Sales Manager (Player-Coach)

Job summary

Carry a personal sales quota and manage strategic accounts while prospecting, negotiating, and closing managed IT, cybersecurity, and AI-related deals. Lead and coach the sales team, establish sales processes and go-to-market plans, maintain pricing and proposal quality, and report forecasts to leadership.

Job details

About Us Northern Computer is a leading Managed Services Provider (MSP) serving businesses across the Okanagan and Western Canada. We deliver enterprise-grade IT support, cybersecurity, cloud services, and AI-enabled productivity solutions (including our Copilot Advantage practice) to small and mid-market clients who depend on technology to run their businesses. We’ve built our reputation on responsive service, deep technical expertise, and genuine partnerships with our clients. We’re entering an exciting growth phase and looking for a Sales Manager to lead the charge — from the front. The Opportunity This is an explicit player-coach role, and that distinction matters. You will personally carry a book of business, own a quota, and close deals — alongside building, coaching, and holding accountable a sales team. Roughly 50–60% of your time will be spent managing and selling to existing clients as well as acquiring new customers. The rest will be spent making everyone else on the team better. This isn’t a role for someone who wants to stop selling. It’s for an operator who is at their best when they’re in front of clients, and who can translate that craft into systems, coaching, and culture for a growing team. You’ll report directly to our General Manager, with full ownership of the sales function. What You’ll Do - As a Player Carry a personal quota and own a book of strategic accounts — including our largest and most complex opportunities Run your own full sales cycle: prospect, qualify, scope, propose, negotiate, close Lead the room on high-stakes deals — co-managed IT engagements, full-stack MSP transitions, and AI/Copilot rollouts Build and maintain executive-level relationships with key clients and referral partners Stay sharp on our service offerings and the competitive landscape so you can sell them credibly What You’ll Do - As a Coach Build, coach, and hold accountable a sales team (small today, with room to grow) Run weekly 1:1s, pipeline reviews, and call/proposal coaching with each rep Develop and execute the go-to-market plan: outbound prospecting, referral partnerships, vCIO-led account expansion, and vertical campaigns Implement sales cadence within our EOS (Entrepreneurial Operating System) framework — scorecards, weekly L10s, quarterly Rocks Own pricing discipline, packaging strategy, and proposal quality across the team Partner with marketing on demand generation, content, and events Forecast accurately and report to leadership weekly What You Bring 5+ years of B2B sales experience with a verifiable track record of personally hitting and exceeding quota 2+ years experience selling managed IT services, cybersecurity to SMB / mid-market clients at a MSP At least 2 years managing or leading a sales team, ideally as a player-coach rather than a pure manager Strong commercial instincts: comfortable with MRR economics, multi-year contracts, and value-based pricing Genuine interest in AI and emerging technology, and the ability to articulate business value to non-technical buyers Comfort operating in an EOS environment (or willingness to learn quickly) Excellent written and verbal communication — you can move comfortably from cold outreach to boardroom Self-directed; you don’t need a manager managing you Based in Edmonton; some travel within BC/AB required What We Offer Competitive base salary plus commission on both your personal book and team performance Equity participation potential for the right candidate Comprehensive health and dental benefits A seat at the leadership table — this role reports directly to the GM The chance to build something. We’re not a corporate bureaucracy. Your ideas get tested and implemented quickly.

What you’ll do

Carry a personal sales quota and manage strategic accounts while prospecting, negotiating, and closing managed IT, cybersecurity, and AI-related deals. Lead and coach the sales team, establish sales processes and go-to-market plans, maintain pricing and proposal quality, and report forecasts to leadership.

Requirements

Requires at least five years of B2B sales experience with a record of meeting or exceeding quota, including at least two years selling managed IT services or cybersecurity to SMB or mid-market clients. Also requires at least two years leading a sales team, strong commercial and communication skills, interest in AI and emerging technology, and the ability to work in an EOS environment or learn it quickly.

Benefits

• Health and Dental Benefits
• Equity Participation Potential

Listed skills

• Full-Cycle Sales · Preferred
• Outbound Prospecting · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• B2B Sales
• Managed IT Services Sales
• Cybersecurity Sales
• Quota Attainment
• Sales Team Leadership
• Sales Coaching
• Pipeline Management
• Full-Cycle Sales
• Strategic Account Management
• Go-to-Market Strategy
• Outbound Prospecting
• Referral Partnerships
• Sales Forecasting
• Pricing Strategy
• Value-Based Selling
• Executive Relationship Building

Job areas

• Sales
• Management & Leadership
• Technology

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