Director, Sales (North American Customer Sales)

Prophix • Etobicoke, ON

7d • Hybrid

About The Position

Prophix is seeking a Director, Sales (North American Customer Sales) to co-lead the build of a new commercial motion focused on customer expansion. This role is ideal for someone who has experience building a sales function from the ground up and wants to make a significant impact at a company with a strong product and a real customer opportunity. The Director will design the system, set standards, and develop a team of Customer Account Managers (CAMs) capable of driving expansion ARR through strategic conversations with finance leaders. Prophix offers a platform that integrates planning, reporting, consolidation, and automation, with rapidly expanding AI capabilities, and is trusted by thousands of finance teams globally.

Requirements

• Proven track record managing a quota-carrying B2B SaaS sales team to expansion ARR targets, with individual rep accountability and a clear methodology for pipeline management and forecasting.
• Proficiency in Salesforce as a day-to-day sales management and pipeline tool.
• Experience using Gong (or equivalent) for call review, coaching, and revenue intelligence.
• Demonstrated ability to sell into or coach sales conversations with CFOs, Controllers, or Finance VPs in finance-adjacent software (FP&A, ERP, close management, or accounting).
• Demonstrated ability to use customer success platform data (ChurnZero, Gainsight, or equivalent) to identify expansion-ready accounts from product usage signals and translate those signals into commercial action.
• Active use of AI tools in daily sales management workflow (call prep, deal strategy, account research, team enablement) and ability to design AI-assisted workflows.
• Must be legally entitled to work in Canada and able to travel to the United States as required.
• Willingness and ability to travel approximately 10% of the time.
• Must be legally entitled to work in the country where this role is located.
• Comfortable using AI tools responsibly to support tasks such as research, drafting, and data review.
• Able to learn new tools and adapt as technology and workflows evolve.
• Curious, open to new approaches, and motivated to continuously improve.
• Collaborative mindset when working across teams and with AI supported tooling.

Nice To Haves

• Experience working in PE-backed, mid-market SaaS environments.
• Hands-on experience designing territory and coverage models or leading a commercial motion redesign.
• Familiarity with Pendo or equivalent product analytics tool for usage-based account prioritization.
• Experience in a model where Customer Success and Sales share accountability for customer outcomes, with a structured handoff between adoption and expansion.
• MEDDIC, MEDDPICC, or Value Framework or Solution Selling certification.
• Experience selling across a multi-product portfolio in finance software.
• Experience using product usage data to trigger and prioritize commercial outreach.

Responsibilities

• Design and implement the North American customer expansion commercial motion from the ground up, including account readiness frameworks, territory structure, joint account planning, and pipeline discipline, in partnership with Sales and Customer Success leadership.
• Assess every CAM against a clear commercial standard within the first 60 days, identifying development opportunities, building individual growth plans, and producing a documented talent strategy.
• Coach CAMs toward CFO and Controller-level conversations through specific, skill-based development, building a team with clear development paths.
• Run weekly pipeline inspection with rigor, qualifying deals, holding a high bar for forecast accuracy, and fostering a culture of pipeline honesty.
• Build and maintain joint account plans with CAMs for high-value accounts, identifying expansion opportunities and aligning internal resources.
• Redesign territory and coverage models aligned to customer value and industry vertical to maximize expansion opportunity.
• Partner with Customer Success, RevOps, and Sales leadership to align the commercial motion across functions, driving adoption and process consistency.
• Monitor retention signals across the customer base in partnership with Customer Success, as sustainable expansion is built on a healthy retention foundation.
• Build systems that convert product usage data into a prioritized CAM activity queue to proactively surface expansion opportunities.
• Own forecast accuracy to senior leadership, building team discipline for reliable, insight-driven revenue visibility.

Benefits

• Comprehensive health, dental, vision, and mental-health coverage
• Retirement savings with employer contributions
• Parental leave top-up
• Annual wellness allowance
• Generous paid time off including vacation and sick time
• Education assistance and tuition reimbursement
• Social events, team activities, and opportunities to build community
• Opportunities to participate in Environmental, Social, and Governance (ESG) initiatives
• Quarterly Town Halls and Kickoffs

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed