Senior Sales Manager, Business Development

Senior Sales Manager, Business Development (Toronto, Hybrid)

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.

We are seeking an innovative and data‑driven Senior Manager to lead our Business Development Representatives (BDR) team, driving pipeline growth. You will report directly to our Senior Director of SDR & BDR, oversee a team of 30+ BDRs and their frontline managers, and partner closely with sales, marketing and revenue operations to align strategies and achieve operational excellence. This high‑impact role requires a leader who thrives in a fast‑paced, data‑driven environment and can apply AI‑driven approaches to improve BDR efficiency and effectiveness.

• Lead leaders: hire and coach Sales Managers, raise the bar for BDRs.
• Run the machine: ensure weekly forecast hygiene, accurate pipeline data and linearity to the last day of the month.
• Create a pipeline engine: translate “how we create” into operational practice, implementing weekly and monthly strategies that drive growth above target and galvanize the team.
• Coach the craft: apply value selling and corporate vision disciplines, multi‑threading, and crisp account prospecting plans.
• Win with cross‑functional partners: build trust and credibility across sales, marketing, and revenue operations to move the business forward.
• Innovate with an AI lens: think outside the box on new ways to win and manage multiple stakeholders around those innovations.
• Balance workload: work “in” and “on” your business while clearly articulating your approach.
• Blend PLG signals with enterprise selling: mix transactional volume with up‑market tactfulness.

• 10+ years of experience in sales or BDR leadership, scaling outbound pipeline generation in a SaaS or SMB‑focused organization.
• Experience managing second‑level leaders, defining operating rhythms, making talent decisions and establishing repeatable standards. If not, a strong front‑line leadership vision is acceptable.
• Operator‑first mindset: accountable to a direct pipeline number, focused on efficiency, predictability and volume of Sales Qualified Pipeline.
• Data‑driven mindset with operational focus; demonstrated success using data and insights to drive decision‑making and optimize performance.
• Deep understanding of outbound lead generation strategies, particularly in SMB and/or vertical SaaS.
• Proven ability to introduce and implement innovative strategies, including AI, to enhance BDR efficiency and pipeline growth.
• Exceptional cross‑functional collaboration skills across Sales, Marketing, Revenue Operations, and Product teams.

• Competitive, equitable salary with top‑tier health, dental and vision benefits.
• Hybrid work environment; expectation for local Clions (Toronto) to be in office at least twice per week.
• Flexible time‑off policy, encouraged 20 days off per year.
• $2,000 annual counseling benefit.
• RRSP matching and RESP contribution.
• Clioversary recognition program with acknowledgements at 3, 5, 7 and 10 years.

We are committed to diversity, equity and inclusion. Our teams feel included, valued and enabled, wherever they work. We welcome candidates from all backgrounds and provide accessibility accommodations during the recruitment process.

Apply through our careers site. We only communicate with candidates via official  email addresses.