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.

If you''re interested in this opportunity, would you be open to joining our Sales Open House event? It would be a great chance to learn more about the role and meet the team.

Join us at the SOTI Open House on Sept 30, 2026, for an inside look at what its like to build a Sales career at SOTI.

Wondering how this event can benefit you? Gain easy access to key recruiters and Sales leaders Explore our HQ Make valuable connections Learn how our technology helps businesses around the world Date: September 30, 2026 Time: 9 a.m. - 4 p.m.

Location: SOTI Headquarters, Mississauga, ON Secure your spot by registering today: Who We Are: At SOTI, we are committed to delivering best in class mobile and IoT device management solutions.

We are looking for out of the box thinkers that appreciate the art of creating great software.

To us, being visionary is more important than doing things the way theyve always been done.

Whats in it for you? The People - From our humble origins in our founders basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun.

The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big! The Technology - Youll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams.

You will work alongside SOTIs partners which include leading tech giants that will keep you on the cusp of emerging technologies.

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, Linked

In, 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.

Qualifications 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 quick-paced SaaS or enterprise software workplace.

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 Linked

In Sales Navigator tools.

Track record of building team culture while maintaining strong execution discipline. #LI-AK1 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 privacysoti.net.

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 careerssoti.net.

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. SOTI is a proven innovator and industry leader for simplifying business mobility solutions by making them smarter, faster and more reliable.

With SOTIs innovative portfolio of solutions, organizations can trust SOTI to elevate and streamline their mobile operations, maximize their ROI and reduce device downtime.

Globally, with over 17,000 customers, SOTI has proven itself to be the go-to mobile platform provider to manage, secure and support business-critical devices.

With SOTIs world-class support, enterprises can take mobility to endless possibilities.

For more information, visit soti.net.

📌 Sales Development Manager, North America (Mississauga)
🏢 SOTI
📍 Mississauga