Sales Director, GOC

Enterprise AI is moving from pilots to production, and the constraint is no longer the model — it's the data. Agents are only as good as what they can sense, trust, and act on in the moment, and real-time, event-driven data is becoming the foundation every serious AI system runs on.  

Solace is the leading platform for the enterprise AI era. Established enterprises worldwide — including RBC Capital Markets, Bosch, Heineken, PSA Singapore, United Airlines, Schwarz Group, and hundreds more — have built their business around Solace to enable intelligent, real-time experiences, modernize their application and integration landscape, and create seamless digital journeys for their customers, partners, and employees. 

So, the next time you drive a car, order furniture online, fly in a plane, check your bank balance on your phone, your positive experience could be a direct result of our technology—and your hard work! 

Overview

This is an Ottawa-based position, ideal for a senior sales professional with deep experience navigating complex, consultative enterprise sales cycles — including selling into the Canadian Federal Government.

In this role, you will be responsible for identifying and securing new enterprise opportunities, expanding relationships within existing customers, and positioning Solace as a critical enabler of both traditional event‑driven architecture (EDA) and next‑generation, AI‑driven initiatives. A significant focus of this role includes driving growth within Canadian federal departments and agencies, leveraging established relationships and a strong understanding of public‑sector procurement and decision‑making.

As organizations — including government institutions — accelerate their adoption of artificial intelligence, real‑time data movement has become a foundational requirement. Solace plays a key role in helping enterprises and federal government organizations modernize their integration strategies to support AI workloads by ensuring data is delivered securely, efficiently, and in real time across distributed systems.

You will work closely with technical stakeholders, procurement teams, and executive decision‑makers to demonstrate how Solace’s platform can serve as the backbone for modern, AI‑ready, and mission‑critical infrastructure — including highly regulated public‑sector environments.

In This Role, You Will

• Be responsible for establishing, cultivating, and expanding Solace’s relationships with clients, including key stakeholders within the Canadian Federal Government.
• Identify and secure new business opportunities with both new clients and existing customers, leading the sales process end‑to‑end, from initial engagement through negotiation and close.
• Develop and execute territory and account plans that address short‑term results and long‑term strategic growth, including pipeline development, revenue attainment, profit margin, customer wallet share, and client satisfaction.
• Drive sales within complex public‑sector and enterprise environments, navigating multi‑stakeholder buying groups, long sales cycles, and formal procurement processes.
• Leverage established relationships within the Government of Canada (e.g., departmental executives, IT leadership, security leaders, and procurement stakeholders) to influence opportunities and advance deals.
• Act as a “hunter” and self‑starter who operates independently, while also being a strong team player capable of collaborating closely with pre‑sales engineers, partners, and internal stakeholders.
• Ultimately, be accountable for winning new business, negotiating complex agreements, and building durable, long‑term client relationships at both the working and executive levels.

What You’ll Bring to the Role

• Proven success selling technology solutions into the Canadian Federal Government, with a demonstrated track record of closing complex, high‑value deals.
• Established relationships across Canadian federal departments and agencies, with the ability to engage credibly at the executive, technical, and procurement levels.
• Strong consultative selling skills and the ability to align complex technical solutions to business and mission‑critical outcomes.
• Proven ability to build and maintain strong executive relationships.
• Demonstrated experience closing large, complex enterprise and public‑sector deals with multiple stakeholders.
• Track record of selling middleware products, platforms, solutions, and services.
• Exceptional interpersonal and communication skills, with the ability to connect effectively with both technical and non‑technical audiences.
• Ability to assemble, lead, and coordinate internal teams through complex negotiations and sales cycles.
• Bachelor’s degree or equivalent experience.
• 5+ years of experience managing enterprise IT client relationships, including public‑sector and/or regulated environments.
• Proven track record of consistent sales success within enterprise or public‑sector technology organizations.
• Familiarity with MEDDIC / MEDDPICC sales methodologies.
• Willingness to travel up to 30% of the time (approximately 2–3 days per week), including travel to government and enterprise customer sites.
• Ability to work in Canada without requiring sponsorship.

Why You’ll Love Working at Solace

At Solace, we’re all about smart people, meaningful work, and good vibes.

• Work with brilliance – Our team is packed with some of the sharpest minds in the industry.
• Balance matters – We believe work should fit into your life, not the other way around.
• Hybrid-first – Flexibility is built into how we work, so everyone feels included and empowered.
• Values-driven – We live and breathe our core values: craftsmanship, trust, courage, freedom, momentum, humility, and human experience.
• Growth mindset – Our training programs are designed to help you level up, fast.
• Customer Obsessed – We’re proud of our world-class customer lineup (we’re not shy about it).
• Keep it fun – We’re social, we keep things simple, and we know how to have a good time.
• Creative culture – We’ve got a great sense of humour and we make cool videos on topics like MITT and this (check them out!).

Role Status: NEW

At Solace, we are committed to a fair, inclusive, and transparent recruitment process.
To help identify candidates whose qualifications best align with the role, we use artificial intelligence (AI) tools during the initial stage of resume screening. These tools compare submitted resumes to the job description, focusing on education, experience, and skills.

Importantly, all decisions beyond this initial screening—including interviews and final hiring—are made by our human recruitment team. AI is never used to make final hiring decisions.

Let’s Talk

Not sure you meet every requirement? That’s okay — we’re more interested in your potential and passion. If this role excites you, we’d love to hear from you.

Need accommodations during the hiring process? Just let us know — we’re here to support you.

Thanks to everyone who applies! While we wish we could connect with every candidate, only those selected to move forward will be contacted.

At Solace, we believe that diversity and inclusion drive innovation and growth, both in business and in life. We strive to create an enriching and safe workplace where you can be who you are. If you want to do the best work of your career and feel supported every step of the way, we encourage you to join us!