Director of Sales

About CoLab

At CoLab, we help mechanical engineering teams bring life-changing products to market years sooner.

We build AI for engineers designing cars, medical devices, and jet engines. Products this complex aren't sketched and sent to production. Teams spend months on iterations, reviews, and tests, predicting how every part performs before anything is built. CoLab is where those reviews happen, and we capture the rationale behind every change. Other tools show what changed between versions. Only CoLab knows why. That's how our AI helps manufacturers like Bobcat, Triumph Motorcycles, and GE Appliances make better decisions, eliminate rework cycles, and get to market faster.

Proudly based in St. John’s, Newfoundland, CoLab started with one customer in 2018. Since then we’ve raised a $72M Series C, been named the 57th fastest growing company in North America by Deloitte (Fast 500™), signed multi-year AI partnerships with companies like Bombardier, and grown to a team of 250+.

About the Role

This position will require occasional travel for on-site team meetings in Newfoundland Canada, at least twice per year (primarily in December and June) in addition to occasional travel to customer sites. We recognize that travel can involve personal commitments, and we strive to accommodate individual circumstances, however the expectation is that travel to, and attendance at, the majority of these events is mandatory. Details about travel arrangements and covered expenses will be discussed during the hiring process.

The ideal candidate for the Director of Sales position is a hyper-driven player/coach who is exceptional at inspection, building rigor and trust, and solving problems to hit ambitious targets. The ideal candidate isn’t afraid to jump on an intro call, or step into an enterprise negotiation. You are passionate about evangelizing new technical products and have demonstrated experience creating consultative and challenger selling strategies for 6-figure land and expand and enterprise sales motions. In this role, you will lead and coach current team members to achieve and exceed their targets, and work collaboratively with cross-functional teams. You welcome feedback from your SLT, and love working together to solve tough challenges. You approach work with a positive, curious, and solution-focused attitude and have a strong desire to win. “Kindness & Respect”, “One Team One Mission”, and “Better Everyday” are values you live and breathe each day.

What you’ll do:

• Recruit, develop, and retain top talent providing effective sales coaching, career development, and performance management. 
• Be a hands-on leader who is excited to get in the trenches to win deals. You will evangelize the product in front of prospects and support closing larger deals with the sales team.
• Expand sales within existing customers by identifying new upsell / cross-sell opportunities.
• Heavily inspect every element of the sales process and pipeline, and drive daily improvements.
• Report performance, pipeline movement, and forecasting to the SLT on a daily/weekly basis. 
• Monitor customer, market, and competitor activity and share feedback to SLT and other company functions.
• Experiment with sales strategies to increase our annual recurring revenue and improve sales efficiency.
• Collaborate cross-functionally with Marketing, Customer Success, and Product to maximize team success - from campaigns and content to informing the product roadmap to meet sales needs.

What you’ll need:

• SaaS/cloud selling experience into highly technical buyers within organizations. 
• Experience leading sales methods in an undefined product category that requires education and coaching to close and where the most common objection to purchase is status quo. 
• 7+ years experience in sales leadership and handling yearly team quotas of $5M+ New ARR. 
• Proven track record of recruiting, hiring, and scaling world class sales teams that includes AEs and AMs.
• Proven track record of closing annual contracts across customer segments and sizes (including experience closing annual contracts of at least $100k/year).
• Experience working in a remote environment is considered an asset.

Who you are:

• A strategic and enthusiastic do-er that has the ability to contribute to a holistic go-to-market strategy and execute on it, quickly iterating on process improvements to deliver a repeatable sales model and consistent results.
• An inspiring and compassionate leader with a competitive spirit - you’re not afraid of putting in the hard work to make things happen. 
• An inspection expert who is able to deeply understand the sales pipeline and implement daily change.
• An excellent communicator who can take complex technical topics and simplify them for others. 
• A process driven but strategic thinker who is able to take action to win deals quickly.
• Ability to dive into the weeds and become an expert on any complex topic. 
• A well-developed equity lens: you have an eye for inclusivity and don’t just accept equitable practices, you model and advocate for them on your teams and in your work.