About the role
Job Description:
The Royal Conservatory (RCM) is one of the largest and most respected music education institutions in the world, providing the definitive standard of excellence in curriculum design, assessment, performance training, and teacher certification. It is also a leader in the development of early childhood education programs and arts-based social programs, and presents a diverse range of concerts featuring the finest Canadian and international artists in its magnificent performance space, Koerner Hall. Please visit www.rcmusic.com for more information.
What is the Opportunity?
The Royal Conservatory of Music (RCM) is seeking a dynamic Sales Manager to lead a high-performance and growing sales team. This position is designed for a top sales professional with an entrepreneurial mindset and the skills and experience to build a top-notch sales team. The Sales Manager will lead a team of Business Development Representatives (BDRs) and Account Executives (AEs) to drive revenue growth across RCM Learning Systems’ core programs, including the Certificate Program, Smart Start, and Publications.
Reporting to the Director of Business Development & Partnerships, this role will develop and execute sales strategies, oversee performance and pipeline management, and work cross-functionally with internal teams to align sales efforts with organizational goals. The Sales Manager will also contribute to strategic initiatives such as product launches, market expansion, and partner engagement, supporting RCM’s mission to grow its impact in music education across Canada and globally.
Main Duties & Responsibilities
Team Leadership & Performance Management
- Set and clear KPIs and performance targets that are aligned with annual revenue targets for BDRs (lead generation) and AEs (sales closures and relationship management).
- Provide coaching, mentorship, and performance reviews for each team member. Lead regular team meetings, pipeline reviews, and individual check-ins.
Sales Strategy & Execution
- Align team efforts with RCM’s revenue goals across RCM Learning Systems multiple product and service offerings: RCM Certificate Program, Smart Start, and Publishing.
- Meet and exceed sales team and individual revenue targets.
- Develop outreach strategies for BDRs (e.g., lead qualification, cold outreach) and sales strategies for AEs (e.g., conversion, upselling, partner growth). Monitor sales funnel effectiveness and refine processes to improve conversion rates.
Collaboration Across Teams
- Work closely with internal teams to align campaigns, events, and sales reporting tools to drive revenue growth.
- Coordinate with Product, Digital Learning, and Operations teams to provide market feedback and inform product development. Partner with Business Operations to ensure smooth handoff and long-term partner retention.
Pipeline Management & Reporting
- Use CRM (Salesforce) to track leads, activities, and sales stages.
- Deliver weekly/monthly reports on pipeline status, lead activity, closed deals, and forecasting. Ensure accuracy and consistency across all sales activities in CRM (Salesforce).
Sales Enablement & Training
- Equip BDRs and AEs with tools including but not limited to scripts, pitch decks, and objection handling materials.
- Conduct onboarding, skills development workshops, and ongoing training.
- Foster continuous learning and knowledge-sharing across the team. Stay informed about industry trends, market dynamics, and competitor activities.
Territory & Account Planning
- Oversee account distribution and territory assignment for fairness and growth potential.
- Support AEs in key client meetings, contract negotiations, and strategic planning. Help BDRs prioritize outreach based on RCM’s ideal customer profile (e.g., music schools, music stores and retailers, early childhood education providers).
Cross-Functional Projects
- Contribute to product launch plans, market expansion initiatives, and new revenue model pilots. Participate in strategy development with the Director of Business Development and Partnerships, and the Senior Vice President of Learning Systems.
Performing other duties as required.
What We're Looking For
Required:
- Bachelor’s degree in Business, Education, Arts Administration, or equivalent combination of education and experience.
- 5+ years of experience in sales, including 2+ years managing or leading a sales team.
- Proven track records in current or previous organizations in meeting or exceeding revenue targets and managing a team of BDRs and AEs.
- Experience with territory planning and national or regional account management
- Proficient with CRM tools (e.g. Salesforce) for pipeline and performance management, and reporting.
- Demonstrated communication, leadership, and coaching skills.
- Proven experience developing and executing sales strategies and go-to-market tactics.
- Strong organizational skills with the ability to manage multiple priorities. Ability to collaborate effectively with cross-functional teams (e.g., Marketing, Product, Operations).
Preferred:
- Experience in education, music education, or early childhood learning.
