Vice President Risk Jobs in Ontario (NOW HIRING)

As the Vice President of Business Development, you will lead an 11-person sales team selling a construction prequalification software subscription to subcontractors and specialty trades across Canada and the United States. You will sell to owners, presidents, controllers, and VP- or Director-level decision-makers at small and mid-sized trade contractors. This role is 80% leading and developing the team and 20% selling, split evenly between new business and existing accounts. This position provides a base salary of $160,000 - $180,000, plus an annual bonus.

COMPENSATION & BENEFITS

• •     $160,000 - $180,000 CAD base salary, plus a discretionary annual bonus with first-year OTE of $180K - $210K 
• •     Company-paid health benefits
• •     Laptop and cell phone provided
• •     Work from home on Fridays
• •     Company social events

THE COMPANY & CULTURE

Our client was founded in 2016 and is a privately held, founder-led company with 59 employees. The company is in a scale-up stage, growing 15% to 25% per year and expanding into the United States, with Europe and Australia on the roadmap. They provide construction prequalification software. Their platform replaces slow, manual, inconsistent prequalification processes with a single standardized national form and a proprietary risk rating that general contractors use to assess and qualify the trades working on their sites. General contractors adopt the platform and then require their subcontractors to prequalify through it. General contractor clients include EllisDon, PCL, Ledcor, Structure Tone, Gilbane, and Coastal. The executive team runs an open-door policy, gives employees a high degree of autonomy and ownership over their work, leads by example, and coaches rather than directs. 

OFFICE LOCATION & SALES TERRITORY

• •     Head office: Toronto, Ontario (downtown financial district)
• •     Work arrangement: Office-based, 4 days per week, Monday through Thursday, with work from home on Fridays. 
• •     Sales territory: North America, covering Canada and the United States. 

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• •     7 to 20 years of B2B sales experience, including experience leading a sales team
• •     Experience managing approximately 10 to 15 salespeople
• •     Experience building a sales process where little formal structure exists, including installing KPIs, pipeline discipline, and a forecasting and coaching rhythm
• •     SaaS experience is preferred.  Any IT background is considered transferable, and IT or business consulting backgrounds are acceptable. Experience selling into the construction industry is an asset.
• •     Full accountability for hiring, training, performance reviews, team development, and termination decisions
• •     Post-secondary education or equivalent professional experience
• •     Valid passport required for occasional travel to the United States
• •     Must be able to work from the downtown Toronto office 4 days per week

TECHNICAL SKILLS

• •     Salesforce.com CRM – Intermediate
• •     Online product demonstrations – Expert
• •     Microsoft PowerPoint – Intermediate
• •     Microsoft Word – Intermediate
• •     Google Drive and Google Docs – Intermediate
• •     Microsoft Excel – Basic

THE PRODUCT / SERVICE / SOLUTION

• •     Annual software subscriptions sold to subcontractors and specialty trades, priced on the subcontractor's annual revenue and ranging from $750 to $10,000
• •     A single standardized national prequalification form that replaces the manual, inconsistent forms subcontractors would otherwise complete separately for every general contractor
• •     A proprietary risk rating that scores a subcontractor's financial and operational standing and is used by general contractors to qualify trades for their projects

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• •     Subcontractors and specialty trades in the construction industry. This role owns the subcontractor side of the business; a separate team and separate Senior Vice President own the general contractor side.
• •     Company size ranges from small trades through large trade contractors, with larger subcontractors carrying more revenue value. 
• •     Customers are located across Canada and the United States, with concentration in Ontario
• •     Primary decision-makers: controllers and accounting leadership, VP and Director-level management, and owners or C-suite. Expect approximately three influencers per decision.
• •     The buying trigger is compliance. A general contractor adopts the platform and requires its trades to prequalify through it, so the subcontractor cannot win work on that site without subscribing. Subcontractors have historically not paid for prequalification, so a core part of the sale is converting a mandated requirement into something the subcontractor sees value in.

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• •     Average deal value: $3,500 to $5,000 per year, within a full range of $750 to $10,000
• •     Deals are annual subscriptions, so account revenue recurs year over year
• •     Average sales cycle: 1 to 4 weeks
• •     Approximately three calls from first contact to first order

COMPETITIVE ADVANTAGES

• •     Proprietary risk rating that competitors do not offer in the same form
• •     One standardized national prequalification form, replacing a manual process repeated separately for every general contractor
• •     Compliance-driven demand. Adoption is mandated by the general contractor rather than discretionary, which shortens the cycle and removes much of the "why now" objection.
• •     Established relationships with major general contractors that generate a steady supply of qualified subcontractor lists
• •     10 years in the market in a category the company helped define
• •     The subscription model has been validated by a direct competitor now charging subcontractors on the same basis

TYPICAL DAY & DUTIES

• •     80% Managing sales team
• •     10% New Business Development
• •