Why Calcs

Engineering and construction shape the world around us, yet many engineers still rely on outdated tools and fragmented workflows. We exist to fix that.

Calcs brings structural calculations together for engineering teams, material manufacturers, standards bodies, and software partners. We are increasingly becoming the calculation engine and commercial infrastructure behind the way technical design work gets done.

This work is commercially complex and strategically important. Our partnerships combine software licensing, API access, AI-enabled workflows, revenue share, and multi-party value creation. The prospect is large, but the commercial machinery now needs to catch up.

Why This Role Exists

Standards bodies, manufacturers, and software partners are no longer theoretical opportunities; they are active commercial conversations with real momentum. Our co-founder opens these doors. The constraint is turning verbal alignment into signed agreements and repeatable commercial structures.

This hire will

- Own commercial execution across complex enterprise and partnership deals
- Turn proposals, red lines, procurement, and deal mechanics into signed agreements
- Build pricing, agreement, and deal desk infrastructure from scratch
- Progressively take front-end partnership ownership as product depth builds

This is not a quota-carrying AE role. It is a senior commercial execution and partnerships role for someone who can handle complex structures, ambiguity, legal/commercial trade-offs, and enterprise deal momentum. What You'll Actually Work On

Layer 1: Commercial execution

- Own proposal to signature. Draft and manage proposals, order forms, MSAs, SOWs, and pricing schedules across standards body, manufacturer, and software partner deals.
- Run the red-line process. Negotiate terms, coordinate with counsel, and keep contracts moving. The co-founder protects the relationship; you take the harder commercial positions.
- Manage enterprise procurement. Supplier onboarding, compliance documentation, and approval workflows.
- Keep deal data accurate.



HubSpot records, line items, close timing, and cash flow assumptions that make forecasting reliable.

Layer 2: Commercial architecture

- Design multi-stream pricing. Structures combining licensing, API access, AI infrastructure, premium features, and revenue share, including premium tiers that sit on base licences.
- Build the deal desk. Pricing menus, approval thresholds, discount governance, and deal review cadences.
- Create the template library. Repeatable MSAs, order forms, SOWs, pricing schedules, and playbooks across the core deal types.
- Turn strategy into phased agreements. Translate multi-horizon partnership ideas into agreements customers can approve incrementally.

Layer 3: Partnerships activation

- Lead partner conversations. Take front-end ownership over time, with the co-founder shifting into a strategic sponsor role.
- Scale repeatable partnership motions. Use the playbook from the first deals to build the next wave of opportunities.
- Know when to activate. The trigger is demonstrated commercial ownership, measurable deal outcomes, and the co-founder's BD pipeline needing more front-end coverage.

What We're Looking For

- Senior commercial judgment: Managed complex enterprise deal processes and understand where commercial, legal, pricing, and relationship risk intersect.
- Multi-stream commercial experience: Agreements combining licensing, revenue share, API access, tiered or usage-based pricing, or channel economics. Essential — our deals are not single-line-item SaaS contracts.
- Contract execution depth: MSAs, order forms, SOWs, red-line negotiations, procurement workflows, and working with counsel.
- Pricing instinct:



Pricing strategy, margin mechanics, and trade-offs that protect the business while still closing quickly.
- Partnership potential: Can build trust with senior external stakeholders and grow into direct partnership ownership.
- Builder mindset: There is no finished playbook, pricing engine, or deal desk. You create it.
- Location: Based in Australia, ideally Melbourne, and comfortable working across US time zones for key deal milestones.

Nice to have: infrastructure, engineering, construction tech, manufacturing or industrial SaaS experience; standards body, channel, manufacturer, or software ecosystem partnerships; AI-assisted workflows; HubSpot deal management.

Who You'll Work With

Day to day, you will work alongside Chris Borzillo, Co-Founder, who owns strategic partnerships and is your primary stakeholder. During the initial ramp you have direct support from Legal/Ops (clause bank, MSA template, contract and procurement review) and Ops/Finance (cash flow timing, revenue recognition, capital strategy). That support reduces as you take ownership.

What We're NOT Looking For

- A traditional AE or BD rep. This role does not source deals or carry a quota.
- A Head of Sales building a team. There is no sales team to manage.
- An inside sales hire or BDR. Not the motion we need.
- A mid-market AE. Mid-market expansion is likely to be partner-led.
- A pure legal operator. Legal depth helps, but this is a commercial role.
- Someone who needs finished infrastructure. The systems and processes are yours to build.

Why This Job Is Interesting

1. Build the commercial engine for a new motion, while real deals are already in flight.
2. The deals are genuinely complex, combining licensing, APIs, AI infrastructure, premium features, revenue share, and strategic partner dynamics.
3. Work close to strategy, beside the co-founder on high-value partner conversations.
4. Small team, high leverage. If you can build it, it becomes the way the company works.

📌 Commercial Sales Lead (Toronto)
🏢 Calcs.com
📍 Toronto