Manager, Outbound Sales Development - SMB

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 SMB Sales Development function. In this role, you'll own the outbound pipeline for SMB merchants - building and coaching a team of SDRs who work 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 SMB 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 an outbound prospecting strategy targeting SMB merchants ($500k-$1M GMV) within the NuORDER network

• Partner with the Director of Outbound Sales to align campaign strategy with FY27 MRR targets and segment growth plans

Team Leadership & Coaching

• Hire, onboard, and develop a team of SMB SDRs, setting clear expectations and performance standards

• Deliver regular 1:1 coaching sessions with a focus on discovery quality, objection handling, and stakeholder navigation

• Build structured ramp plans that accelerate SDR productivity and reduce time-to-quota

• Collaborate with other Outbound SDR Managers to share best practices and maintain consistency across the broader outbound org

Process & Operations

• Own the end-to-end qualification process for SMB accounts, from first touch through to AE handoff

• Define and enforce ICP criteria for SMB, refining based on conversion data and AE feedback

• Monitor pipeline health metrics — contact rates, SQL volume, stage conversion, cycle time — and drive continuous improvement

• Maintain CRM hygiene standards and work with RevOps to ensure accurate account-based tracking

Cross-Functional Alignment

• Partner with SMB Account Executives to align on handoff quality, lead scoring, and feedback loops

• Work with Marketing to ensure outbound messaging complements inbound campaigns and seasonal pushes

• Provide regular reporting to the Director of Outbound Sales on SDR performance, pipeline contribution, and capacity planning

And a little bit of…

• Contributing to broader team culture and playbook development across the NuORDER expansion org

• Supporting cross-segment initiatives including recycled account strategy and network-effect campaigns

• Participating in QBRs and leadership reviews with reporting on SMB segment performance

What you need to bring:

• 2–3+ years in sales development or outbound sales, with at least 1 year in a people management role

• Demonstrated experience running SMB or Larger SDR motions with a focus on delivering quality pipeline

• Proficiency 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 data

• Proven coaching ability — can identify individual rep gaps and tailor development plans accordingly

• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position.

We 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’ button and give it a try!

Be a changemaker

You’ll enjoy:

• A flexible work environment that empowers you to do your best work

• A culture that celebrates performance

• The chance to make an impact in a team that’s big enough for career growth, but lean enough to make your voice heard

• Career-defining opportunities

Plus benefits designed to keep you happy, healthy and fulfilled.

• Flexible paid time off and remote work policies

• Equity options, because this is your company too

• Contributions to your pension plan. Your future matters

• Training opportunities to grow your skills and career

• Health and wellness credit so you feel your best

• Time off to volunteer and give back to your community

• Interest groups, employee led networks, social committees to sponsored sports teams

• Computer purchase program to get your personal Macbook

• Enhanced parental leave to support growing families

Fuel your growth. Find your people.

At Lightspeed, your growth is our priority. We invest in you with continuous learning opportunities, global mobility and benefits designed to support you—all within a driven, diverse and inclusive team that’s passionate about empowering our communities.

At Lightspeed, we carefully consider a wide range of factors when determining compensation, including your skill set, qualifications, experience, and market data. These considerations can cause your compensation to vary. We reasonably expect the total compensation for this position to be in the range of $130,000 - $150,000 CAD. Lightspeed also provides a variety of employee benefits including, but not limited to, medical, dental, wellness, life and disability insurance, RRSP plan and match, paid parental leave top-up, and paid time off.Please note that this compensation information is solely for candidates hired to perform work within Ontario and reflects the amount Lightspeed is willing to pay at the time of this posting. This role represents an existing vacancy at Lightspeed. Lightspeed uses artificial intelligence–enabled tools to support certain aspects of the recruitment process; all hiring decisions are made by our recruiting and hiring teams.

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