Director, Sales

Role Purpose

The Director, Sales is responsible for day-to-day sales execution and performance across Qu Data Centres, ensuring the company achieves predictable revenue outcomes through disciplined pipeline management, deal execution, and team leadership. This role operationalizes the sales strategy set by the VP, Sales & Marketing and is accountable for how deals get done, including pipeline integrity, forecast accuracy, and seller productivity.

Core Responsibilities

• Sales Execution & Team Leadership – directly manage and coach Account Managers, Inside Sales and channel-driven opportunities; drive seller productivity, accountability and consistent execution across territories.
• Lead weekly/quarterly deal reviews, pipeline inspections, forecast cadences, QBRs, and enforce sales process discipline, qualification standards, and CRM rigor.
• Pipeline, Forecasting & Performance – own short‑term revenue execution (monthly/quarterly); maintain accurate pipeline coverage, reliable forecasts and clear visibility into execution risk; manage renewals, churn profile, identify stalled deals and implement corrective actions to improve conversion velocity.
• Deal Leadership & Customer Engagement – act as senior lead on complex and high‑value opportunities; support and escort strategic deals with Account Executives; manage customer escalations related to active pursuits, renewals and expansions; ensure disciplined progression of opportunities through the sales lifecycle; understand competitive positioning and must‑win pricing.
• Cross‑Functional Coordination – partner with Product & Solutions, Operations, Finance to align product viability, capacity, pricing, margin compliance and delivery timelines.
• Execution Enablement & Continuous Improvement – translate VP‑level strategy into practical sales plays, territory execution plans, seller behaviors and cadence; identify gaps in enablement, messaging, tools/CRM usage; support onboarding and ramp‑up of new hires.

Scope & Organizational Context

Direct Influence

• Account Managers (core revenue retention / churn management and expansion engine)
• Inside Sales (pipeline generation layer)
• Channel Specialists (partner execution support)

Collaborative Influence

• Account Executives (hunters owned at VP layer)
• Solution Architects (technical overlay)
• Sales Operations (forecasting & reporting discipline)

What This Role Does NOT Own

• Overall sales or GTM strategy
• Pricing or commercial policy
• Represent sales at the Board level
• Build marketing programs
• Design channel strategy or long‑term revenue plans

Success Metrics

• Improved forecast accuracy and pipeline integrity
• Increased deal velocity and conversion rates
• Consistent attainment of monthly / quarterly targets
• Higher seller productivity and accountability
• Reduced escalation burden on VP Sales

Experience & Profile

• 10+ years of B2B sales experience in Data centres and colocation, Telecom, Cloud / digital infrastructure, MRR based businesses.
• Proven track record leading teams in complex, long‑cycle enterprise sales.
• Strong operator with pipeline discipline, forecasting rigor, CRM mastery.
• Hands‑on leader comfortable operating in deal details, high credibility with sellers and executive stakeholders.