Sales Manager / Sales Coach-Trainer, Working Capital

Sales Manager / Sales Coach-Trainer, Working Capital

This role trains, coaches and motivates the Working Capital sales team, and uses AI to streamline our process, rebuild our reporting and run automated quality and compliance checks. It also distributes leads, backs up the Toronto sales manager, helps run the office and its culture, and leads the team when the Director of Sales is away.

About the role

You are the right hand to the Director of Sales on the sales floor. You help train, coach and motivate the team, build the tools and documents that make them better, use AI and data to manage performance, and keep leads moving to the right people. When the Director is sick or on vacation, you lead the team and drive it to results.

You work under the Director's guidance across the Account Executive, Account Management and BDR teams, alongside the AM Manager, the BDR Team Lead and Sales Support, and you partner with the Toronto Senior Sales Manager. The Director decides how onboarding, training, coaching and documentation are designed. You help create and deliver them, and you carry the day-to-day.

Reports to: Director of Sales

Works with: Account Executives, the AM Manager, the BDR Team Lead and Sales Support

Location: Montreal, on-site, with travel to Toronto as needed

Training and coaching

You carry the day-to-day delivery of onboarding, coaching and ongoing training, working from the programs the Director designs.

Deliver onboarding for new hires in each role, and own their ramp against Week 1, Month 1 and Quarter 1 goals

Run coaching as a structured, repeatable process: call reviews, role-play, deal reviews, and group and one-on-one sessions

Help build and deliver Vault University, the ongoing training program that follows onboarding, with a curriculum, calendar and clear learning goals for each role

Lead sessions on pricing, objection handling, discovery and deal troubleshooting, based on the gaps the data shows

Keep every rep's coaching plan current, so each person knows which trainings and coaching they get, how often, and from whom

Track coaching and training against clear metrics: sessions held versus planned, rep understanding and performance lift

Coach the AM Manager and the BDR Team Lead on how to coach their own teams, when the Director asks

Documentation and motivation

You turn what works into materials the whole team can use, and you keep the energy on the floor high.

Build onboarding documents, playbooks, presentations and a searchable resource library, with the Director approving what is released

Use AI to create training materials and continuing education that are simple, well designed and easy to repeat

Capture what top performers do differently and turn it into scripts, call guides and checklists

Run contests, challenges and team activities that push the team toward its goals

Recognize wins in the huddles and across the floor, and help celebrate achievements

Keep a pulse on morale and flag concerns to the Director before they affect performance

Performance management through AI and data

You use AI, reporting and data to show each rep where they are strong and where they are weak, and to push the team toward its targets.

Build and maintain AI tools, dashboards and reports that track dials, submissions, conversions by lead source and industry, approved-to-funded ratio, deal size and pipeline health

Use AI and data to find root causes, review closed and lost deals, and learn what top performers do differently

Set coaching priorities from the gaps the data shows, and follow up to confirm the performance improves

Work directly with anyone who is behind target, daily and weekly, to get them back on pace

Hold reps to the written standards for their role, and support the Director's performance improvement plans and quarterly reviews with data and notes

Flag performance and personnel issues to the Director early, and bring a recommendation

Streamlining our process with AI

You take the way we sell today and use AI to make it faster, simpler and more consistent.

Map our sales process from lead to funding, and find the steps that can be automated, shortened or removed

Rebuild our reporting so the team and leadership see the right numbers, in near real time, with less manual work

Build AI-powered tracking and coaching tools that tell each rep what to do next and where to improve

Create efficiencies that give reps more time to sell, and measure the time saved

Test new tools and automations, document what works and roll it out to the team

Keep the whole system documented, so it can be maintained and handed over

Quality assurance and automated spot checks

You build and run the system that checks whether the team is selling our advances correctly and staying compliant, using AI tools to automate the checks and review activity at scale instead of sampling a few calls.

Build out AI tools that automate the checks on calls and activity, with regular reports to the Director and, where needed, to compliance

Check that reps never describe our advances as loans, and that they present them accurately as a purchase of future revenues, in line with our agreement and compliance rules

Check that reps ask for the credit check consent properly, at the right point in the conversation

Detect fake or padded dialing, such as very short calls, repeated dialing of the same numbers, or activity that does not match call logs

Check that calls meet the agreed criteria: required disclosures, accurate terms, no promises of guaranteed outcomes, and a dated next step

Review flagged calls with the Director, and turn the findings into coaching and training

Track trends by rep, lead source and product, and report compliance and quality results on a regular schedule

Make sure call monitoring follows our recording consents, privacy policy and applicable law, with advice from compliance and legal

Lead distribution and pipeline

You make sure leads reach the right people quickly and fairly, with Sales Support helping with the logistics.

Distribute leads across the team based on performance and results, so every rep has a healthy, fair mix

Review the lead mix regularly and adjust it using conversion and funded volume

Watch speed to lead: BDR transfers within 1 minute, marketing leads within minutes and DRs within minutes of receipt

Monitor pipeline and queue performance across all lead sources, and make sure stalled deals are followed up

Report on lead source performance to the Director, with recommendations

Leading the team when the Director is away

When the Director is sick or on vacation, you run the floor so the team never loses momentum.

Lead the daily morning meeting and set the priorities for the day

Keep the team focused on revenue-generating activity and on pace to its funding targets

Handle deal blockers and escalations with credit and fulfillment, and listen live to decision calls

Keep coaching sessions, training and lead distribution running as planned

Handle day-to-day issues and escalate personnel matters to the Director, or to the designated contact while the Director is away

Keep morale and standards high, so the team sees you as a leader in the Director's place

Hand the Director a short summary of results and open items on their return

Supporting Toronto

You back up the Toronto Senior Sales Manager and help the Toronto team succeed.

Support the Toronto sales manager where needed, and act as their backup when they are away

Travel to Toronto when needed to support training, onboarding, coaching and the day-to-day running of the floor

Share the tools, reports, spot checks and training you build, so both offices work to the same standards

Help keep onboarding, coaching and training practices consistent between Montreal and Toronto

Office, events and culture

You help run the office and build the culture,