Sales Development Manager, North America

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

Key Responsibilities

1. Build and Scale the Outbound Sales Development Engine

·         Design, implement, and operationalize SOTI's outbound sales development strategy and operating model.

·         Establish repeatable prospecting processes, workflows, and best practices that drive consistent pipeline generation.

·         Develop and maintain the outbound Playbook, including Ideal Customer Profile development, target account selection, compelling event identification, outreach cadences, messaging frameworks, objection handling, and qualification standards.

·         Create and lead a signal-driven prospecting approach focused on device refresh cycles, Android OS lifecycle events, competitive displacement opportunities, mergers and acquisitions, facility expansions, and regulatory or operational changes.

2. Recruit, Develop, and Lead a High-Performing Team

·         Recruit, onboard, coach, and develop a top-performing Outbound Sales Development Representative team.

·         Design and implement a structured 30-60-90-day onboarding and certification program to accelerate ramp-up and productivity.

·         Deliver ongoing coaching in prospecting excellence, discovery techniques, cold calling, social selling, account research, and value-based messaging.

·         Establish clear performance expectations, accountability measures, development plans, and recognition programs to foster continuous improvement and engagement.

3. Drive ICP Development and Go-to-Market Strategy

·         Partner with Sales Leadership to define, refine, and evolve SOTI's Ideal Customer Profile and target market strategy.

·         Develop tiered account segmentation frameworks based on market opportunity, revenue potential, device footprint, operational complexity, and strategic fit.

·         Create industry-specific outbound strategies for key sectors including logistics, retail, healthcare, manufacturing, field services, and other mission-critical environments.

·         Prioritize target accounts and opportunities facing compelling business events where SOTI can create urgency and relevance with SOTI's solutions.

4. Ensure Excellence in Execution

·         Lead and optimize outbound engagement across multiple channels, including phone, email, LinkedIn, events, and partner ecosystems.

·         Drive multi-threaded engagement strategies that connect with IT, Operations, and executive-level stakeholders.

·         Ensure disciplined execution of outreach sequences, activity tracking, and CRM data integrity.

·         Coach SDRs to position SOTI's value proposition around business outcomes, operational efficiency, device visibility, uptime, and total cost of ownership reduction.

5. Optimize Performance Through Data, Technology, and Analytics

·         Evaluate, implement, and continuously optimize the outbound sales technology stack.

·         Develop reporting and dashboard capabilities that provide visibility into activity levels, conversion rates, meeting generation, pipeline creation, and return on investment.

·         Collaborate with Sales Operations to enhance CRM effectiveness, data quality, intent and signal intelligence, enrichment strategies, and sales engagement platforms.

·         Leverage data and analytics to identify performance gaps and continuously improve targeting, messaging effectiveness, and conversion outcomes.

6. Lead Cross-Functional Alignment and Collaboration

·         Align outbound sales strategies with Marketing, Account-Based Marketing (ABM), Demand Generation, Channel Partners, Sales Enablement, Events, and Sales Leadership initiatives.

·         Build strong and effective partnerships with Account Managers, Regional Sales Managers, Sales Engineers, Channel teams, and Marketing stakeholders.

·         Coordinate outbound campaigns and prospecting efforts around strategic initiatives, priority accounts, major events, partner activities, and key growth opportunities.

Required

·         5+ years in SDR, BDR, Inside Sales, Pipeline Generation, or related sales development leadership.

·         Proven experience building or scaling outbound programs.

·         Experience hiring, onboarding, developing, and coaching SDR talent.

·         Strong command of cold calling, social selling, email prospecting, multi-channel cadence execution, and pipeline creation.

·         Analytical and operational mindset with experience building dashboards, KPIs, and inspection rhythms.

·         Comfort operating in a fast-paced SaaS or enterprise software environment.

Preferred

·         Experience selling into enterprise IT, mobility, IoT, supply chain, retail technology, or mission-critical operations.

·         Familiarity with MEDDPICC, Challenger, SPIN, or similar sales methodologies.

·         Experience with sales engagement, data enrichment, intent intelligence, CRM, and LinkedIn Sales Navigator tools.

·         Track record of building team culture while maintaining strong execution discipline.

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If you want to bring your ideas to life, apply at SOTI today.

Use of Artificial Intelligence in Hiring

SOTI uses AI tools to support parts of our recruitment process, such as reviewing resumes, screening qualifications, and creating interview questions. These tools assist our team only-final hiring decisions are made by people, not automation. For privacy-related questions, please contact [email protected].

We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at [email protected].

Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.