Manager, Sales – SmartRock North America

About Giatec

Giatec is the category-defining digital concrete technology platform and the global leader in unifying concrete production, delivery, and placement into one intelligent system. As the intelligence backbone from plant to pour and beyond, Giatec transforms real-time data into measurable performance, accelerating construction, lowering carbon impact, reducing risk, and ensuring long-term concrete performance at scale. For more information, visit www.giatecscientific.com.

The role

We’re hiring a Manager, Sales to lead our North American SmartRock team, reporting to the Global Director of Sales, SmartRock. You’ll lead a blended team of Business Development Representatives (BDRs), Account Executives, and Enterprise Account Managers who win new clients and grow our existing book of business.

This is a coach-first role. Your job is to make every seller on the team measurably better, every week. It is also a build role: you’ll redesign how the team works by putting AI and automation at the centre of the sales motion, so our people spend more time with customers and less time on admin.

If you’re the leader who listens to call recordings for fun, gets excited when a BDR books their first meeting, and has already automated the parts of your job you used to dread, we want to talk to you.

Location: Hybrid, Ottawa area preferred.

The expected salary range for this role is between $110,000 - $160,000. This role represents an existing vacancy within the organization.

What you’ll do

Coach and develop a high-performing team

• Lead, coach, and develop BDRs, Account Executives, and Enterprise Account Managers across net-new acquisition and book expansion.
• Run a structured coaching rhythm: biweekly 1-on-1s, deal reviews, Gong call reviews, and live call shadowing.
• Build an individual development plan for every rep, with clear skill goals that are tracked and reviewed, not just activity counts.
• Coach BDRs on the fundamentals: research, cold calling, sequencing, objection handling, and qualification.
• Run the BDR-to-AE/Enterprise pairing model so meetings booked turn into qualified pipeline and closed revenue.
• Build a clear career path from BDR to closing roles, and develop the next generation of sales leaders.
• Recruit, onboard, and ramp new hires quickly.
  

Own results

• Own North American team performance against new-client acquisition, book expansion, churn, pipeline coverage, and revenue targets.
• Deliver an accurate weekly forecast using Salesforce pipeline data and Gong deal-risk signals.
• Spot gaps early, diagnose the cause (skill, process, or market), and fix them.
• Partner with the Global Director of Sales on market penetration, customer segmentation, and expansion plays.
  

Apply AI and automation to how we sell

• Lead AI adoption across the team’s daily workflows: account research, call prep, follow-ups, proposals, and account planning.
• Find repetitive work (KPI reporting, CRM updates, meeting prep, 1-on-1 prep) and automate it, in partnership with Revenue Operations.
• Build and maintain a shared library of prompts, playbooks, and templates so best practice scales across the team.
• Use AI as a coaching tool: call analysis, skill-gap spotting, and role-play practice.
• Measure the impact: time saved, activity-to-pipeline conversion, and ramp time.
• Champion responsible AI use, protecting accuracy, customer data, and customer trust.
  

Represent Giatec

• Deliver presentations and product demonstrations to customers and stakeholders.
• Speak at industry events and attend trade shows as needed.
  

What success looks like

In your first 90 days

• You know every rep’s strengths, gaps, and goals, and each has a development plan.
• Your coaching rhythm (1-on-1s, call reviews, pipeline reviews) is running every week.
• At least two manual reporting or prep tasks are automated, giving the team time back.
• You own the weekly forecast for North America.
  

What you bring

Required

• 5+ years of B2B sales experience, with at least 2 years leading a sales team.
• Direct experience managing and coaching both BDRs/SDRs and quota-carrying closers (AEs or Account Managers).
• A proven coaching track record. Be ready to share examples of reps you developed who ramped faster, hit quota, or earned a promotion.
• Hands-on experience using AI tools (such as Claude, ChatGPT, Copilot, or Gong AI) in real sales workflows.
• Experience building automations or workflows that saved your team measurable time (for example: Salesforce reports and flows, Apollo.io sequences, Power Automate, or Zapier).
• Comfort with data: you can read a funnel, find the leak, and build a forecast you’d stand behind.
• Working knowledge of Salesforce, Gong, Apollo.io, LinkedIn Sales Navigator, and Microsoft 365, or similar tools.
• Excellent written and verbal communication in English. Additional languages are an asset.
• Ability to travel within Canada and the USA.
• Bachelor’s degree or equivalent experience.

Nice to have

• Experience selling to concrete producers, contractors, or the broader construction industry.
• Experience in construction tech, IoT, or SaaS sales.
• Training in a sales methodology such as MEDDICC, Challenger, Sandler, or Command of the Message.
• Experience building prompt libraries, AI agents, or AI-assisted coaching programs.

How you work

• You coach more than you tell, and you celebrate your team’s wins before your own.
• You’re candid and caring: honest feedback, delivered with respect.
• You’re curious and always testing a better way to work.
• You thrive in a fast-paced environment where priorities shift and deadlines are real.

What you’ll get

• A welcoming, people-first team built to disrupt the market
• Real room to grow your leadership and AI skills
• Game-changing products that help customers build the infrastructure of the future, around the world
  

Perks and benefits

• Competitive company-paid benefits plan
• Generous professional development budget
• Volunteer and Life Days for better work/life balance
• Your birthday off
• RRSP matching program
  

TO APPLY:

Even if you don’t meet every requirement, we encourage you to apply - we value diverse experiences and would love to learn more about you. Please submit your resume and cover letter outlining your interest in the role. Applications are reviewed by our Talent Acquisition team; due to application volume, response times may vary. We appreciate your interest to be part of Giatec and understanding on this matter.

At Giatec, we believe that a diverse and inclusive workforce is critical to our success. In accordance with the Accessibility for Ontarians with Disabilities Act (AODA), Giatec is committed to providing a barrier-free recruitment process. Accommodations and support are available upon request throughout the hiring process. If you require accommodation, please contact [email protected]. All accommodation-related information will be kept confidential.

AI-enabled tools may be used to support parts of the recruitment and screening process.