Sales Development Manager, North America

soti; Mississauga; On-site; CAD 120,000 - 170,000; Full time

Job summary

SOTI is seeking an experienced Head of Outbound Sales Development to design and propel our outbound strategy in a fast-paced SaaS environment. The role focuses on building a scalable outbound engine, recruiting top SDR talent, and aligning ICP-targeted programs with Marketing and ABM initiatives.

You will own multi-channel outreach, establish cadences, and drive pipeline growth while coaching reps in discovery, messaging, and metrics-based optimization.

Qualifications

• 5+ years in SDR, BDR, Inside Sales, pipeline generation, or related leadership roles.

Responsibilities

• Design, implement, and operate outbound sales development strategy and model.
• Recruit, onboard, coach, and develop a top-performing SDR team.
• Develop ICPs, target accounts, and tiered segmentation for go-to-market efforts.
• Lead outbound engagement across phone, email, LinkedIn, events, and partner ecosystems.
• Coach teams on discovery, cold calling, social selling, and value-based messaging.
• Ensure data integrity, activity tracking, and disciplined outreach execution.

Skills

Sales leadership

Outbound program design

Team coaching

Multi-channel prospecting

Analytics and dashboards

Tools

CRM systems

LinkedIn Sales Navigator

Sales engagement platforms

Job description

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

Key Responsibilities

1. Build and Scale the Outbound Sales Development Engine
   • Design, implement, and operationalize SOTI's outbound sales development strategy and operating model.
   • Establish repeatable prospecting processes, workflows, and best practices that drive consistent pipeline generation.
   • Develop and maintain the outbound Playbook, including Ideal Customer Profile development, target account selection, compelling event identification, outreach cadences, messaging frameworks, objection handling, and qualification standards.
   • Create and lead a signal-driven prospecting approach focused on device refresh cycles, Android OS lifecycle events, competitive displacement opportunities, mergers and acquisitions, facility expansions, and regulatory or operational changes.
2. Recruit, Develop, and Lead a High-Performing Team
   • Recruit, onboard, coach, and develop a top-performing Outbound Sales Development Representative team.
   • Design and implement a structured 30-60-90-day onboarding and certification program to accelerate ramp-up and productivity.
   • Deliver ongoing coaching in prospecting excellence, discovery techniques, cold calling, social selling, account research, and value-based messaging.
   • Establish clear performance expectations, accountability measures, development plans, and recognition programs to foster continuous improvement and engagement.
3. Drive ICP Development and Go-to-Market Strategy
   • Partner with Sales Leadership to define, refine, and evolve SOTI's Ideal Customer Profile and target market strategy.
   • Develop tiered account segmentation frameworks based on market opportunity, revenue potential, device footprint, operational complexity, and strategic fit.
   • Create industry-specific outbound strategies for key sectors including logistics, retail, healthcare, manufacturing, field services, and other mission-critical environments.
   • Prioritize target accounts and opportunities facing compelling business events where SOTI can create urgency and relevance with SOTI's solutions.
4. Ensure Excellence in Execution
   • Lead and optimize outbound engagement across multiple channels, including phone, email, LinkedIn, events, and partner ecosystems.
   • Drive multi-threaded engagement strategies that connect with IT, Operations, and executive-level stakeholders.
   • Ensure disciplined execution of outreach sequences, activity tracking, and CRM data integrity.
   • Coach SDRs to position SOTI's value proposition around business outcomes, operational efficiency, device visibility, uptime, and total cost of ownership reduction.
5. Optimize Performance Through Data, Technology, and Analytics
   • Evaluate, implement, and continuously optimize the outbound sales technology stack.
   • Develop reporting and dashboard capabilities that provide visibility into activity levels, conversion rates, meeting generation, pipeline creation, and return on investment.
   • Collaborate with Sales Operations to enhance CRM effectiveness, data quality, intent and signal intelligence, enrichment strategies, and sales engagement platforms.
   • Leverage data and analytics to identify performance gaps and continuously improve targeting, messaging effectiveness, and conversion outcomes.
6. Lead Cross-Functional Alignment and Collaboration
   • Align outbound sales strategies with Marketing, Account-Based Marketing (ABM), Demand Generation, Channel Partners, Sales Enablement, Events, and Sales Leadership initiatives.
   • Build strong and effective partnerships with Account Managers, Regional Sales Managers, Sales Engineers, Channel teams, and Marketing stakeholders.
   • Coordinate outbound campaigns and prospecting efforts around strategic initiatives, priority accounts, major events, partner activities, and key growth opportunities.

Qualifications

Required

• 5+ years in SDR, BDR, Inside Sales, Pipeline Generation, or related sales development leadership.
• Proven experience building or scaling outbound programs.
• Experience hiring, onboarding, developing, and coaching SDR talent.
• Strong command of cold calling, social selling, email prospecting, multi-channel cadence execution, and pipeline creation.
• Analytical and operational mindset with experience building dashboards, KPIs, and inspection rhythms.
• Comfort operating in a fast-paced SaaS or enterprise software environment.

Preferred

• Experience selling into enterprise IT, mobility, IoT, supply chain, retail technology, or mission-critical operations.
• Familiarity with MEDDPICC, Challenger, SPIN, or similar sales methodologies.
• Experience with sales engagement, data enrichment, intent intelligence, CRM, and LinkedIn Sales Navigator tools.
• Track record of building team culture while maintaining strong execution discipline.