About LabX Media Group
LabX Media Group is a leading B2B science media company delivering award-winning editorial content, essential industry news, analysis, and insights for the scientific research and life science communities. Founded in 1995 and headquartered in Midland, Ontario, Canada, we employ over 200 staff across Canada, the United States, and the United Kingdom.
Our Mission: To share the wonder and relevance of science with a global audience, empowering our customers to advance their research through trusted, timely, and deep intelligence.
Our Culture: We foster an inclusive, collaborative environment where professional growth, work-life balance, and accessibility are core values. We're a "work hard, play hard" organization that invests in our people, embraces continuous learning, and actively promotes positive change within the STEM community and beyond.
Role Overview
The Sales Manager is accountable for delivering revenue performance while advancing the broader commercial objectives of the brand. This role provides leadership, direction, and operational rigor to the sales function, ensuring the team is aligned, enabled, and performing against agreed targets.
This is a player–coach role: the Sales Manager leads and develops the sales team while also maintaining a personal book of business and actively engaging with key accounts.
Core Objectives
- Achieve and exceed annual revenue targets and year-over-year growth
- Build and sustain a high-performing, engaged sales team
- Ensure forecast accuracy, pipeline health, and disciplined sales execution
- Partner cross-functionally to strengthen product offerings, go-to-market strategy, and client outcomes
- Drive continuous improvement in sales processes, tools, and ways of working
Leadership & People Management
- Lead, mentor, and manage a team of Account Managers
- Set clear performance expectations, provide regular coaching, and conduct performance reviews
- Foster a culture of accountability, collaboration, and professional development
- Recruit, onboard, and train new sales team members as required
- Support workforce planning and succession planning within the sales function
Revenue Ownership & Sales Execution
- Own overall sales performance against monthly, quarterly, and annual targets
- Personally manage a defined sales territory with a minimum annual revenue expectation (to be discussed)
- Commit a minimum of 20 hours per week to direct selling activity, including prospecting, client meetings, and deal closure
- Provide real-time deal support and coaching to Account Managers to accelerate pipeline progression and close rates
- Ensure fair distribution, follow-up, and conversion of inbound leads
Forecasting, Reporting & Analytics
- Prepare and maintain accurate monthly and quarterly sales forecasts; update mid-month where required
- Complete and maintain internal revenue trackers and reporting tools
- Monitor performance versus targets and proactively identify risks and opportunities
- Develop and track KPIs related to revenue, pipeline health, client retention, and sales activity
- Deliver regular reporting and insights to senior leadership
Sales Operations & Process Excellence
- Ensure consistent use of CRM and adherence to sales SOPs and best practices
- Review CRM activity weekly and address gaps in data quality or execution
- Host structured, effective weekly sales meetings focused on performance, pipeline, and skill development
- Identify and implement continuous improvements to sales workflows, processes, and tools
- Review and optimize account and territory assignments across the team
Strategy, Products & Cross-Functional Collaboration
- Collaborate with leadership to develop and execute a sales strategy aligned to business objectives
- Work with Marketing, Creative, Development, and Client Services teams to enhance brand positioning and advertiser value
- Support the development and evolution of sales collateral, media kits, and go-to-market materials
- Partner with Client Services and Product teams to track client demand, identify product gaps, and inform new product development
- Work with GSD to review and set pricing annually
Trade Shows, Travel & Key Accounts
- Develop and oversee strategy and planning for major trade shows, including post-event performance reviews
- Travel with the sales team for key account meetings and industry events as required
- Maintain senior-level relationships with strategic clients and partners
Measures of Success
- Success in this role will be evaluated based on:
- Achievement of top-line revenue targets and year-over-year growth
- Forecast accuracy and overall pipeline health
- New business acquisition and client retention rates
- Sales team performance, engagement, and retention
- Adoption and consistency of sales processes, tools, and best practices
- Quality of cross-functional collaboration and contribution to broader business objectives
Required Qualifications
- 7+ years of B2B sales, ideally in a technology or data-oriented industry
- Strong technical proficiency in MS Office suite, CRM, ERP, and other software’s
- Exceptional communication skills
- Highly motivated, driven, and experienced working in a results-oriented environment
This position is remotely based and is open to all eligible Canadian candidates. Preference may be given to candidates in the Eastern time zone.
This job posting is for a current vacancy.
LabX Media Group is an enthusiastic equal-opportunity employer. We celebrate multiple approaches and points of view. Diversity drives innovation: so, we foster a culture where difference is valued. We are committed to diversity, equity, and inclusion and welcome applications from everyone!
Reasonable accommodation is available for qualified individuals with disabilities, upon request when contacted for an interview. We thank all candidates for applying. Only those candidates selected for an interview will be contacted.
Please note that our hiring process does not involve the use of artificial intelligence (AI) for screening applications, interviewing candidates, or making hiring decisions. All evaluations and decisions are made by our dedicated human resources team and hiring managers.
