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The Head of Sales is a senior leader accountable for delivering predictable, scalable, and sustainable sales growth through disciplined execution, rigorous performance management, and continuous improvement. This role designs and leads a systemdriven sales organization grounded in data, standardized processes, and repeatable execution, while building strong sales leadership capability across the enterprise.

The Head of Sales partners closely with executive leadership, finance, marketing, product, and operations to translate strategy into measurable outcomes and to continuously evolve the sales model as the business scales. The Head of Sales also builds strong relationships with senior sales leaders across other business units to drive referral activity and prevent channel conflict.

Key Responsibilities

Commercial Strategy & Quantitative Performance

• Own business unit sales, sales growth, and sales productivity outcomes, with clear accountability for targets, forecasts, and results.
• Translate business unit strategy into clear sales objectives, operating plans, and measurable performance indicators.
• Establish and manage a robust sales operating rhythm, including forecasting, pipeline reviews, performance cadences, and corrective actions.
• Drive factbased decisionmaking using leading and lagging indicators across funnel health, conversion, velocity, and win rates.

Sales System Design & Continuous Improvement

• Design, implement, and continuously refine a standardized, endtoend sales operating system covering lead management, opportunity progression, deal governance, and postsale handoffs.
• Establish clear sales methodologies, playbooks, and performance standards to ensure consistency, scalability, and repeatability.
• Lead continuous improvement initiatives to increase productivity, improve forecast accuracy, shorten sales cycles, and optimize conversion rates.
• Apply testandlearn approaches, experimentation, and performance diagnostics to evolve sales motions, coverage models, and incentives.

Sales Leadership & Coaching at Scale

• Build, lead, and develop a highperforming divisional sales leadership team with strong coaching, analytical, and execution capabilities.
• Shift sales management from activity oversight to capabilitybased coaching, using data to diagnose performance gaps and drive improvement.
• Establish clear expectations, accountability, and consequences tied to performance outcomes and behaviors.
• Recruit, develop, and retain top sales talent with a strong focus on readiness, succession, and bench strength.

• Foster a performance culture rooted in transparency, learning, discipline, and continuous improvement.

Execution, Governance & Enablement

• Own sales governance, including deal inspection, pipeline hygiene, forecasting discipline, and risk management.
• Leverage CRM, analytics, and sales enablement tools to drive visibility, productivity, and consistent execution.

• Ensure sales processes, controls, and behaviors align with regulatory, risk, and compliance requirements.
• Direct Practice Management to ensure training, onboarding, and tools are directly tied to performance outcomes.
• Partner with Compliance and Risk functions to support audits, reviews, and remediation efforts.

CrossFunctional Alignment & Transformation

• Partner with Marketing to align demand generation, funnel performance, and conversion economics, and marketing promotion support for sales.
• Collaborate with Product and Operations to ensure sales execution aligns with product strategy and share back on-the-ground feedback.
• Act as a change leader during growth, transformation, and model evolution, ensuring adoption of new processes and ways of working.
• Represent the sales function at the executive level, contributing to enterprise planning, prioritization, and transformation initiatives.

Customer & Market Impact

• Maintain seniorlevel engagement with strategic clients and partners to inform strategy and improve outcomes.
• Lean in directly on complex or highimpact commercial decisions and negotiations.
• Use customer insights and market data to continuously refine value propositions and sales motions.

Enterprise Sales Partnerships & Referral Growth

• Build strong, trustbased relationships with senior sales leaders across other business units to unlock cross-enterprise growth opportunities.
• Establish clear referral models, operating agreements, and mutual accountability for crossbusiness pipeline generation and conversion.
• Partner with peer leaders to align incentives, coverage models, and sales motions that encourage collaboration rather than channel conflict.
• Use data and shared performance metrics to track referral activity, conversion rates, and incremental revenue contribution.
• Act as an enterprise advocate for integrated client coverage and coordinated gotomarket execution.

• Consistent achievement of sales, productivity, and activity targets
• Forecast accuracy and pipeline quality over time
• Sales leader and seller capability uplift
• Adoption and effectiveness of standardized sales processes
• Employee engagement, retention, and succession readiness

• Bachelors degree in Business, Economics, Engineering, or a related field; MBA or equivalent is an asset.
• Extensive experience leading nationally-distributed, complex sales organizations that consist of sales leaders and individual contributors with accountability for material revenue outcomes.
• Enterprise collaborator with strong relationshipbuilding skills
• Proven track record of building and transforming scalable sales systems and improving performance through data, process, and coaching.
• Deep familiarity and comfort with analytics, and performance management frameworks.
• Individual will need to work towards appropriate regulatory licensing.

Skills & Competencies

• Strong quantitative and analytical orientation - Expert
• Systems thinker with the ability to translate strategy into execution - Expert
• Proven coach of sales leaders, not just individual contributors - Expert
• Change leadership and transformation capability - Expert
• High accountability mindset with strong governance discipline - Expert
• Clear, compelling communicator with executive presence - Expert

The above represents BMO Financial Groups pay range and type.

Salaries will vary based on factors such as location, skills, experience, education, and qualifications for the role, and may include a commission structure. Salaries for part-time roles will be pro-rated based on number of hours regularly worked. For commission roles, the salary listed above represents BMO Financial Groups expected target for the first year in this position.

BMO Financial Groups total compensation package will vary based on the pay type of the position and may include performance-based incentives, discretionary bonuses, as well as other perks and rewards. BMO also offers health insurance, tuition reimbursement, accident and life insurance, and retirement savings plans. To view more details of our benefits, please visit: