Small Business Sales for Western Canada - Merchant Services - Vice President

Job description

As Vice President, SMB Sales (Field) for Western Canada, you will lead a team of Sales Representatives to drive revenue growth across the Canadian SMB segment. You will build a high-performing field organization, strengthen pipeline creation and conversion, and ensure disciplined execution from prospecting through implementation while partnering closely with Product and implementation teams to deliver competitive, client-focused payment solutions.

Job Responsibilities

Team Leadership & Regional Strategy

• You will lead, coach, and develop a team of Field Sales Representatives across Western Canada to deliver growth and revenue objectives.
• You will define and execute the SMB field strategy for the region, translating priorities into territory plans, coverage models, and weekly execution targets.

Sales Execution & Pipeline Discipline

• You will drive full-cycle sales execution, including prospecting, qualification, RFPs, proposals, contract negotiation, documentation, and coordination with Product and implementation partners.
• You will establish a strong operating cadence through pipeline reviews, deal inspection, and forecasting to improve execution discipline and decision-making.
• You will ensure pipeline health through consistent coaching on prospecting activity, conversion drivers, and next-best actions on priority deals.

Client Engagement & Internal Partnership

• You will communicate effectively with SMB owners and senior decision-makers, including executive-level stakeholders, both verbally and in writing.
• You will navigate across internal partners to remove barriers and improve client outcomes, including close collaboration with Product to maintain competitive positioning. Required Qualifications, Capabilities and Skills.
• Minimum 5 years of experience leading B2B sales teams, ideally within SMB and field/distributed sales environments.
• Strong business acumen and deep knowledge of payments solutions, including merchant acquiring, relevant to the SMB segment within payments or banking.
• Proven ability to motivate, lead, and coach SMB sales professionals to achieve targets across revenue, volume, new merchant acquisition, margin growth, and product adoption objectives.
• Demonstrated strength in pipeline management, deal inspection, and forecasting discipline.
• Strong written and verbal communication skills, including comfort engaging executive-level stakeholders.
• Expected travel of 25%–50% across Western Canada. Preferred Qualifications, Capabilities and Skills.
• Bachelor’s degree.