Director of Sales

Kanata North, Ottawa (hybrid) | Full-time, permanent | Base $130K–$150K CAD + uncapped commission, OTE $190K–$220K | Reports to the CEO

About thinkRF

thinkRF is the spectrum intelligence company. From our Kanata North (Ottawa) headquarters, we build the full stack behind SXM, our end‑to‑end spectrum intelligence platform: RF sensors, edge and cloud compute, and AI/ML analytics used by national telecom regulators, government agencies, and enterprises on five continents. Our sensors monitor entire countries; our analytics turn millions of RF measurements into decisions. We are built so that your work ships in weeks and lands in front of national customers in months.

The mission

thinkRF has a proven platform, national‑regulator customers on five continents, and a global pipeline ready for a full‑time owner. Your mission is to convert it, and to build the sales organization that keeps converting it. This is a player‑coach role in the full sense of both words. Player: you carry a quota from day one and close your own deals. Coach: you lead our sellers at home and abroad — you set their quotas, track them relentlessly, run the forecast the board reads, coach performance up, and manage it out when coaching fails. You own the full cycle, with executive sponsorship behind you for sovereign‑level closes when the moment calls for it.

Your first 90 days at thinkRF

• Inherit and personally advance live opportunities with national regulators in multiple regions, plus a major enterprise pursuit — these are real, named accounts, not a cold territory.
• Own proposal and quotation production end to end from week one.
• Stand up the pipeline and the team: CRM hygiene, stage definitions, individual quotas for every carrier of a number, a forecast the board can trust, and a weekly cadence with regional sellers and post‑sales.
• Progress at least one inherited deal a full stage and have your own first close in motion.

What you will own

• The global revenue number and the forecast behind it.
• The sales team – regional sellers, local and international, plus customer success/post‑sales: quotas, tracking, coaching, hiring, and performance management.
• Proposals, quotes, tender responses, and pursuit plans, written by you.
• The renewal book: existing government deployments whose renewals are load‑bearing for the company.

Mandatory

• You have personally sourced and personally closed at least $2M cumulative in B2B/B2G technical sales, in deals of $150K+ each. Come ready to walk through three of them by name: how you found it, the cycle, the blockers, and the signature. Your references will be asked about these specific deals.
• You have sold to governments, regulators, defence, or telecom operators – buyers with procurement rules, tenders, and 9–18 month cycles – including internationally.
• You have led sales teams, including remote or international sellers: you personally set the quotas, ran the tracking and forecast reviews, coached sellers to their number, and managed underperformance out when coaching failed. Your former direct reports will be asked exactly this.
• You bring a recent, proven, active Rolodex in our buyer universe – telecom regulators, government agencies, operators, or defence – with relationships you have transacted with inside the last three years and doors you can open in your first month. Names beat claims, and we will explore them concretely at interview.
• You know this industry: RF, wireless, spectrum, SIGINT, network intelligence, or test & measurement. You have sold in or around it, you speak the buyer’s language, and you can target the right markets with the right message without a year of ramp. Expect to pitch us our own product back.
• You have sold through in‑country agents and channel partners in government markets, with a working command of anti‑corruption compliance (CFPOA/FCPA‑class). In our world this is not optional.
• You have built sales discipline somewhere small: you personally implemented or rebuilt CRM, quota, and forecasting at a company under ~50 people, and can show what changed.
• You write your own proposals and quotes. There has not been a proposal desk behind you, and you don’t need one.

Strong assets

An engineering or technical background that lets you go deep with regulator engineering teams.

Experience selling subscription/SaaS models alongside capital hardware.

What you’ll have behind you

A working marketing engine: lead generation, SEO, campaigns, and trade‑show pipeline.

Regional sellers in market and a dedicated post‑sales / customer success colleague.

A deeply technical executive team that opens sovereign‑level doors and joins your closes.

An inherited pipeline of live, named opportunities with national regulators – not a cold start.

Full stack behind every technical claim you make in a pursuit.

This role is not for you if

You can’t hunt without a layer of SDRs and a proposal desk between you and the customer.

Your last personally‑sourced, personally‑closed deal was more than three years ago.

You manage by dashboard and delegate the dirty work of pursuit.

You want to run a sales org before you’ve rebuilt one.

How we will assess you

Deal walkthroughs: three deals, in depth, with reference checks against your account of each.

Reference checks with at least one former direct report on how you set, tracked, and enforced quota.

A live exercise: build a 90-day pursuit plan for one of our actual open opportunities (we’ll give you the real context under NDA).

You will be selling us throughout the process, and we will treat the process itself as the work sample.

thinkRF is an equal opportunity employer. All roles require legal entitlement to work in Canada; some work requires Canadian government reliability‑level security screening and eligibility under the Controlled Goods Program, which we will sponsor. We name compensation ranges because we want the conversation to be about the work.

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