Director, Business Development

CoLab Software; Toronto; Hybrid; CAD 150,000 - 200,000; Full time

Job summary

A leading software company in Toronto seeks a Sales Development Leader to scale its BDR function. The ideal candidate will drive BDR strategy, recruit top talent, and foster a high-performance culture. With 5–8+ years of leadership experience in SaaS, you will enhance pipeline generation and collaborate cross-functionally with Sales and Marketing. This position promises an exciting environment focused on growth and success.

Qualifications

• 5–8+ years in BDR/SDR leadership, ideally at a SaaS company.
• Proven experience building or scaling a BDR team.
• Strong communicator who collaborates easily across departments.

Responsibilities

• Own the BDR function, build overall strategy.
• Recruit and mentor top talent for the BDR team.
• Ensure pipeline generation through coaching and process.

Skills

BDR leadership

Data-driven decision making

Recruitment and talent development

Cross-functional collaboration

Sales strategy execution

Tools

Salesforce

Outreach

Gong

Job description

We’re looking for a proven sales development leader to own and scale our Business Development (BDR) function. The ideal candidate is both a builder and a coach — someone who can architect a high‑performing outbound motion, recruit and develop exceptional talent, and ensure the BDR organization becomes a predictable engine for pipeline growth.

This role reports to the VP of Sales and works cross‑functionally with Marketing, RevOps, and Sales to define strategy, drive execution, and constantly improve conversion rates through data, process, and people.

What You’ll Do

• Own the BDR Function: Build and execute the overall BDR strategy, including segmentation, territories, outreach strategy, and success metrics.
• Recruit, Mentor, and Retain Top Talent: Hire exceptional BDRs and team managers, build a culture of accountability and curiosity, and create clear career paths into AE or other revenue roles.
• Implement scalable playbooks for outbound prospecting, own qualification, and handoffs to AEs.
• Use data and tooling (Salesforce, Outreach, Gong, etc.) to monitor performance and continuously improve.
• Ensure high‑quality pipeline generation through rigorous coaching, enablement, and process consistency.
• Partner Cross‑Functionally:
• Collaborate with Marketing to optimize campaign follow‑up, lead routing, and messaging alignment.
• Work with Sales and RevOps to ensure territory alignment and fair performance measurement.
• Forecast and Report: Deliver accurate, actionable insights on BDR productivity, conversion rates, and pipeline contribution.
• Innovate: Continuously test new outreach strategies, messaging, and channels to keep the team creative and competitive.

Who You Are

• 5–8+ years in BDR/SDR leadership, ideally at a SaaS company selling to technical or manufacturing audiences.
• Proven experience building or scaling a BDR team from early stages to a repeatable, high‑performance function.
• Data‑driven operator with deep understanding of metrics like conversion rates, activity quality, and pipeline coverage.
• Exceptional recruiter and coach — passionate about developing and mentoring early‑career sales talent.
• Strong communicator who collaborates easily across sales, marketing, and operations.
• Comfortable working in a fast‑paced, high‑growth environment where playbooks evolve quickly.

Success Looks Like

• Predictable, high‑quality pipeline generation across key segments.
• A clear talent pipeline of top‑performing BDRs ready to become AEs.
• Strong collaboration with Marketing and Sales that drives measurable impact on revenue.
• BDR culture that’s competitive, motivated, and continuously improving.
• Travelling to St. John’s