Team Lead, Hospitality Sales

Lightspeed; Montreal; Hybrid; CAD 90,000 - 120,000; Full time

Benefits offered by this job

Flexible paid time off

Remote work policies

Equity options

Pension contributions

Training opportunities

Health and wellness credit

Volunteer time off

Job summary

Lightspeed in Montreal is seeking a Team Lead, Hospitality Sales to guide a pod of SDRs and partner with the Sales Manager to raise performance and win opportunities. You will own the inbound and outbound plan, build target lists, coach reps, and help AEs close deals by providing coaching and deal guidance across the Hospitality vertical.

The role requires 1–2 years of coaching or team leadership, B2B tech sales experience, excellent communication, and fluency in English (French a bonus); hybrid

Qualifications

• 1–2 years of coaching or team leadership experience is a plus.
• Relevant B2B sales experience, preferably in technology-related environment.
• Strong communication skills and data-driven decision making.

Responsibilities

• Lead, motivate, and develop SDRs through coaching and feedback to exceed objectives.
• Build and execute inbound/outbound SDR plan with target lists and follow-up strategy.
• Leverage AI tools for account research, target mapping, and SDR planning.
• Set and coach to KPI-driven metrics for qualified lead handoffs to AEs.
• Train new hires on sales processes, product knowledge, and best practices.
• Partner with Sales Manager to drive sales excellence across the AE team.
• Support AEs with coaching and deal review to advance opportunities.
• Monitor pipeline and performance KPIs to align with goals.
• Collaborate with cross-functional leaders and drive actionable improvements.

Skills

Team Leadership

Coaching

Sales Strategy

Salesforce

AI tools

English/French bilingual

Education

Bachelor's degree

Tools

Salesforce

Mac OS X

iOS

Job description

Hi there! Thanks for stopping by

Are you actively looking for a new opportunity, or just checking the market? You might be in the right place.

Lightspeed is seeking a Team Lead, Hospitality Sales. Reporting to the Sales Manager, you’ll directly lead a pod of Sales Development Representatives (SDRs) to achieve their goals while partnering with the Sales Manager to strengthen sales excellence and deal execution across the Account Executive (AE) team.

Our SDRs drive revenue growth through both inbound and outbound motions, converting demand and creating new opportunities with net-new businesses. In this role, you’ll build the plan for both motions, develop and maintain target lists, and lead day-to-day execution against clear KPIs so the pod consistently delivers warm, qualified, closable leads to AEs. You’ll also help the broader sales team improve its craft through coaching, deal support, and consistent execution of sales initiatives across the Hospitality vertical.

What you’ll be responsible for:

• Lead, motivate, and develop SDRs across inbound and outbound motions through regular coaching, call evaluations, performance check-ins, and actionable feedback to help individuals and the pod exceed objectives.

• Build and execute the inbound and outbound SDR plan, including developing and maintaining target lists, defining the right follow-up and prospecting approach, and aligning SDR activity to AE capacity and priorities.

• Leverage AI tools to accelerate account research, build target maps, identify and prioritize prospects, and inform SDR planning and outreach.

• Set, monitor, and coach to motion-specific KPIs that drive timely qualification and handoff of warm, qualified, closable leads to AEs.

• Train new hires and current team members on sales processes, prospecting skills, product and technical knowledge, and best practices.

• Partner with the Sales Manager to drive sales excellence across the AE team, including reinforcing sales processes, sharing effective practices, and supporting consistent execution across the Hospitality vertical.

• Help AEs progress and close deals by providing coaching and deal support, such as reviewing opportunities, identifying risks and next steps, and helping teams prepare for customer conversations.

• Support the Sales Manager in rolling out sales initiatives and translating priorities into clear actions for SDRs and AEs.

• Monitor and report on inbound and outbound pipeline, activity, conversion, lead quality, handoff, and performance KPIs; ensure team results align with organizational objectives.

• Identify challenges and opportunities across the SDR pod and AE team, and develop practical strategies to improve sales performance, efficiency, and customer outcomes.

• Collaborate and communicate effectively with leaders and partners across other departments.

• Take on other duties and responsibilities as defined by leadership.

What you’ll bring to the team:

• Relevant B2B sales experience, preferably in solution sales or a technology-related environment; 1–2 years of coaching or team leadership experience is a plus.

• A strong interest in technology sales leadership and the technical aptitude to learn and communicate product value.

• Excellent customer-service and phone skills, with strong listening, verbal, and written communication.

• A solid understanding of business development and sales best practices.

• A data-driven approach to decision-making and a genuine comfort working with numbers and performance metrics.

• AI fluency, including the ability to use AI tools responsibly to accelerate account research, target mapping, prospect prioritization, and sales planning.

• A passion for coaching and helping sales professionals grow in their careers.

• A demonstrated track record of meeting or exceeding sales targets.

• The ability to thrive in a competitive, dynamic, quota-driven environment and balance hands‑on team leadership with broader sales initiatives.

• Fluency in English (French is a bonus!)

• Experience with Salesforce and knowledge of Mac OS X and iOS

• Effective multitasking and prioritization skills.

• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position

• Open availability.

Even better if you have, but not necessary:

• Fluency in other languages

• Hospitality experience

• Bachelor’s degree

Be a changemaker

You’ll enjoy:

• A flexible work environment that empowers you to do your best work

• A culture that celebrates performance

• The chance to make an impact in a team that’s big enough for career growth, but lean enough to make your voice heard

• Career-defining opportunities

Plus benefits designed to keep you happy, healthy and fulfilled.

• Flexible paid time off and remote work policies

• Equity options, because this is your company too

• Contributions to your pension plan. Your future matters

• Training opportunities to grow your skills and career

• Health and wellness credit so you feel your best

• Time off to volunteer and give back to your community

• Interest groups, employee led networks, social committees to sponsored sports teams

• Computer purchase program to get your personal Macbook

• Enhanced parental leave to support growing families

Fuel your growth. Find your people.

At Lightspeed, your growth is our priority. We invest in you with continuous learning opportunities, global mobility and benefits designed to support you—all within a driven, diverse and inclusive team that’s passionate about empowering our communities

Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier‑free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Where to from here?

Obviously, this has to be mutually beneficial: we want you to step into a role you love, and we want to offer you a place you’re proud to come to every day. For a glimpse into our world check out our career page here.

Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal’s gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs.

Who we are:

Powering the businesses that are the backbone of the global economy, Lightspeed's one-stop commerce platform helps merchants innovate to simplify, scale, and provide exceptional customer experiences. Our cloud commerce solution transforms and unifies online and physical operations, multichannel sales, expansion to new locations, global payments, financial solutions, and connection to supplier networks.

Founded in Montréal, Canada in 2005, Lightspeed is dual-listed on the New York Stock Exchange (NYSE: LSPD) and Toronto Stock Exchange (TSX: LSPD). With teams across North America, Europe, and Asia Pacific, the company serves retail, hospitality, and golf businesses in over 100 countries.

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