iWave Information Systems is a dynamic, ever-changing company, striving to be two steps ahead of the rest.
To keep our business humming, we are constantly looking for talented professionals of all skill levels and experience. If we sound like the right company for you – and you’d like to be a part of our team – please email a resume with cover letter to jobs@iwave.com.
The Company:
Since 1991, iWave Information Systems (iWave) has been developing software solutions to help nonprofit organizations find charitable donors and raise more major gifts, faster. With clients worldwide, including Stanford, Duke University, Doctors without Borders, United Way, and the Queen Elizabeth Hospital Foundation, iWave continues to grow through the development of innovative and leading edge information systems. Headquartered in Canada, we are currently looking to add the following talents to our Charlottetown team.
VP Sales
As VP Sales, you will coach and lead a team of SaaS based Account Executives and Sales Development Representatives to assist them in meeting the new business acquisition objectives, as a team and individually. We are looking for someone who has a proven track record in a high velocity sales pipeline and demonstrates strategic leadership, as well as, tactical hands on coaching and mentoring to build and maintain a high performance sales team that will consistently achieve and exceed assigned targets. Additionally, the Senior Sales leader will oversee sales operations, processes and infrastructure. As a member of the Executive leadership team, this role will report directly to the CEO.
Responsibilities
- Strategy: Develop and execute a winning new business acquisition strategy. Determine Team level and rep level Key Performance Indicators (KPIs). Architect and execute overall pricing and selling strategies, sales models, territory models, specialization/vertical models and sales processes.
- Execution: Aggressively grow client base and beat revenue targets. Effectively manage department budgets/forecasts/metrics; raise team competence and execution. Develop and manage key sales infrastructure, including implementing efficient processes, sales forecasting, and staff training. Oversee and drive end-to-end adoption of sales technology (Salesforce CRM) systems. Proactively identify, engage, and close new enterprise accounts.
- Sales Leadership: Provide leadership and direction for the sales teams, including new business & strategic accounts. Recruit, train, motivate, and mentor the sales team instilling a high-performance ethic. Improve overall team productivity by raising individual sales activity and team effectiveness. Engage directly with each Sales resource to coach and mentor to high performance status.
- Selling: Assist with sales negotiations, craft sales positioning and presentation/demo approach, assist with proposals; be a closer. Develop and oversee sales training programs. Partner with marketing and channel partners to develop lead generation and effective sales programs and collateral.
- Executive Leadership: Engage and collaborate with internal stakeholders in developing iWave’s business growth strategy and in making key decisions and driving initiatives. Create and perform compelling and informative presentations to senior management.
- Communications : Evangelize the company value proposition and mission. Develop open communications with management team. Foster open and direct communications with staff.
- Results: Exceed revenue forecasts. Create and sustain stable and highly energized sales organization. Develop robust and dependable revenue forecasting methodologies.
Additional Specific Responsibilities
- Proactive management with proactive action plans to achieve sales team quota and objectives.
- Analyze trending and performance reports and make adjustments as necessary.
- Forward planning for pipeline volumes to achieve win results and pipeline management of conversion rates through the various stages of the sales process.
- Ongoing assessment of individual Sales Team members skills and capabilities, and develop training, additional tools to enhance skills when required.
- Timely, proactive reporting within iWave’s leadership team on all client matters including strategy, planning, allocation of resources, budget, timelines, expectations, performance trending, etc.
Must-Have Skills:
- Bachelor’s Degree or equivalent experience; MBA a plus.
- 6+ years of experience leading a High Velocity sales organization within the SaaS industry with a focus on sales leadership, strategic sales management and tactical engagement with individual Sales resources. *Experience in the SaaS Industry is a MUST*
- Entrepreneurial spirit with the ability to work in a dynamic organization.
- Proven track record of building exceptional teams and over-achieving revenue goals.
- High-energy individual with demonstrated executive and sales leadership: people development, client development, organizational excellence, exceptional sales management, sales operations, sales pipeline analysis & management and executive leadership skills.
