Director of Sales

Job DescriptionJob Description:Job Summary Company Elevate Service Group Inc. (TSXV: SERV) Location Greater Toronto Area, Ontario — hybrid Reports to Head of Sales & Business Development Travel Regular travel across Canadian operating company markets and customer sites Scope National — new business development, national accounts, and cross-platform growth About Elevate Service Group Elevate Service Group is building Canada's leading integrated facilities management and essential commercial services platform. Through six operating companies — Infinity Group Construction, First Choice Maintenance, Charged Electric & Plumbing Services, Think Green Solutions, JJ&A Mechanical, and TFI Food Equipment Solutions — Elevate delivers electrical, plumbing, mechanical and HVAC, foodservice equipment sales and service, lighting and energy solutions, grease trap and drain care, general repair and maintenance, renovations and build-outs, preventive maintenance, and capital asset management to multi-location customers across the country. The platform has scaled to approximately $90 million in pro forma annualized revenue with an in-house technician base of 130-plus and continues to add capability through disciplined acquisition. The commercial thesis is straightforward. Most facility owners and operators manage dozens of vendors across trades, banners and regions — with inconsistent service, no portfolio-level visibility, and administrative cost buried in every invoice. Elevate consolidates that spend under one accountable provider, one point of contact, and one technology, analytics and dispatch platform. That thesis only becomes revenue if someone sells it. That is this role. The Opportunity The Director of Sales leads Elevate's commercial growth engine. This is a build role. You will own the national sales strategy, personally lead the most significant pursuits, and put in place the pipeline discipline, account planning and forecasting rigour that a publicly listed platform requires. The mandate has three parts, and they carry roughly equal weight: 1. Win net-new business — with particular focus on multi-location, regional and national accounts where Elevate can consolidate multiple trades under one provider. 2. Grow what we already have — systematically penetrating existing accounts with the services they currently buy from someone else. 3. Build the capability — sales process, CRM discipline, account planning and talent — so growth is repeatable rather than personality-dependent. You will work across six operating companies with distinct brands, founder-operators and customer relationships. Influence matters more than authority here. KEY RESPONSIBILITIES New Business Development • Own the creation of a qualified national pipeline: identify, prospect and convert target accounts that fit Elevate's multi-trade, multi-location profile. • Lead outbound prospecting personally and set the standard for it — build target account lists, map decision-makers, maintain a disciplined outreach cadence, and consistently convert first meetings into scoped opportunities. • Qualify rigorously against strategic fit, margin potential, recurring-revenue content and Elevate's ability to deliver and disqualify early rather than carrying work that will not perform. • Maintain pipeline coverage against target (typically 3x or better) with honest stage discipline, realistic close dates, and clearly identified next actions. • Represent Elevate at industry associations, trade shows and customer events that reach facilities, procurement and operations, and buyers. National & Multi-Location Account Development - Primary Mandate • Identify, prospect, develop and close regional and national accounts where Elevate can consolidate multiple facility and technical services under a single provider, replacing fragmented trade-by-trade, region-by-region vendor rosters. • Build and own a written account plan for every national target and every existing national account: site count and geography, incumbent vendors and contract expiry dates, spend by trade, whitespace by service line, the decision-making map, and a named path to expansion. • Develop senior relationships across the full buying group rather than relying on a single champion — Facilities and Facility Operations, Store and Restaurant Operations, Procurement and Supply Chain, Real Estate, Construction and Development, Asset and Capital Management, Engineering and Maintenance, Energy and Sustainability, Risk and Compliance, and Finance. • Build strategic proposals and business cases that quantify value in the customer's own terms — total cost of facility ownership, vendor and invoice consolidation, response and resolution times, first-time fix rate, equipment uptime and asset life, compliance and portfolio reporting. • Negotiate master service agreements, national rate cards, service level agreements and multi-year contracts, balancing win probability against margin, escalation terms, liability and operational deliverability. • Structure and win pilots — a region, a banner, a single trade — with explicit success criteria and a pre-agreed path to expansion, then convert proven pilots into broader regional and national programs. • Expand existing national relationships by adding service lines, geographies, banners and sites, and by shifting reactive, transactional work toward contracted planned maintenance. • Coordinate service consistency, pricing integrity and reporting across every location of a national account, so the delivered experience matches what was sold. • Maintain a working view of competing national providers, their contract positions and renewal timing, and target accordingly. Existing Account Growth & Cross-Selling • Own Elevate's cross-sell motion across all operating companies — the central thesis of the platform and the highest-return growth available to the company. • Systematically map every material customer against Elevate's full-service catalogue, identify what they buy elsewhere, and convert that spend. • Run joint account reviews with operating company leaders to surface expansion opportunities, then hold the organization to the agreed follow-through. • Design and operate the mechanics that make cross-selling actually happen lead-sharing and referral routing, shared target account lists, credit and compensation rules, warm service-line introductions, and visible reporting on cross-sell revenue. • Convert one-off project and reactive work into recurring, contracted programs — preventive maintenance, planned asset replacement and multi-year service agreements. • Protect the base: manage renewals well ahead of expiry, monitor at-risk accounts, and lead commercial recovery when service escalations threaten revenue. Strategic Relationship Management • Act as the senior commercial relationship owner for Elevate's most important customers, staying close enough to anticipate their needs, capital plans, expansion programs and organizational change. • Establish executive-to-executive relationships that survive turnover in the customer's day-to-day contacts. • Run structured quarterly and annual business reviews built on performance data, savings delivered, service metrics and a forward plan — not a relationship lunch. • Build the wider network that generates opportunity: general contractors and developers, property managers and asset managers, OEMs and equipment manufacturers, engineering and design firms, third-party