target accounts
Development and documentation of a repeatable hunting playbook in collaboration with Marketing and Sales Leadership
At least one opportunity advanced to the proposal stage, building toward a first close in year two
Strong working relationships established with Solution Engineering, Account Management, and Product teams

CompensationThis role offers a base salary plus variable compensation tied to pipeline development and closed new business. Total on-target earnings are commensurate with enterprise sales roles of this scope and seniority. Additional accelerators apply for exceeding new logo targets.Ready to Shape the Next Phase of Globys Growth?If you are a proven enterprise hunter who creates opportunities where none exist, thrives in long-cycle complex sales, and wants to shape the growth trajectory of a company with proven technology and marquee customers, we’d like to hear from you.Company OverviewGlobys develops cloud-based B2B solutions that allow business customers of all sizes to securely self-serve and transact with their Communications Service Providers. Our platform supports some of the world’s largest and most innovative Telecommunications providers, including AT&T, Orange, Telstra, Etisalat, and TELUS. Globys’ technology processes massive volumes of data and delivers highly personalized digital journeys aimed at reducing manual support costs.Globys is part of Harris, a wholly owned subsidiary of Constellation Software Inc. (TSX: CSU).Our Culture:We embrace and foster these values:

Empowerment at the point of contact
Discipline unwavering and relentless focus
Respect of the individual
Understanding learning
Dream realization
Bad news does not get better with time
Communicate and share knowledge
Understand reality, make difficult decisions
Empowerment at the point of contact
Solutions not problems, common sense

About Harris:Harris is a leading provider of mission critical software to the public sector in North America. As a wholly owned subsidiary of Constellation Software Inc. (“CSI”, symbol CSU on the TSX), Harris has become the cornerstone for CSI’s investment in utility, local government, school districts, public safety, and healthcare software verticals. Our success has been realized through investments in our proprietary software and market expertise. This focus, combined with acquiring businesses that build upon or complement our offerings, has helped drive our success. Harris will continue to growth through reinvestment – both in the people and products that we offer and making investments in acquiring new businesses.

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