Director of Sales

Are you the person everyone ends up talking to at a conference? Do people trust you quickly because you're genuinely interested in them? Do you love a challenge, jump at the chance to learn something new, and feel confident you can figure out whatever lands on your desk?

TallSky Consulting is recruiting on behalf of Delta-X Research, for a Director of Sales. This is a remote role with a small-but-mighty Victoria, BC-based company that brings 30-plus years of expertise and a startup's energy to the electric power industry. (This role is open to candidates located anywhere in Canada.)

You don't need 10 years in the power industry. What matters more is curiosity, confidence, and real excitement about what our software does: helping utilities keep the power on and the world moving forward. If you're the kind of person who builds real relationships, over a coffee, a conference drink, or a long sales cycle, we want to hear from you.

Our Sales team is evolving as the company grows, and we're recruiting for two roles: a Director of Sales and an Account Executive.

Why Join Delta-X Research?

• Delta-X Research is a Canadian-owned company whose science-based decision-support tools help utilities keep their most critical equipment running reliably. As the Director of Sales, reporting to the President & CEO, you will lead our sales efforts around the world, carrying your own sales target, leading the Sales team, and growing our network of channel partners. More than half of the largest utilities in the United States already rely on Delta-X Research software, and there is plenty of room left to grow.

• Delta-X Research offers a competitive base salary of $105,000 to $130,000 CAD per year to start (based on related education and experience), plus a commission structure based on results and profit sharing. On-target total compensation, combining base salary and commission, is $175,000 to $200,000 CAD. Additional benefits include medical, dental, life insurance and long-term disability, 3 weeks of vacation with room to grow, and a fully remote work environment built on trust and flexibility with plenty of opportunities to learn and expand into new areas as the company scales.

• You'll be joining a kind, low-ego team that values thoughtful communication and lifting each other up. In Sales, we celebrate every deal, whether it closed in a week or took two years. You might be a great fit if you're the one who remembers a customer's kids' names, you ask great questions so you can show people exactly how we can help, and you leave every conversation knowing a little more about the person across the table.

Let's talk about travel. This role is on the road 30 to 40 percent of the time, mostly across Canada and the United States, visiting customers, supporting channel partners, and connecting with the industry at conferences and trade shows. Travel comes in clusters, with February and March the busiest months, another busy stretch from September through November, and a quieter summer. Trips typically run Monday to Friday, and the perks are real. One week you might be walking through a substation with an engineer in Texas, and the next you're celebrating a new partnership over dinner in Europe, where you'll head a few times a year. A valid passport is a must.

The Director of Sales' Key Responsibilities Include:

• Sales Strategy and Revenue Growth: Develop and execute a sales strategy that combines direct and channel sales, focused on Canada and the United States while expanding our global reach. Deliver against a personal sales target, lead deals end to end in regions without a channel partner, and act as a trusted advisor to high-value customers.
• Channel Development and Partner Management: Establish, manage, and grow relationships with manufacturers' representatives in the United States and value-added resellers internationally, giving partners the support and training they need and reviewing their performance.
• Team Leadership and Sales Operations: Lead, mentor, and support the Sales team, building a collaborative, results-driven culture. Own the department's overall sales target, set targets for team members and channel partners, and keep CRM data accurate and current.
• Collaboration with Marketing and Product: Work with Marketing on campaigns and sales collateral, relay customer and channel feedback to Product Management, and represent Delta-X Research at industry events and trade shows.

Required Education and Experience:

• A track record of meeting or exceeding your own sales targets.
• Experience leading, coaching, or mentoring others, whether a sales team or channel partners.
• Comfort with complex negotiations and long, consultative sales cycles.
• A bachelor's or master's degree in a STEM field, business, marketing, communications, or a related field.

Beneficial but Not Required:

• Experience working with manufacturers' representatives or value-added resellers.
• Experience in a small, high-tech, growing company.
• A background in B2B SaaS.
• Familiarity with the electric utility industry.
• Experience speaking or presenting at conferences.
• Bonus points if you can turn a conference dinner into a friendship that lasts for years.

Your title doesn't have to say 'Sales.' If you've built trust, grown relationships, and brought in business in another role, and this one excites you, please apply anyway. We care more about who you are than a perfect resume.

How to Apply:

Please review the full Job Description to learn more about the role.

IMPORTANT: To be considered for this role, please include your resume and a cover letter that sells us on why you are our ideal candidate. You will be selling for a living, so consider this your first pitch. Please send both to TallSky Consulting.

We thank all candidates who apply; however, after initial acknowledgement of application, only those selected for further consideration will be contacted.