- Proven capabilities and desire to build and lead teams, close deals, ramp revenue, build consensus, resolve conflict, strategize on strategic accounts, build high-performing teams, solve tough business problems, leverage limited resources, roll-up sleeves and aggressively drive revenue.
- Proven ability and experience in leading, coaching and managing a distributed Sales Team (on premise and remote from home).
- Strong empathy for clients AND passion for revenue and growth
- Deep understanding of value drivers in recurring revenue business models
- Willingness to travel, as required
- Driven, self-motivated with strategic vision.
- Excellent written and verbal communication and presentation skills.
- Highly professional persona and polished demeanour.
- Ability to positively blend into existing culture of iWave, which is founded on trust, integrity, respect, fairness and fun.
Please send your resume and cover letter to gerry.lawless@iwave.com.
VP Channel Partners
Position Summary
iWave is looking for an experienced executive-level, hands-on, sales-oriented, driven and organized Channel Partners leader with exceptional relationship-building skills to develop and execute our partner strategy. This person will be responsible for recruiting, developing, and nurturing iWave partners across North America. This is a tremendous area of opportunity for iWave and requires a proven, experienced, senior-level business leader who can establish professional arrangements and alliances with the C-level of Channel organizations. This new position will report to the CEO.
Responsibilities
1. Drive Channel Strategy Across Company
- In conjunction with iWave executive management, create and implement a channel program that supports and aligns to the goals and strategy of the company.
- Oversee, lead and manage all channel sales initiatives, which will be broken down into two groups: those channels that are providing “warm referrals or leads” only, and those that bundle the iWave platform into their respective selling solutions.
- Collaborate with Marketing to drive the creation and utilization of sales collateral, as well as demand generation programs and campaigns that drive partner revenue and lead generation.
2. Build New Relationships and Position Partners for Success
- Recruit new partners.
- Expand relationships and enable our existing partners by developing go-to-market strategies that are executed in the field.
- Expand sales to existing partners by identifying new customer requirements and supporting new sales efforts.
- Drive and support partner sales opportunities as needed, in both pre-sales and post-sales activities to ensure the success of each partner and client.
- Develop and manage sales enablement and training plans to ensure partners are best equipped to position iWave solution and compete effectively to meet revenue objectives. Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflicts.
- Manage channel/sales conflict.
- Develop partner business plans and program objectives to support Revenue and Qualified Lead commitments.
3. Manage and Measure Effectiveness
- Achieve and exceed assigned performance targets, including targets for recruitment of new channel partners.
- Set and secure revenue commitments from the portfolio of partners and accurately forecast each channel partner’s contribution on a monthly, quarterly and yearly basis.
- Manage and track channel pipeline and assist selected channels (ie. Salesforce) in closing deals with specific agreed upon revenue targets.
- Conduct quarterly business reviews, measuring partner performance against pre-established business metrics.
Must-Have Skills:
- 10+ years of senior sales experience through direct and indirect channels.
- Senior-level SaaS/Software sales experience would be considered an asset.
- Experience working with partners, channel, and integrators to build strategic programs that drive demand and sales.
- Demonstrated track record of successful quota attainment in a commissioned sales role.
- Experience working in a high-velocity sales environment supporting rapid growth
- Ability to establish excellent relationships with C-level executives at partner channel organizations.
- Ability to represent the iWave brand and establish stable, long-term professional relationships with channel organizations.
- Understanding of value drivers in recurring revenue business models.
- Ability to work independently and in a team environment.
- Proven analytical and process-oriented approach, skillset and mindset.
- Demonstrated desire for continuous learning and improvement.
- Enthusiastic, creative and passionate leader with the ability to inspire and motivate others.
- Excellent communication and presentation skills.
Please send your resume and cover letter to gerry.lawless@iwave.com.
Director of Client Success
Position Summary
Given iWave’s business model, in which our valued clients pay annual subscriptions for our platform, data and services and must unlock the full value of our solution within that time period, Client Success is absolutely vital to our long-term vision. We will not be successful unless our clients are realizing massive value from our fundraising intelligence service. As such, we need a senior executive to drive success for our clients. This role includes responsibilities for client success activities (such as onboarding, training, support, adoption and advocacy) and outcomes (such as renewals/retention and upgrades).
