Senior Sales Manager, Working Capital (Toronto)Location: Toronto, ON (on-site)About the Role and Team StructureYou will lead and scale the Toronto Working Capital sales team, which today has five people. You are first and foremost accountable for people and performance. You step in as the team's leader, learn what each person does well, raise the standard, and grow the team to match Montreal's size and output. You manage to the data, build and run world-class onboarding, training and coaching, and partner across the organization to make the whole process run better. You are a great communicator who brings professionalism to the team and builds a culture where high performance and having fun go hand in hand.Toronto and Montreal are separate teams, each with its own leader, run as one sales organization. You and the Montreal Sales Leader share the same standards, back each other up, and share responsibility for scaling the business.Partnership with MontrealShare in scaling the business and in combined performanceShare best practices, wins and lessons in both directions, and bring the two teams together as one organizationCo-develop and share structured, documented coaching, training and onboarding practices so every rep gets the same experience in both citiesWork with the Montreal Sales Leader as co-owners of one sales organization and as each other’s backup, covering leadership, training and onboarding at either office when neededPeople Leadership and Performance ManagementYou are the single accountable leader for every person on the Toronto team.People leadershipLead, develop and scale a high-performing Toronto sales teamGet to know each current team member quickly: their strengths, gaps, goals and what motivates themAssess the team in your first 60–90 days, then set a clear plan for each person against the shared standardsKeep a constant pulse on the sales floor, with a real-time presence that keeps the team focused on revenue-generating activity and ensures issues are heard and addressed as they ariseWork with each team member daily toward their goals and the goals of the businessSet the standard for showing up on time, fully engaged and giving full effortBe the escalation point for performance and personnel challenges in TorontoPerformance managementOwn the daily, weekly, monthly and quarterly performance of the Toronto team, and work directly with anyone who is behind to get them to targetSet clear expectations and standards for every role, communicate them in writing, and enforce accountability consistentlyDefine each role in writing: what it is, what success and failure look like, and the pathway for growth, so each person knows exactly how they are measuredPut structured performance improvement plans in place for underperformers: repeatable, tracked, clearly communicated and focused on resultsRun quarterly performance reviews covering where each person is, where they want to be, and a clear plan to close the gapMake timely decisions when someone is not the right fitHiring and Scaling the TeamOwn hiring for Toronto sales roles end to end: sourcing, interviewing and making the final decisionGrow Toronto from its current five to match the size and output of Montreal, with a defined plan, timeline and hiring orderDecide which roles to add first based on pipeline,



lead volume and the gaps you find in the current teamUse role scorecards, defined interview stages and a standing candidate pipeline, aligned with Montreal's processKeep Toronto properly staffed, monitor turnover and work to minimize it by retaining and developing strong performersBe the primary contact for Toronto personnel issues and conflict resolutionOversee scheduling and vacation planning for the Toronto teamOnboarding and RampYou own onboarding for every new Toronto hire and are accountable for how fast they reach full productivity. You also bring the current team in line with the shared onboarding and training standards.Build onboarding documentation and presentations for each role jointly with the Montreal Sales Leader: simple, well designed, scalable and repeatableInclude daily, weekly and monthly plans, system training (the CRM, Flinks and every other tool the teams use), sales training and all other required modulesPut targets and expectations inside the onboarding documents, with clear Week 1, Month 1 and Quarter 1 goals for each role, and ramp benchmarks (time to first deal, activity and conversion targets) so progress is visible and measurableRun existing team members through any onboarding and training modules they haven't yet had, so everyone in both offices works to the same standardPersonally onboard each recent hire and own their ramp until they reach full productivityReview and improve the program after every cohort, using new-hire feedback and ramp resultsUse AI to help build and improve onboarding and continuing educationTraining, Coaching and Vault UniversityCoach and train the Toronto team through role-play, call coaching, and group and one-on-one sessionsHelp design, build and launch Vault University with the Montreal Sales Leader: a formal ongoing training program that follows onboarding, with a curriculum, calendar and clear learning goals for each roleOnce launched, deliver Vault University to the Toronto team and keep improving it based on resultsRun coaching as a structured, repeatable process with a written coaching and training plan for each role, so every rep knows which trainings and coaching they receive, how often, and from whomSet training priorities based on performance gaps, and lead sessions on pricing, objection handling, discovery and deal troubleshootingTrack coaching and training against clear metrics (sessions held vs. planned, rep understanding, performance lift)Co-build playbooks, documentation and a searchable resource library with the Montreal leader so practices stay identical across both officesData-Driven Leadership and Revenue OwnershipReview performance data, identify gaps in conversion, activity and pipeline, and manage directly to themUse AI and data to find root causes, analyze closed and lost deals, and learn what top performers do differentlyTrack and improve key metrics, including approved-to-funded ratio, conversion rates, dials,



deal size and pipeline healthOwn key Toronto revenue initiatives such as the repaid book, BDR funding and decline managementOversee pipeline and queue performance across all lead sources, allocate leads based on performance, and make sure stalled deals are followed upPresent Toronto performance plans and results to (CRO), with analysis and follow-ups delivered on timeSystems, Process and Cross-Functional PartnershipsLearn every system used by the teams, including the CRM, Flinks and supporting tools, so you can answer any questionHelp build the documentation, systems and processes the organization needs to run efficiently and scaleContinuously remove inefficiencies so the team spends more time selling, and drive adoption of new processes, tools and initiativesUnderstand how every department in the Working Capital division works from beginning to end, and become an expert on the full processBuild bridges and lasting relationships between departments, and resolve friction that affects deals, performance or the customer experienceWork with originator partners to align on goals and hold the relationship accountable for performance and communication (confirm ownership by office)Toronto Culture and CommunicationOwn the culture of the Toronto team and be the leader the team looks to, including through the transition to new leadershipBuild trust quickly with the existing team and carry what's working into the next stage of growthCommunicate clearly and consistently with the team, leadership, Montreal and partners, so every expectation, priority and change is understoodBring professionalism to the team, set expectations for how everyone works and represents the company, and model themBuild genuine relationships and lead with empathy, creating a high-performance culture that is also fun to be part ofOrganize in-office and out-of-office events, games and activities that build a strong team dynamic, and celebrate winsKeep the team engaged and motivated, and address morale concerns before they affect performanceWhat You Bring5+ years of sales leadership experience, ideally in a high-volume, inside sales environmentA proven record of taking over and scaling high-performing sales teams, ramping new hires quickly and keeping turnover lowExperience assessing an existing team, building trust with it, and raising the standardStrong performance management skills: setting standards, holding people accountable and handling difficult conversationsExperience building formal, repeatable onboarding, training and coaching programs from the ground up, with measurable resultsExperience building the documentation, systems and processes that make a sales organization efficient and scalableA collaborative style: you're a true partner to a peer leader and can share ownership and creditStrong analytical skills and comfort using data and AI tools to diagnose problems and drive decisionsExceptional verbal and written communication and a polished, professional presenceA warm, human leadership style that holds a high bar and follows through on commitmentsExperience in lending, fintech, financial services or working capital is a strong assetBilingual French, an assetAble to work on-site in TorontoWhat We OfferCompensation range and bonus structureVacationBenefitsOther perks#J-18808-Ljbffr

📌 Senior Sales Manager, Working Capital (Toronto)
🏢 Vault Credit
📍 Toronto