- Familiarity with the Canadian education system and institutional stakeholders (e.g., schools, school boards, early childhood education providers).
- Background or interest in music or the arts.
- Previous experience supporting sales teams or selling into schools, school districts or school boards, early childhood education centres, or music retailers.
Additional Information
- As part of the Total Rewards package for this role, compensation will be a combination of performance-based pay and variable incentive pay such as bonuses or commissions.
- This role has a team of direct reports, including three Business Development Representatives and four Account Executives.
- Occasional requirements to work outside of regular business hours.
- May sit for extended periods of time with exposure to computer screen.
- Up to 30% travel with locations dependent on assigned and/or regional focus.
- Travel within assigned region to meet with prospects and existing clients as approved and required.
How to Apply
Interested candidates are asked to submit a cover letter and current résumé online (please upload a single file combining both documents) at https://www.rcmusic.com/about-us/careers-royal-conservatory. Applications will be accepted until a suitable candidate has been identified.
The RCM thanks all applicants for their interest in this position; however, only those selected for an interview will be contacted.
The RCM is committed to fostering an inclusive, equitable and accessible workplace. In accordance with the Ontario Human Rights Code, the Accessibility for Ontarians with Disabilities Act, 2005, and the RCM’s Anti-Racism, Access and Equity Policy, accommodation will be provided at any stage of in the recruitment and selection process. Applicants are asked to make their accommodation needs known when they have been contacted for an interview.
About The Royal Conservatory
The Royal Conservatory is one of the largest and most respected music education institutions in the world. Providing the definitive standard in music education through its curriculum, assessment, performance, and teacher education, the programs of The Royal Conservatory have had a substantial impact on the lives of millions of people globally. In addition, The Royal Conservatory has helped to train a number of internationally celebrated artists including Glenn Gould, Oscar Peterson, David Foster, Sarah McLachlan, Angela Hewitt, and Diana Krall. Motivated by its powerful mission to develop human potential through music and the arts, The Royal Conservatory has emerged over the last two decades as a leader in the development of arts-based programs that address a wide range of social issues.
About the role
Job Description:
The Royal Conservatory (RCM) is one of the largest and most respected music education institutions in the world, providing the definitive standard of excellence in curriculum design, assessment, performance training, and teacher certification. It is also a leader in the development of early childhood education programs and arts-based social programs, and presents a diverse range of concerts featuring the finest Canadian and international artists in its magnificent performance space, Koerner Hall. Please visit www.rcmusic.com for more information.
What is the Opportunity?
The Royal Conservatory of Music (RCM) is seeking a dynamic Sales Manager to lead a high-performance and growing sales team. This position is designed for a top sales professional with an entrepreneurial mindset and the skills and experience to build a top-notch sales team. The Sales Manager will lead a team of Business Development Representatives (BDRs) and Account Executives (AEs) to drive revenue growth across RCM Learning Systems’ core programs, including the Certificate Program, Smart Start, and Publications.
Reporting to the Director of Business Development & Partnerships, this role will develop and execute sales strategies, oversee performance and pipeline management, and work cross-functionally with internal teams to align sales efforts with organizational goals. The Sales Manager will also contribute to strategic initiatives such as product launches, market expansion, and partner engagement, supporting RCM’s mission to grow its impact in music education across Canada and globally.
Main Duties & Responsibilities
Team Leadership & Performance Management
- Set and clear KPIs and performance targets that are aligned with annual revenue targets for BDRs (lead generation) and AEs (sales closures and relationship management).
- Provide coaching, mentorship, and performance reviews for each team member. Lead regular team meetings, pipeline reviews, and individual check-ins.
Sales Strategy & Execution
- Align team efforts with RCM’s revenue goals across RCM Learning Systems multiple product and service offerings: RCM Certificate Program, Smart Start, and Publishing.
- Meet and exceed sales team and individual revenue targets.
- Develop outreach strategies for BDRs (e.g., lead qualification, cold outreach) and sales strategies for AEs (e.g., conversion, upselling, partner growth). Monitor sales funnel effectiveness and refine processes to improve conversion rates.
Collaboration Across Teams
- Work closely with internal teams to align campaigns, events, and sales reporting tools to drive revenue growth.
