Manager, Outbound Sales Development
Job in
Toronto, Ontario, M5A, Canada
Listing for:
Lightspeed
Full Time
position
Listed on 2026-03-07
Job specializations:
-
Sales
Sales Development Rep/SDR, Business Development
Job Description & How to Apply Below
Hi there! Thanks for stopping by 👋
Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place!
We're growing the NuORDER Network Expansion team and looking for a strategic, data-driven Manager to lead our Mid-Market Sales Development function. In this role, you'll own the outbound pipeline for mid-market merchants - building and coaching a team of SDRs who work longer, more complex sales cycles, engaging multi-stakeholder accounts across retail, wholesale, and e-commerce verticals.
Reporting to the Director of Outbound Sales, you'll be responsible for building the playbooks, sequencing strategy, and qualification frameworks that power our MM segment. You'll work closely with Account Executives and cross-functional partners to ensure high-quality pipeline and consistent conversion into our AE motion.
What you’ll be doing:
Pipeline Development & Strategy
Design and execute outbound prospecting strategy targeting mid-market merchants ($2M–$50M GMV) within the NuORDER networkBuild multi-touch, multi-channel sequencing (email, phone, Linked In) tailored to longer MM buying cycles and multiple stakeholdersDevelop account prioritization frameworks and mapping to maximize coverage across the addressable segments of the MM merchant basePartner with the Director of Outbound Sales to align campaign strategy with FY27 MRR targets and segment growth plansTeam Leadership & Coaching
Hire, onboard, and develop a team of Mid-Market SDRs, setting clear expectations and performance standardsDeliver regular 1:1 coaching sessions with a focus on discovery quality, objection handling, and stakeholder navigationBuild structured ramp plans that accelerate SDR productivity and reduce time-to-quotaCollaborate with SMB SDR Manager to share best practices and maintain consistency across the broader outbound orgProcess & Operations
Own the end-to-end qualification process for MM accounts, from first touch through to AE handoffDefine and enforce ICP criteria for mid-market, refining based on conversion data and AE feedbackMonitor pipeline health metrics — contact rates, SQL volume, stage conversion, cycle time — and drive continuous improvementMaintain CRM hygiene standards and work with Rev Ops to ensure accurate account-based trackingCross-Functional Alignment
Partner with MM Account Executives to align on handoff quality, lead scoring, and feedback loopsWork with Marketing to ensure outbound messaging complements inbound campaigns and seasonal pushesProvide regular reporting to the Director of Outbound Sales on SDR performance, pipeline contribution, and capacity planningAnd a little bit of…
Contributing to broader team culture and playbook development across the NuORDER expansion orgSupporting cross-segment initiatives including recycled account strategy and network-effect campaignsParticipating in QBRs and leadership reviews with reporting on MM segment performanceWhat you need to bring:
3–5+ years in sales development or outbound sales, with at least 2 years in a people management roleDemonstrated experience running mid-market or enterprise SDR motions with longer sales cycles (60–120+ day cycles)Strong understanding of account-based selling, multi-threading, and stakeholder mappingProficiency with CRM systems (Salesforce preferred) and sales engagement platforms (Outreach, Salesloft, or similar)Data-driven mindset with ability to analyze funnel metrics and make decisions based on pipeline dataProven coaching ability — can identify individual rep gaps and tailor development plans accordinglyAs a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this positionEven better if you have:
Background in B2B SaaS, POS, e-commerce, or retail technologyExperience working with wholesale or retail merchant ecosystemsFamiliarity with the NuORDER or Lightspeed platform is a strong assetExperience collaborating with cross-functional teams including AEs, Rev Ops, and MarketingWe know that people are more than what’s on their CV. If you’re unsure that you have the right profile for the role... hit the ‘Apply’…
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