Manager, Outbound Sales Development
Lightspeed CommerceJobsCloseBy Editorial Insights
Lightspeed Commerce seeks a Manager, Outbound Sales Development to lead Mid‑Market SDRs for the NuORDER Network Expansion, owning the outbound pipeline for mid‑market merchants and coaching a team through longer cycles across retail and ecommerce. You will design outbound strategy, multi‑touch sequencing, and qualification frameworks, partner with Account Executives and RevOps, own end‑to‑end qualification and CRM hygiene, and report on pipeline health and capacity planning. Requirements include 3–5+ years in SDR or outbound sales with 2+ in management, ABM and a data‑driven mindset, strong coaching, and English fluency; B2B SaaS or retail tech a plus. Tips: quantify results, showcase coaching wins, demonstrate cross‑functional collaboration, tailor for MM.
Hi there! Thanks for stopping by 👋
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:
Pipeline Development & Strategy
- 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 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
And a little bit of…
- Contributing to broader team culture and playbook development across the NuORDER expansion org
- Supporting cross-segment initiatives including recycled account strategy and network-effect campaigns
- Participating in QBRs and leadership reviews with reporting on MM segment performance
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
- As a global company with employees and clients outside of Quebec, fluency in English as a working language 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
We know that people are more than what’s on their CV. If you’re unsure that you have the right profile for the role... hit the ‘Apply’ button and give it a try!
Be a changemaker
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
Plus benefits designed to keep you happy, healthy and fulfilled.
- Flexible paid time off and remote work policies
- Equity options, because this is your company too
- Contributions to your pension plan. Your future matters
- Training opportunities to grow your skills and career
- Health and wellness credit so you feel your best
- Time off to volunteer and give back to your community
- Interest groups, employee led networks, social committees to sponsored sports teams
- Computer purchase program to get your personal Macbook
- Enhanced parental leave to support growing families
Fuel your growth. Find your people.
At Lightspeed, your growth is our priority. We invest in you with continuous learning opportunities, global mobility and benefits designed to support you—all within a driven, diverse and inclusive team that’s passionate about empowering our communities
At Lightspeed, we carefully consider a wide range of factors when determining compensation, including your skill set, qualifications, experience, and market data. These considerations can cause your compensation to vary. We reasonably expect the total compensation for this position to be in the range of $130,000 - $150,000 CAD. Lightspeed also provides a variety of employee benefits including, but not limited to, medical, dental, wellness, life and disability insurance, RRSP plan and match, paid parental leave top-up, and paid time off.Please note that this compensation information is solely for candidates hired to perform work within Ontario and reflects the amount Lightspeed is willing to pay at the time of this posting. This role represents an existing vacancy at Lightspeed. Lightspeed uses artificial intelligence–enabled tools to support certain aspects of the recruitment process; all hiring decisions are made by our recruiting and hiring teams.
#LI-TL2
To all recruitment agencies: Lightspeed does not accept unsolicited agency resumes. If we have not directly engaged your company in writing to supply candidates for a specific vacancy, Lightspeed will not be responsible for any fees related to unsolicited resumes.
Lightspeed is a proud equal opportunity 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.
Where to from here?
Obviously, this has to be mutually beneficial: we want you to step into a role you love, and we want to offer you a place you’re proud to come to every day. For a glimpse into our world check out our career page here.
Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal’s gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs.
Who we are:
Powering the businesses that are the backbone of the global economy, Lightspeed's one-stop commerce platform helps merchants innovate to simplify, scale, and provide exceptional customer experiences. Our cloud commerce solution transforms and unifies online and physical operations, multichannel sales, expansion to new locations, global payments, financial solutions, and connection to supplier networks.