Location & FlexibilityOur
Senior Manager, Sales Development will operate remotely in Ontario
OR be based out of our Toronto, ON office.
The OpportunityWe are looking for a driven and strategic Senior Manager, Sales Development to own and optimize our end-to-end lead engine. This is a high-impact role that sits at the intersection of inbound marketing operations, outbound sales development, and data-driven pipeline growth. The ideal candidate brings deep expertise in both inbound and outbound methodologies, has led SDR teams to high performance, and thrives in the fast-paced environment of managed services or SaaS organization.
Responsibilities- Drive pipeline contribution by developing and executing outbound campaigns across priority verticals, personas, and geographies; build and manage outbound sequences via Apollo and similar tools.
- Track and iterate on key outbound metrics (connect rates, reply rates, meetings booked, pipeline influenced) to continuously improve cadence structure and messaging.
- Own the end-to-end lead process including capture and conversion tracking, with clear SLA and funnel performance reporting
- Define and maintain lead scoring models in alignment with marketing and sales, continuously optimizing conversion at each funnel stage.
- Serve as a player-coach: collaborate with SDR team members to create and support individualized career development plans. Lead, coach, and develop a team of SDRs by setting performance standards, running call reviews, and conducting regular pipeline inspections.
- Serve as the internal expert and champion for excellence in outreach and AI-powered tools. Drive adoption of cutting-edge automation to elevate outreach sophistication, improve team productivity, and optimize conversion rates across the SDR funnel.
- Build and maintain a library of cold outreach templates (email, LinkedIn, phone scripts) tailored to different client and contact profiles.
- Design and manage SDR incentive programs (SPIFs, commissions, recognition) and socialize team performance across sales leadership and the broader organization.
- Interlock with commercial leaders to ensure direct alignment of lead generation strategies to commercial pursuits and revenue priorities.
- Work in lockstep with cross-functional partners including product marketing, sales ops, and revenue operations to orchestrate cross-functional campaigns, lead attribution accuracy, and alignment across the tech stack.
- Attend and represent the company at key industry events and conferences as part of lead generation responsibilities; plan and execute pre- and post-event outreach campaigns for trade shows and virtual events, tracking event-sourced pipeline and ROI.
Qualifications- 7 to 10 years of experience in lead generation, sales development, or demand generation
- Proven track record of building and leading high-performing SDR teams
- Deep expertise in outbound prospecting, sequencing, and messaging strategy
- Strong knowledge of inbound lead management processes and funnel optimization
- Hands-on experience with outreach platforms such as Apollo, Outreach, Salesloft, or similar tools
- Proficiency in CRM platforms (Salesforce, HubSpot, or equivalent)
- Fluency with AI-powered tools for sales productivity, prospecting, and personalization
- Experience in a SaaS, managed services, or technology company preferred
- Strong data literacy with comfort building pipeline dashboards and KPI reports
- Excellent written and verbal communication skills
- Skilled at crafting compelling outreach content
