Senior Business Development Manager

IMSM; Toronto; On-site; CAD 90,000 - 150,000; Full time

Job summary

IMSM in Toronto is seeking a Senior Business Development Manager to drive new client acquisition and revenue growth through proactive prospecting and effective sales execution.

You will own the end-to-end sales cycle, build trusted client relationships, and collaborate with Marketing, Operations and Customer Success to onboard new clients, while targeting mid-level deals within our ISO consultancy practice.

Qualifications

• Proven track record in new business sales.
• Ability to self-generate qualified leads.
• Experience meeting or exceeding sales targets.
• Strong communication, presentation and negotiation skills.
• Proficient with CRM platforms (e.g., Salesforce).

Responsibilities

• Carry an individual new business revenue target and deliver results.
• Self-generate pipeline through outbound prospecting, networking, referrals, and industry engagement.
• Manage inbound and outbound sales, optimizing conversion rates.
• Own end-to-end sales cycle: outreach, discovery, presenting, negotiating, closing.
• Represent IMSM at industry events to generate leads.
• Maintain accurate forecast and CRM visibility.

Skills

New business sales

Self-generation of leads

Sales target attainment

Communication skills

Negotiation skills

CRM proficiency

Tools

Salesforce

Job description

About IMSM

IMSM (International Management Systems Marketing) is a global force in ISO consultancy - helping organisations not just achieve certification, but transform the way they operate. We partner with businesses across every sector, elevating performance, boosting compliance and unlocking measurable competitive advantage.

Now part of the Axiom GRC division within the WorkNest group and backed by Inflexion, we bring the reach and resources of a worldwide organisation. With teams spanning the UK, Europe, North America, APAC, Africa and Canada, and a growing network of employees and expert contractors, enables us to deliver high-quality, results-driven ISO consultancy to clients worldwide.

Role Overview

The Senior Business Development Manager will be responsible for delivering new client acquisition and driving revenue growth through proactive prospecting and effective sales execution. Carrying a mid-level personal sales target, the role demands a strong focus on self-generating opportunities and building trusted client relationships.

Key Responsibilities

Personal Sales Delivery

• Carry an individual new business revenue target, consistently delivering results.

• Proactively self-generate pipeline through outbound prospecting, networking, referrals, and industry engagement.

• Manage inbound and outbound sales execution, optimising conversion rates across the funnel.

• Manage the end-to-end sales cycle: outreach, discovery, presenting solutions, negotiating, and closing.

• Represent the company at industry shows, conferences, and client meetings, building profile and generating leads.

• Ensure accurate forecasting and CRM discipline, maintaining full visibility of pipeline and activity.

Collaboration & Team Contribution

• Work closely with Head of Region for coaching, feedback, and support on complex deals.

• Contribute to a positive, high-performance team culture by sharing knowledge and supporting colleagues.

• Partner with Marketing to leverage campaigns into new opportunities.

• Collaborate with Operations and Customer Success teams to ensure smooth onboarding of new clients.

Professional Growth

• Take ownership of personal development, actively seeking feedback and engaging in training.

• Build sector knowledge and continually refine sales techniques.

• Demonstrate ambition and readiness for progression into senior roles over time.

Key Responsibilities - Overview

• Promptly deal with high-intent MQL leads (e.g. anything organic or direct intent) - BANT qualify, turn into SQL and pitch services.

• Contact the above at least 5 times

• Work with BDMs/Head of’s to implement outbound and self-gen strategy

• Utilise latest tooling (e.g. Lusha) to build call lists and call through

• Attend industry events

• Pitch wider services and begin to map the account

• Can close all deals – aligned with Head of’s vision and subject to sign-off

• Pass larger/more complicated deals to Head of to close or give to external resource (depending on complexity)

Skills & Attributes

• Proven track record in new business sales, ideally in the industry standards or wider sector, or demonstrable ability to sell complex solutions

• Strong ability to self-generate leads and convert opportunities into revenue

• Experience of consistently meeting or exceeding sales targets

• Excellent communication, presentation, and negotiation skills

• Resilient, driven, and motivated by results, with a proactive and positive mindset

• Confident using CRM platforms (e.g., Salesforce) and committed to maintaining accurate records

At IMSM, we believe in creating a workplace that’s built on collaboration, inclusivity, and continuous growth. We are committed to fostering a culture where Diversity, Equity, and Inclusion (DEI) are fundamental values, and where every team member feels respected, valued and empowered to succeed. We provide opportunities for professional development to help our colleagues reach their full potential, and we strive to create an environment where everyone’s voice is heard.

We are proud of our culture, which fosters both innovation and learning, and we are dedicated to building a space where all our team members can thrive and contribute to our collective success.

Are you ready to join us and be part of a dynamic, inclusive team that is shaping the future of ISO consultancy?