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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 Mid‑Market Sales Development function. In this role, you’ll own the outbound pipeline for mid‑market merchants – building and coaching a team of SDRs who work longer, more complex sales cycles, engaging multi‑stakeholder 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 MM 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

- Design and execute outbound prospecting strategy targeting mid‑market merchants ($2M–$50M GMV) within the NuORDER network.
- Build multi‑touch, multi‑channel sequencing (email, phone, LinkedIn) tailored to longer MM buying cycles and multiple stakeholders.
- Develop account prioritization frameworks and mapping to maximize coverage across the addressable segments of the MM merchant base.
- 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 Mid‑Market 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 the SMB SDR Manager to share best practices and maintain consistency across the broader outbound org.

Process & Operations

- Own the end‑to‑end qualification process for MM accounts, from first touch through to AE handoff.
- Define and enforce ICP criteria for mid‑market, 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 MM 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.

What You Need To Bring

- 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+ day cycles).
- 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.
- Proven coaching ability – can identify individual rep gaps and tailor development plans accordingly.
- Fluency in English is required for this position.

Even Better If You 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 is a strong asset.
- Experience collaborating with cross‑functional teams including AEs, RevOps, and Marketing.

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.

Benefits

- Flexible paid time off and remote work policies.
- Equity options.
- Contributions to your pension plan.
- Training opportunities to grow your skills and career.
- Health and wellness credit.
- Time off to volunteer and give back to your community.
- Interest groups, employee‑led networks, and social committees.
- Computer purchase program for a personal MacBook.
- Enhanced parental leave.

We expect total compensation for this position to be in the range of $130,000 – $150,000 CAD.

Lightspeed is a proud equal‑chance employer and we are committed to creating an inclusive and barrier‑free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

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Apply on Kit Job: kitjob.ca/job/2fs95u

📌 Manager, Outbound Sales Development (Toronto)
🏢 Lightspeed Commerce
📍 Toronto