facility management and integrator firms, franchise groups and banner associations, and referral partners. • Feed customer and market intelligence back into Elevate's service strategy, pricing, geographic coverage and acquisition priorities. Commercial Discipline: Forecasting, CRM & Margin • Own an accurate rolling forecast. Elevate is publicly listed — forecast reliability is a requirement of the job, not an administrative chore. • Maintain CRM as the single source of commercial truth: every account, contact, opportunity, stage, value, close date, next action and competitive position current and clean. • Price for margin, not only for the win — labour and material cost, travel and coverage, subcontractor economics, contract escalators, and the difference between revenue booked and contribution earned. • Contribute to annual budgeting, target setting, and territory and account coverage planning. • Track and report the metrics that matter: pipeline coverage and velocity, win rate, average deal size, cost of acquisition, revenue per account, cross-sell penetration, renewal rate, and gross margin by account and service line. • Deliver against quarterly and annual new-business, cross-sell and total revenue targets. Collaboration with Operating Companies & Operations • Partner with operating company leaders and founder-operators to build sales plans that fit each business and earn the internal credibility that makes cross-selling possible. • Involve operations early — validate scope, labour availability, geographic coverage, technician capability and subcontractor requirements before committing to a customer. • Work with estimating, finance and operations to price and structure deals that are both winnable and deliverable and decline commitments the platform cannot execute well. • Hand off won business properly: documented scope, pricing, SLAs, escalation paths, reporting requirements and site lists — and stay engaged through onboarding and the first service cycles. • Bring operational and customer data from Elevate's technology platform into the sales conversation and bring field intelligence back into commercial decisions. • Surface the capability, coverage and capacity gaps that limit what Elevate can sell and inform the build-versus-acquire discussion. Sales Leadership & Capability Building • Coach and develop business development and account management people across the operating companies, raising the standard of prospecting, discovery, account planning, proposal quality and closing. • Establish the operating rhythm — pipeline reviews, forecast calls, account planning sessions, win/loss reviews and customer business reviews — and make it stick. • Standardize the sales toolkit: qualification criteria, discovery frameworks, proposal and pricing templates, case studies, reference lists and value calculators. • Recruit, onboard and retain strong sales talent as the platform scales, including through acquisition. • Build a culture of accountability, customer ownership, commercial honesty and safety-first delivery. What You'll Be Selling You are not selling a trade. You are selling the platform — the ability to take work off a customer's plate across every trade, in every location, with one accountable partner. The person who succeeds here walks into a facilities or procurement conversation and recognizes opportunity across the whole offering: • Electrical services — service, repair, installation, upgrades and code work • Plumbing, drain care and grease trap service, including preventive programs • Mechanical and HVAC service, repair and planned maintenance • Foodservice and commercial equipment — supply, installation, warranty and technical service • Lighting and energy solutions — retrofits, LED conversion, efficiency projects and rebate-supported work • General repair and maintenance across the building interior and envelope • Construction, renovations, buildouts, remodels and multi-site rollout programs • Planned and preventive maintenance programs, and capital asset management • Reactive and emergency service response • Technology, analytics, dispatch and reporting that give customers portfolio-level visibility Elevate's capability set continues to expand through acquisition. The ability to sell a growing catalogue — and to sell into it before it is fully mature — is part of the job. Target Industries Elevate's capabilities apply wherever a business operates physical facilities with equipment that has to keep running. Priority and expansion verticals include: • Restaurants, QSR and foodservice — corporate and franchise • Retail and multi-site retail, big box and specialty • Grocery, supermarkets and food retail • Convenience stores, fuel and travel centres • Hospitality, hotels and resorts • Commercial real estate, property management and REIT portfolios • Industrial and manufacturing facilities • Warehousing, distribution, logistics and cold storage • Automotive dealerships, service networks and fleets • Healthcare, clinics, long-term care and senior living • Education and institutional facilities • Entertainment, recreation, fitness and sports facilities • Financial institutions and branch networks • Corporate offices and multi-site commercial facilities • Transportation facilities — airports, transit, rail and terminals • Government, municipal and public-sector facilities • Data centres and telecommunications facilities • Food and beverage processing and agri-food facilities • Pharmacy, personal care and health retail networks • Self-storage, car wash and other multi-site franchise networks Elevate is not limited to the verticals it serves today. If you bring relationships into a multi-site sector we have not yet penetrated, we want to hear about it. Candidate Profile We are looking for a proven business developer who has repeatedly won large, complex B2B service accounts — not simply someone with time served in the industry. • A verifiable track record of winning significant B2B accounts. Be ready to talk specifics: the accounts you landed, annual contract value, cycle length, who you competed against and how you won. • Experience selling into multi-location, regional or national organizations, with a working understanding of how head-office procurement, regional operations and site-level management each shape a decision. • Consultative, solution-based selling — you diagnose before you propose, and you sell against a business problem rather than a price list. • Demonstrated ability to sell multiple service lines and construct bundled, multi-trade solutions rather than defaulting to whatever is easiest to quote. • Executive-level relationship development, with credibility in front of VP and C-suite buyers in Facilities, Operations, Procurement and Real Estate. • Self-generated pipeline. You have built territories and pipelines from a cold start, not inherited them. • Negotiation and closing strength across master service agreements, national rate cards, SLAs and multi-year contracts. • Commercial and financial acumen — margin, pricing, unit economics, recurring versus project revenue, and contract risk. • Real CRM and forecasting discipline, with a forecast track record that has held up. • Proven ability to work cross-functionally and to get things done across independently operated business units and founder-led teams without direct authority. • 10+ years in B2B sales, including meaningful time in facilities management, skilled trades, technical or