Responsibilities
1. Drive Client Success Outcomes
- Increase renewal rates and reduce churn
- Influence client lifetime value through higher product adoption, customer satisfaction and overall health scores
- Drive higher levels of product engagement and utilization
- Increase ACV per account through trusted advisor status
- Increase NPS quarter-over-quarter and year-over-year
- Drive new business growth through greater advocacy and reference-ability
2. Manage Client Success Activities
- Onboarding
- Training
- Client support
- Client success management
- Renewals
- Advocacy
3. Measure Effectiveness of Client Success
- Define operational metrics for team
- Establish system for tracking metrics
- Create cadence for review within team
- Expose subset of metrics to executive team, company and board
4. Build and Lead World-Class, High-Performance Client Success Team
- Design client success best practices and engagement/communications plan
- Attract high-potential individual contributors into team
- Create rapid onboarding process for new team members
- Foster collaboration within team and across client lifecycle
- Coach, mentor and train individual Team members to a high-performance level
5. Inspire Client Success Across Company
- With CEO, instill client success into company-wide culture
- Align with Marketing, Product & Sales
- Drive company-wide definition of ideal client
- Create company-wide client feedback loop
Must-Have Skills:
- 5+ years experience in leading client-facing functions and teams/organizations
- Experience in a SaaS/Software business would be considered an asset.
- Ideally, a combined background of post-sale Customer Experience, Account Management and Sales experience
- Strong empathy for clients AND passion for driving revenue and growth
- Deep understanding of value drivers in recurring revenue business models
- Experience working in a high-velocity sales environment supporting rapid growth
- Proven analytical and process-oriented approach, skillset and mindset
- Demonstrated desire for continuous learning and improvement
- Enthusiastic, creative and passionate leader with the ability to inspire and motivate others
- Proven track record in building and leading high=performance teams
- Excellent communication and presentation skills
Please send your resume and cover letter to gerry.lawless@iwave.com.
Chief Financial Officer
Position Summary
The Chief Financial Officer (CFO) will have full accountability, leadership and management of iWave’s financial function, including all accounting practices and policies, financial and management reporting, capital planning and budgeting, internal controls, credit, treasury and finance activities, tax planning and compliance, payroll, client billing and collections, and overall financial strategy. The successful candidate will report directly to the CEO, be a member of the senior leadership team and contribute to the overall business planning, strategy and execution of the organization.
Responsibilities
Strategy, Vision and Leadership
- Contribute to the development of iWave’s strategic goals and objectives, as well as, the overall management and leadership of the organization.
- Develop and refine tools and systems to provide critical financial and operational information to the CEO and Executive Director and make actionable recommendations on both strategy and operations.
- As a true business partner to the CEO and Executive Director, assess organizational performance against both the annual budget and company’s long-term strategy.
- Engage the Board around issues, trends, and changes in the operating model
- Assist in establishing yearly objectives and meeting agendas, and selecting and engaging outside consultants (auditors, etc.).
- Oversee long-term budgetary planning and cost management in alignment with growth and strategic plan by working with functional leaders to develop short and long-term business plans
Team Development/Leadership
- Oversee, direct, and organize the work of the finance team.
- Promote a culture of high performance and continuous improvement that values learning and a commitment to quality.
- Ensure staff members receive timely and appropriate training and development.
- Establish and monitor staff performance and development goals, assign accountabilities, set objectives, establish priorities, conduct annual performance appraisals, and administer salary adjustments.
- Mentor and develop staff using a supportive and collaborative approach: assign accountabilities; set objectives; establish priorities; and monitor and evaluate results.
Financial Planning and Analysis
- Prepare and maintain regular financial planning reports; Monthly profit and loss forecast (vs. budget)
- Assume primary responsibility for complete analysis of financial results; Develop recommendations (strategic and tactical).
- Develop and execute analyses of various business initiatives (e.g., opening new operations, asset acquisition, new service launches).
- Oversee financing strategies and activities, as well as banking relationships.
- Assist in development of financial planning and analysis exercises/reports.
- Manage current and future lender relationships.
