Senior Manager, Sales Development

HighlightTA; Toronto; On-site; CAD 100,000 - 150,000; Full time

Job summary

HighlightTA seeks a visionary leader to build and scale an outbound sales development function for a growing SaaS firm. You will redefine outbound strategies, leveraging AI and modern sales technologies to create a high-performing SDR team that drives B2B deals worth over $50K, setting new standards in the industry.

Qualifications

• 5+ years in sales or business development, 2+ years in leadership.
• Proven success leading outbound SDR teams for mid-market to enterprise.
• Comfortable with data-driven decisions and optimizing sales metrics.

Responsibilities

• Build and scale an outbound SDR program targeting named accounts.
• Integrate AI tools and automation to enhance prospecting methods.
• Recruit, coach, and retain a top-tier team of SDRs.

Skills

Sales development

Leadership

AI integration

Team building

Account-based strategies

Tools

Salesforce

Outreach

ZoomInfo

Gong

Job description

We’re partnering with a scaling SaaS company to find a forward-thinking and strategic leader to build their outbound sales development function from the ground up. This isn’t a plug-and-play SDR leadership role. We’re looking for someone ready to reimagine how outbound is done in today’s AI-powered, precision-driven landscape.

The ideal candidate brings a passion for experimentation, deep understanding of modern sales tech, and a track record of building high-performing teams that generate meaningful pipeline in complex B2B SaaS environments. This is your chance to set a new standard for outbound, not follow one.

What you’ll do:

• Build and scale with intention. Architect and lead a modern outbound SDR program targeting named accounts in enterprise and mid-market segments.

• Disrupt the norm. Challenge traditional prospecting methods by integrating AI tools, automation, and personalization to reach buyers in smarter, faster ways.

• Lead and develop. Recruit, coach, and retain a top-tier team of SDRs. Build a culture rooted in ownership, growth, and performance.

• Define the system. Own the team’s workflows, playbooks, metrics, and reporting in partnership with Revenue Operations and Enablement.

• Own the tech stack. Drive the use of platforms like Salesforce, Outreach, ZoomInfo, and Gong. Be a champion for sales technology and continuously test new tools to improve efficiency and impact.

• Align and activate. Partner closely with Marketing and Demand Generation to amplify outbound efforts. Align messaging, ICP targeting, and campaign strategy.

• Deliver results. Lead efforts to generate pipeline for high-value B2B SaaS deals with average contract values of $50K or more, often in complex sales cycles.
  

What you bring:

• 5 or more years of experience in sales or business development, including at least 2 years in a leadership role within a B2B SaaS company.

• Proven success leading outbound SDR teams that support mid-market to enterprise sales with ACVs ranging from $100K to $1M.

• Experience designing or evolving account-based strategies, with a strong understanding of segmentation, personalization, and team specialization.

• Comfort working with Revenue Operations to optimize funnel metrics and drive data informed decisions.

• High proficiency with modern sales tools and an excitement for applying AI, automation, and personalization to improve outbound effectiveness.

• A strategic mindset paired with a hands-on leadership style. You enjoy building new programs and challenging the status quo to create better results.
  

About HighlightTA

This opportunity is presented by HighlightTA, your on-demand talent team. We make hiring easy with flexible, on-demand talent solutions. We partner with startups and scale-ups to embed talent partners, lead recruitment projects, and manage full talent functions. Our data-driven approach ensures fast hiring and access to top-tier talent, while flexible terms help you save time and reduce costs. Follow us on Linkedin to learn more.