- Coordinate with Product, Digital Learning, and Operations teams to provide market feedback and inform product development. Partner with Business Operations to ensure smooth handoff and long-term partner retention.
Pipeline Management & Reporting
- Use CRM (Salesforce) to track leads, activities, and sales stages.
- Deliver weekly/monthly reports on pipeline status, lead activity, closed deals, and forecasting. Ensure accuracy and consistency across all sales activities in CRM (Salesforce).
Sales Enablement & Training
- Equip BDRs and AEs with tools including but not limited to scripts, pitch decks, and objection handling materials.
- Conduct onboarding, skills development workshops, and ongoing training.
- Foster continuous learning and knowledge-sharing across the team. Stay informed about industry trends, market dynamics, and competitor activities.
Territory & Account Planning
- Oversee account distribution and territory assignment for fairness and growth potential.
- Support AEs in key client meetings, contract negotiations, and strategic planning. Help BDRs prioritize outreach based on RCM’s ideal customer profile (e.g., music schools, music stores and retailers, early childhood education providers).
Cross-Functional Projects
- Contribute to product launch plans, market expansion initiatives, and new revenue model pilots. Participate in strategy development with the Director of Business Development and Partnerships, and the Senior Vice President of Learning Systems.
Performing other duties as required.
What We're Looking For
Required:
- Bachelor’s degree in Business, Education, Arts Administration, or equivalent combination of education and experience.
- 5+ years of experience in sales, including 2+ years managing or leading a sales team.
- Proven track records in current or previous organizations in meeting or exceeding revenue targets and managing a team of BDRs and AEs.
- Experience with territory planning and national or regional account management
- Proficient with CRM tools (e.g. Salesforce) for pipeline and performance management, and reporting.
- Demonstrated communication, leadership, and coaching skills.
- Proven experience developing and executing sales strategies and go-to-market tactics.
- Strong organizational skills with the ability to manage multiple priorities. Ability to collaborate effectively with cross-functional teams (e.g., Marketing, Product, Operations).
Preferred:
- Experience in education, music education, or early childhood learning.
- Familiarity with the Canadian education system and institutional stakeholders (e.g., schools, school boards, early childhood education providers).
- Background or interest in music or the arts.
- Previous experience supporting sales teams or selling into schools, school districts or school boards, early childhood education centres, or music retailers.
Additional Information
- As part of the Total Rewards package for this role, compensation will be a combination of performance-based pay and variable incentive pay such as bonuses or commissions.
- This role has a team of direct reports, including three Business Development Representatives and four Account Executives.
- Occasional requirements to work outside of regular business hours.
- May sit for extended periods of time with exposure to computer screen.
- Up to 30% travel with locations dependent on assigned and/or regional focus.
- Travel within assigned region to meet with prospects and existing clients as approved and required.
How to Apply
Interested candidates are asked to submit a cover letter and current résumé online (please upload a single file combining both documents) at https://www.rcmusic.com/about-us/careers-royal-conservatory. Applications will be accepted until a suitable candidate has been identified.
The RCM thanks all applicants for their interest in this position; however, only those selected for an interview will be contacted.
The RCM is committed to fostering an inclusive, equitable and accessible workplace. In accordance with the Ontario Human Rights Code, the Accessibility for Ontarians with Disabilities Act, 2005, and the RCM’s Anti-Racism, Access and Equity Policy, accommodation will be provided at any stage of in the recruitment and selection process. Applicants are asked to make their accommodation needs known when they have been contacted for an interview.
About The Royal Conservatory
The Royal Conservatory is one of the largest and most respected music education institutions in the world. Providing the definitive standard in music education through its curriculum, assessment, performance, and teacher education, the programs of The Royal Conservatory have had a substantial impact on the lives of millions of people globally. In addition, The Royal Conservatory has helped to train a number of internationally celebrated artists including Glenn Gould, Oscar Peterson, David Foster, Sarah McLachlan, Angela Hewitt, and Diana Krall. Motivated by its powerful mission to develop human potential through music and the arts, The Royal Conservatory has emerged over the last two decades as a leader in the development of arts-based programs that address a wide range of social issues.