Policy and Reporting
- Coordinate the development and monitoring of budgets.
- Develop financial business plans and forecasts.
- Report results to investors monthly and to the board quarterly
- Participate in corporate policy development as a member of the senior management team.
- Represent the company to financial partners, including financial institutions, investors, auditors.
- Remain up to date on audit best practices and tax law
- Prepare financial analysis for contract negotiations and investment decisions.
- Ensure compliance with Lender Reporting, Credit Agreements and associated covenants.
- Develop and implement short- and long-range Finance function goals, objectives, policies, and operating procedures.
Accounting and Administration
- Oversee the accounting department to ensure proper maintenance of all accounting systems and function.
- Ensure maintenance of appropriate internal controls and financial procedures.
- Ensure timeliness, accuracy, and usefulness of financial and management reporting and oversee the preparation and communication of monthly and annual financial statements.
- Coordinate audits and proper filing of tax returns.
- Ensure legal and regulatory compliance regarding all financial functions.
Accounting Activities
- Oversee expeditious preparation of month-end, quarter-end and year-end financial statements
- Review all month-end closing activities including general ledger maintenance, balance sheet reconciliations and corporate/overhead cost allocation
- Enhance and implement financial and accounting systems, processes, tools and control systems.
- Serve as final point of escalation for Accounts Receivable/Accounts Payable issues
- Serve as a key point of contact for external auditors; Manage preparation and support of all external audits.
Cash Management
- Oversee cash flow planning and ensure availability of funds as needed.
- Oversee weekly cash management; Approve weekly payables; Execute check signing
- Oversee investment and asset management.
- Oversee AR management and provide support to collections activities
Insurance/Real Estate/Legal Affairs/M&A
- Manage the company’s insurance programs
- Manage the company’s real estate affairs consisting of leases and/or sub-leases with various landlords; Negotiate new leases or lease renewals; Coordinate with real estate counsel
- Manage the company’s legal affairs in the areas of 3rd Party agreements, Human Resource matters, and general corporate governance.
- Facilitate and manage a due diligence process for acquisition opportunities.
Knowledge and Skill Requirements
- Business or Accounting degree mandatory, a master’s in business administration is preferred.
- CPA, CA preferred.
- Minimum 5 years experience in a senior management role ideally with both external audit and in-house financial management
- Knowledge of finance, accounting, budgeting, and cost control principles including Generally Accepted Accounting Principles.
- Knowledge of automated financial and accounting reporting systems.
- Knowledge of local, provincial and federal financial regulations.
- Ability to analyze financial data and prepare financial reports, statements and projections.
- Working knowledge of short and long-term budgeting and forecasting, rolling budgets, and product-line profitability analysis.
- Strong business partner with a deep financial background and a history of helping companies grow rapidly and sustainably in changing markets.
- Multi-year experience in a rapidly growing software and/or data and analytics oriented industry with revenue of more than $30mm and a keen focus on EBITDA growth.
- Ability to partner with company and client executives and senior operating management in development and execution of business strategies.
- Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects.
- Experience with private equity groups and successful M&A transactions is preferred.
- Exceptional written, oral, interpersonal, and presentation skills and the ability to effectively
- Interface with senior management, board of directors, and staff.
Please send your resume and cover letter to gerry.lawless@iwave.com.
Client Support Specialist
Position Summary
You will be challenged on a daily basis to understand our clients’ use cases and provide the best solutions – the learning will never stop! The Customer Support Specialist owns the operational relationship for our customers and serves as the interface between the customer and iWave to deliver superior customer satisfaction.
Responsibilities
- Provide Level 1 technical support for iWave products via tickets, phone and chat.
- Analyze, track and resolve customer questions in a prompt manner to ensure the highest level of client satisfaction
- Apply analytical skills and technical knowledge to solve product problems ranging from simple to complex
- Prioritize issues based on severity and customer impact
- Handle sensitive escalation issues and conflicting/competing priorities
- Maintain product knowledge of new functionality and compliance changes
- Participate in coverage plan, including on-call and holiday coverage
Essential Skills and Qualifications
- A minimum of 2 – 5 years of proven success in application support and customer service (experience with SaaS would be awesome!)
