Manager, Outbound Sales Development (SMB)

TL;DR

Manager, Outbound Sales Development (SMB): Leading the SMB sales development function to build and optimize the outbound pipeline for retail, wholesale, and e-commerce merchants with an accent on team coaching and sequencing strategy. Focus on designing outbound prospecting strategies, refining ICP criteria, and ensuring high-quality pipeline conversion for Account Executives.

Location: Flexible / Remote (Company operates teams across North America, Europe, and Asia Pacific)

Company

Lightspeed is a cloud commerce platform that helps merchants innovate to simplify, scale, and provide exceptional customer experiences across retail, hospitality, and golf businesses.

What you will do

• Design and execute outbound prospecting strategies targeting SMB merchants within the NuORDER network.
• Hire, onboard, and coach a team of SMB SDRs, focusing on discovery quality and objection handling.
• Own the end-to-end qualification process and define ICP criteria for the SMB segment based on conversion data.
• Monitor pipeline health metrics, including contact rates, SQL volume, and stage conversion to drive improvement.
• Collaborate with Account Executives and Marketing to align on lead scoring, handoff quality, and messaging.
• Provide regular reporting on SDR performance, pipeline contribution, and capacity planning.

Requirements

• 2–3+ years of experience in sales development or outbound sales.
• At least 1 year of experience in a people management role.
• Proficiency with Salesforce and sales engagement platforms like Outreach or Salesloft.
• Data-driven mindset with the ability to analyze funnel metrics and make data-informed decisions.
• Fluency in English as a working language.

Culture & Benefits

• Flexible work environment and remote work policies.
• Equity options and contributions to a pension plan.
• Health and wellness credits and enhanced parental leave.
• Professional training opportunities and career growth support.
• Computer purchase program for a personal Macbook.
• Paid time off and opportunities to volunteer in the community.