Business Development Manager — Cloud Phone Systems (VoIP/UCaaS)

Just Sales Jobs; Kitchener; Hybrid; CAD 75,000 - 120,000; Full time

Benefits offered by this job

Laptop provided

Job summary

Just Sales Jobs is seeking a Business Development Manager to sell cloud-based VoIP and UCaaS to Canadian SMBs (20–200 employees). The role is fully remote, pursuing new business with MSP partners; no inherited book or marketing leads.

Base salary is CAD 75,000 with uncapped residual commissions. No sales quotas; performance based on activity. Reports to the President in a small, owner-led team with long-tenure staff.

Qualifications

• 3+ years of B2B sales experience; 5+ years preferred.
• Experience selling through or to a channel of IT/MSP partners is highly valued.
• Experience in IT/MSP space or telecom carrier or VoIP/UCaaS background.
• No inbound leads; 50/50 lists and self-generated prospecting.
• Must have personally carried a new-logo—a pipeline builder.

Responsibilities

• Identify, cold-approach, and sign up MSP/IT partner relationships.
• Run virtual product demos for SMB decision-makers.
• Manage all pipeline and CRM activity and maintain self-generated leads.
• Sell entirely by phone and video with no field travel.

Skills

B2B sales

New business development

Phone-based selling

MSP channel experience

CRM Zoho

Online demos

MSP partner development

English communication

Education

High school diploma

Tools

Zoho CRM

Microsoft Excel

Microsoft Word

Microsoft PowerPoint

Job description

As a Business Development Manager, you will sell cloud-based VoIP and UCaaS business phone systems to Canadian small businesses with 20 to 200 employees. The primary buyers are office managers, controllers, and VPs or Directors, and the primary path to them is through managed IT service provider (MSP) partners that our client recruits and develops. This role is 100% new business development with no account management responsibility. There is no inherited book of business, no marketing lead flow, and no BDR support: roughly 50% of prospecting activity comes from lists supplied by the company and 50% is self-generated. This is a retirement replacement for a long-tenured salesperson and reports directly to the President. The base salary is $75,000 CAD, plus uncapped residual commission.

Compensation & Benefits

• Base salary: $75,000 CAD
• Commission: Uncapped, residual
• No sales quota is set for this role. Performance is measured on activity (dials, discovery calls, demos, deals closed) rather than a revenue target.
• Company performance bonus, paid annually, uncapped
• Laptop provided
• This is a permanent individual‑contributor position

The Company & Culture

Our client was founded in approximately 2007 and is an established, privately owned company (single owner) currently in a stable, mature life stage. The company has approximately 5 employees and is headquartered in Kitchener, Ontario.

Our client provides cloud-based VoIP and UCaaS (unified communications as a service) business phone systems to Canadian small businesses. Customers choose our client over larger national competitors on price and service: pricing is materially below well‑known providers, and technical support is 100% Canadian and local, meaning a real person answers the phone rather than routing the caller offshore. The company holds a 4.5-star rating on TrustPilot. Notable clients include C3 Group, Williams & Partners, and Midwest Coop.

The culture is owner‑led, hands‑on, and low‑drama. The owner leads by example, operates with a high degree of trust, and delegates fully in areas outside his own expertise. Average employee tenure across the company is 10 to 15 years, with under 10% turnover. This environment suits someone who wants visibility and direct influence in a small team and who is comfortable with some ambiguity; it is not a fit for someone who needs an established corporate structure or hierarchy.

Office Location & Sales Territory

• Head office: Kitchener, Ontario, Canada
• Work arrangement: Fully remote (work from home). Office visits are only required occasionally for training or administrative purposes.
• Sales territory: Canada, national, single territory assigned to one representative
• Client-facing expectations: Selling is conducted entirely by phone and video. There is no door-to-door prospecting and effectively no field travel.
• Working hours: Monday to Friday, 40 hours per week. No regularly scheduled evening or weekend client calls.
• Overnight travel: None required

Experience, Background & Education Requirements

• 3+ years of B2B sales experience required; 5+ years preferred
• Type of experience: B2B new‑business hunting, phone- and video-based inside sales. Must have personally carried a new‑logo number and built their own pipeline.
• Industry background: 3+ years selling in the IT / MSP space with an existing IT/MSP network preferred. Also open to candidates with telecom carrier or authorized‑dealer experience (e.g., Bell, TELUS, Rogers), or backgrounds in VoIP/UCaaS, IT managed services, cybersecurity, backup/cloud, RMM/PSA tooling, or IT distribution.
• Channel experience: Experience selling through or to a channel of IT/MSP partners is the highest-value background for this role. Experience selling telecom or IT services direct to SMB owners and office managers with self‑generated leads is also strongly considered.
• Company size experience: Selling into small businesses in the 20–200 employee range
• Education: High school diploma minimum.
• Other requirements: Valid driver's licence and access to a vehicle required, though the role is virtual and in‑person visits are rare
• Language: English required; bilingualism is not required

Technical Skills

• CRM software — Zoho or a transferable CRM platform
• Online demo capability — expert level required; this will be assessed
• Microsoft Excel and Word — Intermediate
• Microsoft PowerPoint — Basic

The Product / Service / Solution

• An in-house-built VoIP phone platform, which drives the large majority of revenue
• A white‑labelled UCaaS platform offering texting, CRM integrations, and other advanced communication features

Prospective Customers / Industry Focus / Decision Maker(s)

• Customer type: Canadian small businesses with 20 to 200 employees that need a professional business phone system, including professional services firms, accounting firms, and similar SMBs
• Primary channel: Managed service providers (MSPs) and outsourced IT service providers who already manage the end customer’s IT infrastructure and introduce our client when a communications need arises
• Decision-makers: Typically an office manager, controller or accounting lead, or a VP/Director. Roughly two people influence the buying decision.

Sales Cycle / Order Value / Account Size

• Sales cycle length: 3 to 12 months, typically falling into 3–6, 6–9, or 9–12 month bands, requiring approximately 3 calls or meetings to a first order
• Contract term: 36 months
• Average contract value: approximately $14,400

Competitive Advantages

• Materially lower pricing than large national competitors such as RingCentral
• 100% Canadian, local technical support — calls are answered by a real person, not routed offshore
• 4.5-star TrustPilot rating
• 19 years in business with a stable, established customer base

Typical Day & Duties

• 100% New Business Development

On a typical day, you will identify, cold‑approach, and sign up new MSP and IT partner relationships, get those partners actively recommending our client to their client base, run virtual product demos for SMB decision-makers once a partner introduction is made, and manage all pipeline and customer relationship activity in the CRM.

Leads

• 50% of prospecting activity comes from lists supplied by the company
• 50% is self‑generated prospecting
• There are no marketing leads and no inbound lead flow supplied to this role

Overnight Travel

None required.

Support & Training

• Product training on the VoIP and UCaaS solutions, delivered remotely (1–2 weeks)
• Zoho CRM and customer‑relationship process training
• Candidates based in the GTA or Southern Ontario may be brought into the Kitchener office for 1–2 days of in‑person training
• Expected ramp to actively selling independently: 1–2 weeks

Why You Should Apply

• Uncapped, residual commission on 36‑month contracts that you build and keep — your income compounds over time
• No sales quota — performance is measured on activity, not an arbitrary revenue target
• Direct daily access to the company President, with no sales manager layer in between
• A stable, 19‑year‑old company with strong average employee tenure of 10 to 15 years
• Full ownership of a national Canadian territory as the sole sales representative

Equal Opportunity Employer

Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.