- Excellent customer service skills – the ability to be empathetic, accurate, compassionate, responsive, resourceful, and conscientious
- Excellent organizational, written and oral communication skills
- Ability to convey software jargon in a wide-array of syntax for the targeted audience with different technical abilities
- Ability to empower end-users to support themselves using our knowledge base
- Excellent analytical, problem solving and multitasking skills
- Ability to generate a sense of urgency and rally appropriate teams
- Use your energy, drive, adaptability and enthusiasm to perpetrate the positive vibes throughout the company and drive changes
- Location: Canada
Senior Sales Development Specialist
Position Summary:
Reporting to VP of Sales, the SDR would work with our current group of Account Executives (AE) in developing our pool of sales leads. Activities include generating outbound leads using both phone and email, supporting sales efforts and campaigns, maintenance of our CRM and other related tasks. In this position you will also assist with product inquiries, industry research and following through with lead requests. Throughout the lead qualification process, you will learn to identify the specific needs of prospects, and how iWave’s products/solutions meet those needs.
Responsibilities:
- Generate outbound leads using input from AE’s, marketing campaigns, targeted lists of prospects and existing CRM accounts
- Manage outbound leads generated using the in-house CRM
- Ensure a smooth hand-off of leads to the AE team
- When appropriate, book online demonstrations with prospects
- Participation and support in marketing programs and events
- Participation in sales strategy sessions
Essential Skills and Qualifications:
- Comfortable in a fast paced, results-oriented environment
- Exceptional interpersonal skills and ability to develop strong working relationships inside and outside of iWave
- Creative, resourceful, detail-oriented, highly organized
- Bachelor’s degree or diploma in business, marketing or a related field
- Prior work experience in sales or marketing
- Ability to work with minimal supervision and be a self-starter
Data Support Specialist
Position Summary:
The candidate will provide expertise in data support. This position is critical to helping iWave maintain and improve its data operations. The candidate will support the data architect, developers, and system administrators.
Responsibilities:
The Data Support Specialist is responsible for the following:
- Process large volumes of data through Extraction, Transformation and Loading (ETL).
- Assist with writing and maintain scripts and processes to extract, transform, and load data into databases.
- Assist in product improvements by improving the quality of the data, resolving bugs, and making data more accessible.
- Maintain database performance by identifying and resolving problems.
- Assist with evaluation and implementation of new datasets. Include creating and maintaining data models for all databases.
- Support iWave IT staff with data technology changes, updates and issues.
- Other duties as required.
Essential Skills and Qualifications:
- College diploma or University degree related to Information Technology.
- Understanding of MYSQL and Linux.
- Strong knowledge of programming, writing SQL queries, and logical database design and implementation.
- Exceptional problem solving and trouble shooting skills.
- Extensive experience in all areas is not required, but a passion and self motivation to learn new skills and technologies and the ability to adapt to a fast-paced and changing environment is mandatory.
Systems Support Specialist
Position Summary:
The candidate will provide expertise in systems administration and IT support to staff. This position is critical to helping iWave maintain and improve its operations. The candidate will support all iWave staff with operations and projects.
Responsibilities:
The Systems Support Specialist is responsible for the following:
- Administer and support a growing list of business and IT applications, systems and hardware including GSuite, Salesforce, Chargify, Hubspot, Jira, DNSMadeEasy, Desk, Sage Accounting, AWS, WordPress, Windows Servers, Linux, NAS, desktops, printers, phone systems, etc.
- Assist with company security by ensuring critical business data is properly secured, backed up, and security policies are followed.
- Support iWave staff with technology changes, updates and issues.
- Other duties as required.
Essential Skills and Qualifications:
- College diploma or University degree related to Information Technology.
- Understanding Linux and Microsoft Servers.
- Experience with application administration.
- Good understanding of internet technologies, DNS and mail distribution.
- Exceptional problem solving and trouble shooting skills.
- Extensive experience in all areas is not required, but a passion and self motivation to learn new skills and technologies and the ability to adapt to a fast-paced and changing environment is mandatory.