Overview
Director of Enterprise Sales Jobs in Canada at Pani
Title: Director of Enterprise Sales
Company: Pani
Location: Canada
The Role
We are hiring a Director of Enterprise Sales to drive net-new logo acquisition and revenue growth within utilities, desalination, industrial water and wastewater treatment. This is a hands-on, quota-carrying sales role with small team management of 1-2 AE. The successful candidate will focus on hunting, opening, and closing new enterprise accounts. The role is approximately 80% direct sales and revenue generation, with 20% team management, ideal for an ambitious mid-career seller ready to build the enterprise sales function and grow with it.
Location is flexible – clients in North America – with 10–25% travel for client visits and conferences, and ICP is private plant owners & operators, contract operators, PE-backed water platforms, and large industrial asset owners.
Required Experience
- Tenure: 5-10 years in B2B enterprise sales, with at least 3 years selling enterprise software (with below profile) or technology into industrial, operational, or asset-heavy environments.
- Deal Profile: Proven track record closing net-new logos at $40K-$250K+ landing ACV for pure enterprise software (not hardware, sensors, or instrumentation packages), through consultative, multi-stakeholder sales cycles. Experience with land-and-expand or pilot-to-enterprise progression.
- Industry: Direct experience selling into industrial customers or large asset owners – water/wastewater utilities, desalination, O&G midstream, process manufacturing, or infrastructure operators. Alternatively, experience with IoT, analytics, or operational intelligence platforms sold into similar environments.
- Technical Credibility: Engineering degree is a plus but not required. What matters is enough technical depth to credibly discuss plant operations, SCADA/PLC data, process optimization, and operational efficiency with engineering-led buyers. A background in water treatment, wastewater, membrane technology, or related disciplines is a strong plus; otherwise, the ability to rapidly learn complex technical domains is essential.
- Stakeholder Range: Able to engage effectively across the full buyer spectrum- from on-the-ground plant managers and operators to C-suite executives (COO, VP Operations, GM). Comfortable shifting between operational detail and strategic ROI conversations.
- Pipeline Generation: Self-starter who builds their own pipeline through targeted outbound, conference networking, and referral development. While there will be some support on generating pipeline from the internal top-funnel team, this is not a completely inbound-fed role.
- Demand Creation: Experience creating demand, not just capturing it: you've sold a product the customer (who has valid pain – latent or otherwise) but unaware of the solution or wasn't actively shopping for, used discovery to reframe their status quo and quantify the cost of inaction, and built urgency to move deals forward without waiting for an RFP or budget cycle.
- OT Familiarity: Familiarity with the OT stack at industrial facilities: SCADA/HMI, DCS, historians, LIMS, CMMS, and field instrumentation (analyzers, transmitters, flow meters). You understand how data flows from sensors to control rooms to dashboards, how operations teams use these tools, enough to talk credibly with technical buyers and understand opportunities for positioning Operations Intelligence (AI).
- Startup / Scale-Up: Experience at an early-stage or growth-stage company where you built pipeline and closed deals without an established brand, SDR team, or marketing engine.
Key Responsibilities
- Own the full sales cycle for new customer acquisition, from prospecting to close
- Sell an enterprise-grade industrial software platform into complex operational environments
- Engage and influence technical and commercial decision-makers: Plant Managers, Contract Operators, VP Operations, COOs, Procurement, and PE portfolio operations teams
- Develop and maintain a strong pipeline of qualified opportunities; clearly articulate technical value, ROI, and operational impact to engineering-led buyers
- Represent the company at industry events, conferences, and select client visits
- Steering the team, helping to ensure process and data hygiene.
Additional Assets (Not Required)
- Existing network or relationships within the water/wastewater treatment industry, contract operators, or PE-backed infrastructure platforms.
- Experience selling into private equity-backed operators where operational improvement mandates drive technology adoption across portfolio companies.
- Direct experience with desalination (SWRO/BWRO), municipal wastewater, or industrial water reuse operations.
- Experience leveraging OEM, integrator, or contract operator partnerships to source and accelerate deals.
