Manager, Outbound Sales Development - Mid Market

14 hours, 1 minute ago
Full-time
Lead
Sales and Business Development
Lightspeed

Lightspeed

Lightspeed is a leading point of sale (POS) and commerce platform that provides independent businesses with end-to-end solutions to manage inventory, customer management, sales, and analytics across all channels. With offices worldwide, Lightspeed help...

Professional Services
1K-5K
Founded 2005

Description

  • Design and execute outbound prospecting strategies targeting mid-market merchants with $2M–$50M GMV.
  • Build multi-touch, multi-channel sequencing across email, phone, and LinkedIn for longer buying cycles and multiple stakeholders.
  • Develop account prioritization frameworks and account mapping to maximize coverage of the mid-market merchant base.
  • Partner with the Director of Outbound Sales to align campaign strategy with FY27 MRR targets and segment growth plans.
  • Hire, onboard, and develop a team of Mid-Market SDRs while setting expectations and performance standards.
  • Deliver regular coaching sessions focused on discovery quality, objection handling, and stakeholder navigation.
  • Build structured ramp plans that improve SDR productivity and reduce time-to-quota.
  • Own the end-to-end qualification process for mid-market accounts from first touch through AE handoff.
  • Define and enforce ICP criteria, refining qualification based on conversion data and AE feedback.
  • Monitor pipeline health metrics, maintain CRM hygiene, and work with RevOps and cross-functional partners to improve performance and reporting.

Requirements

  • 3–5+ years of experience in sales development or outbound sales.
  • At least 2 years of experience in a people management role.
  • Experience running mid-market or enterprise SDR motions with 60–120+ day sales cycles.
  • Strong understanding of account-based selling, multi-threading, and stakeholder mapping.
  • Proficiency with CRM systems, with Salesforce preferred.
  • Experience with sales engagement platforms such as Outreach or Salesloft, or similar tools.
  • Data-driven mindset with the ability to analyze funnel metrics and make decisions from pipeline data.
  • Proven coaching ability with experience identifying rep gaps and tailoring development plans.
  • Fluency in English as a working language is required.
  • Background in B2B SaaS, POS, e-commerce, or retail technology is preferred.
  • Experience working with wholesale or retail merchant ecosystems is a strong asset.
  • Familiarity with the NuORDER or Lightspeed platform is a strong asset.
  • Experience collaborating with AEs, RevOps, and Marketing is preferred.

Benefits

  • Flexible work environment with remote work policies.
  • Flexible paid time off.
  • Equity options.
  • Contributions to a pension plan / RRSP match.
  • Training and continuous learning opportunities for career growth.
  • Health and wellness credit.
  • Enhanced parental leave and paid parental leave top-up.
  • Medical, dental, wellness, life, and disability insurance.

Interested in this position?

Apply directly on the company website

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