Manager, Outbound Sales Development (e-Commerce)

TL;DR

Manager, Outbound Sales Development (e-Commerce): Leading the Mid-Market Sales Development function, building and coaching a team of SDRs focused on outbound pipeline for mid-market merchants with an accent on designing and executing prospecting strategies, developing qualification frameworks, and aligning with MRR targets. Focus on building multi-touch sequencing, account prioritization, and optimizing pipeline health metrics for complex sales cycles across retail, wholesale, and e-commerce.

Location: Remote (Canada), specifically Montreal, Ottawa, or Toronto.

Salary: $130,000 - $150,000 CAD

Company

Lightspeed is a global commerce platform providing solutions to empower retail, hospitality, and golf businesses worldwide.

What you will do

• Design and execute outbound prospecting strategies for mid-market merchants, focusing on multi-touch, multi-channel sequencing.
• Build account prioritization frameworks and map coverage to maximize engagement across the merchant base.
• Hire, onboard, and develop a team of Mid-Market SDRs, setting clear performance standards and providing regular coaching.
• Own the end-to-end qualification process for mid-market accounts, from first touch to Account Executive handoff.
• Monitor pipeline health metrics and drive continuous improvement based on conversion data and feedback.
• Partner with Account Executives and Marketing to ensure alignment on handoff quality, lead scoring, and campaign messaging.

Requirements

• 3–5+ years in sales development or outbound sales, with at least 2 years in a people management role.
• Demonstrated experience running mid-market or enterprise SDR motions with longer sales cycles (60–120+ days).
• Strong understanding of account-based selling, multi-threading, and stakeholder mapping.
• 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.
• Fluency in English as a working language is required for this position.

Nice to have

• Background in B2B SaaS, POS, e-commerce, or retail technology.
• Experience working with wholesale or retail merchant ecosystems.
• Familiarity with the NuORDER or Lightspeed platform.

Culture & Benefits

• A flexible work environment and remote work policies.
• Equity options to share in company success.
• Contributions to your pension plan.
• Training opportunities for skill and career growth.
• Health and wellness credit.
• Enhanced parental leave.