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.

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.

- 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.

- 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 chance, 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.

- Ensure Excellence in Execution

- Lead and optimize outbound engagement across multiple channels, including phone, email, LinkedIn, 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.

- 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.

- 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 fast-paced SaaS or enterprise software environment.

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 LinkedIn Sales Navigator tools.
- Track record of building team culture while maintaining strong execution discipline.

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