Senior Sales Performance & Enablement Coach

Telesat (Nasdaq and TSX: TSAT) is a leading global satellite operator, providing reliable and secure satellite-delivered communications solutions worldwide to broadcast, telecommunications, corporate and government customers for over 55 years.  Backed by a legacy of engineering excellence, reliability and industry-leading customer service, Telesat has grown to be one of the largest and most successful global satellite operators. Telesat Lightspeed, our revolutionary Low Earth Orbit (LEO) satellite network, scheduled to begin service in 2027, will revolutionize global broadband connectivity for enterprise and Government users by delivering a combination of high capacity, security, resiliency and affordability with ultra-low latency and fiber-like speeds. Telesat is headquartered in Ottawa, Canada, and has offices and facilities around the world. The company’s state-of-the-art Satellite fleet consists of 12 GEO satellites, the Canadian payload on ViaSat-1 and one LEO 3 demonstration satellite.  For more information, follow Telesat on X and LinkedIn or visit www.telesat.com The Senior Sales Performance & Enablement Coach is responsible for improving sales effectiveness across the commercial team by providing structured coaching, methodology reinforcement, strategic deal support, and continuous skills development. This role partners closely with Sales Operations, Sales Leadership, Account Executives, and Sales Engineering to strengthen the adoption of the company’s sales methodology, improve opportunity quality, and drive measurable increases in pipeline health and win rates. The coach serves as a strategic advisor to the sales organization—guiding reps through strategic account planning, helping elevate discovery and qualification, strengthening deal strategy, and ensuring consistent execution of best practices. Resource is required to work onsite a minimum of four (4) days per week. The successful candidate must be able to work in Canada and obtain clearance under the Canadian Controlled Goods program (CGP) and Reliability #LI-JB1 At Telesat, we take pride in being an equal opportunity employer that values equality in the workplace.   We are committed to providing the best candidate experience possible including any required accommodations at every stage of our interview process.   All qualified applicants that have been selected for an interview that require accommodations, are advised to inform the Telesat Talent team accordingly.  We will work with you to meet your needs.   All accommodation information provided will be treated as confidential. Key Responsibilities Sales Performance Coaching (50%) Deliver structured 1:1 and group coaching sessions for account executives and business development resources. Provide deal-level coaching to improve qualification, strategy development, stakeholder engagement, and pursuit discipline. Coach sellers on developing strong account plans and territory strategies aligned to the corporate go-to-market plan. Coach sellers on positioning and execution with new opportunities. Support managers with coaching frameworks, best practices, and continuous development programs. Sales Enablement & Capability Development (35%) Deliver and reinforce training on Altify complex sales methodologies Improve team capabilities across opportunity management, account planning, value messaging, and pursuit strategy. Lead or support the creation of enablement materials, guides, templates, tools, and playbooks. Update and maintain enablement programs, onboarding content, and best-practice resources. Conduct field observations to identify capability gaps, training needs, and opportunities for skill development. Sales Process Optimization & Continuous Improvement (15%) Identify friction points in the sales process through coaching sessions, deal reviews, and field feedback. Recommend improvements to workflows, qualification steps, opportunity stages, and methodology integration. Collaborate closely with Sales Operations (tools, process, and data owners) to optimize processes and enhance seller efficiency. Reinforce updated or new processes in coaching sessions and training modules. Support change-management efforts to ensure consistent adoption across the sales team. Required Qualifications 10+ years of experience in Enterprise Sales or Management, preferably in the Telecom space Demonstrated experience with sales methodologies (Altify preferred; MEDDIC, Challenger, SPIN, or others accepted). Prior sales enablement experience is preferred. A coaching certification (PCC, ICF, or equivalent) is considered an asset Strong understanding of Enterprise B2B sales in complex, long-cycle selling environments. Experience coaching sellers on account planning, opportunity strategy, and stakeholder engagement. Experience partnering with cross-functional teams Strong communication, facilitation, and instructional design skills. Key Competencies Inspirational coaching Field credibility with Senior Enterprise sellers Strong business acumen and strategic thinking Change-management mindset Collaboration across regions and functions Continuous improvement orientation Bias toward action and accountability The successful candidate must be able to work in Canada and obtain clearance under the Canadian Controlled Goods program (CGP).

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    {
      "text": "Key Responsibilities",
      "content": "<p><strong>Sales Performance Coaching (50%)</strong></p>\n\n<li>Deliver structured 1:1 and group coaching sessions for account executives and business development resources.</li>\n<li>Provide deal-level coaching to improve qualification, strategy development, stakeholder engagement, and pursuit discipline.</li>\n<li>Coach sellers on developing strong account plans and territory strategies aligned to the corporate go-to-market plan.</li>\n<li>Coach sellers on positioning and execution with new opportunities.</li>\n<li>Support managers with coaching frameworks, best practices, and continuous development programs.</li>\n\n<div>\n<p><strong>Sales Enablement &amp; Capability Development (35%)</strong></p>\n\n<li>Deliver and reinforce training on Altify complex sales methodologies</li>\n<li>Improve team capabilities across opportunity management, account planning, value messaging, and pursuit strategy.</li>\n<li>Lead or support the creation of enablement materials, guides, templates, tools, and playbooks.</li>\n<li>Update and maintain enablement programs, onboarding content, and best-practice resources.</li>\n<li>Conduct field observations to identify capability gaps, training needs, and opportunities for skill development.</li>\n\n<p><strong>Sales Process Optimization &amp; Continuous Improvement (15%)</strong></p>\n\n<li>Identify friction points in the sales process through coaching sessions, deal reviews, and field feedback.</li>\n<li>Recommend improvements to workflows, qualification steps, opportunity stages, and methodology integration.</li>\n<li>Collaborate closely with Sales Operations (tools, process, and data owners) to optimize processes and enhance seller efficiency.</li>\n<li>Reinforce updated or new processes in coaching sessions and training modules.</li>\n<li>Support change-management efforts to ensure consistent adoption across the sales team.</li>\n\n</div>"
    },
    {
      "text": "Required Qualifications",
      "content": "\n<li>10+ years of experience in Enterprise Sales or Management, preferably in the Telecom space</li>\n<li>Demonstrated experience with sales methodologies (Altify preferred; MEDDIC, Challenger, SPIN, or others accepted).</li>\n<li>Prior sales enablement experience is preferred.</li>\n<li>A coaching certification (PCC, ICF, or equivalent) is considered an asset</li>\n<li>Strong understanding of Enterprise B2B sales in complex, long-cycle selling environments.</li>\n<li>Experience coaching sellers on account planning, opportunity strategy, and stakeholder engagement.</li>\n<li>Experience partnering with cross-functional teams</li>\n<li>Strong communication, facilitation, and instructional design skills.</li>\n"
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    {
      "text": "Key Competencies",
      "content": "\n<li>Inspirational coaching</li>\n<li>Field credibility with Senior Enterprise sellers</li>\n<li>Strong business acumen and strategic thinking</li>\n<li>Change-management mindset</li>\n<li>Collaboration across regions and functions</li>\n<li>Continuous improvement orientation</li>\n<li>Bias toward action and accountability</li>\n\n<div>&nbsp;</div>\n<div><strong>The successful candidate must be able to work in Canada and obtain clearance under the Canadian Controlled Goods program (CGP).</strong><br><strong>&nbsp;</strong></div>"
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