D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift.
New models of teaching and learning enable a personalized, student-centric experience – and deliver improved retention, engagement, satisfaction, and results for learners of all ages – in schools, campuses, and companies.
D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L.
D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns – and by doing so, we will help improve human potential globally.
Every application we receive is personally reviewed by a member of our Talent Acquisition team - yes, a real person looks at your resume! While we use AI tools internally to streamline tasks like meeting notes, summaries, and administrative work, these tools never rank resumes, make hiring decisions, or influence candidate evaluations.
About the role:
The Manager, Business Development will lead, coach, inspire and continuously upskill a team of talent Business Development Representatives (BDRs) to exceed pipeline generation goals ensuring business growth strategies are met. The Manager, Business Development will thrive at building and growing a world class business development team, focused on high performance. The ideal candidate is a proven high performer who understands EdTech or SaaS sales and has successfully led a team of business development professionals. This person has an entrepreneurial spirit who exceeds quotas, develops people, and innovates processes to maximize efficiency and business outcomes.
Major Responsibilities (How Will I Make an Impact?):
- Recruit, develop and coach a team of Business Development Representatives (BDRs) whose role consists of prospecting, opportunity identification and pipeline generation
- Coach and develop BDRs into candidates for future Account Executive (AE) and Client Sales Executive (CSE) roles
- Deliver ongoing training on sales prospecting, discovery, email outreach, and outbound calling
- Coach individual BDRs through call shadowing, role play, and performance reporting
- Guide and manage prospect research and list-building activity with the team
- Maintain a culture of accountability, hard work, and innovation
- Define, measure, monitor and report performance metrics for BDRs linked to lead generation (e.g., call/email activity, response rates, leads generated, lead quality, ultimate lead-to-close)
- Ability to make sense of data sets to analyze team performance, build a point of view and share key data with key stakeholders
- Maintain accurate and timely forecast data and be able to identify opportunities for continuous improvement
- Exceed monthly, quarterly, annual activity and pipeline targets, across all markets
- Work cross-functionally with sales and marketing to create and implement programs and communicate on campaign performance.
- Manage the inbound pipeline and working closely with Marketing to ensure timely response and tracking of campaign performance
What you will bring to the role:
- Proficient in negotiation techniques, capable of structuring and closing mutually beneficial deals.
- Skill in leading and motivating a high-performing business development team to achieve goals.
- Ability to lead and inspire a high-performing business development team, fostering a collaborative and results-driven culture.
- Clear and effective communication, both verbal and written, for negotiation, relationship-building, and collaboration across all levels and functions.
- Lead by example and a willingness to get into the trenches with the front line.
- Skilled with outbound/cold prospecting and working with inbound leads
- Experience training, mentoring, and growing an outbound process.
- Acumen with Artificial Intelligence tools
Experience and Education Recommendations:
- 3+ Years of experience leading high-performing sales development team
- 2+ years of experience selling software and SaaS
- Salesforce experience is a must, Sales Engagement tool, 6sense or an equivalent platform experience a plus
- Must possess a good understanding of best practice for running Business Development teams
- SaaS experience required with knowledge of the learning technology industry a plus
- Bachelor's degree in business, Marketing, Communication or equivalent
This position is to fill an existing vacancy.
The expected base salary range for a new hire in this role is listed below. The annualized base salary offered is determined by each candidate’s relevant knowledge, skills, education, training and experience. It is aligned to ensure both internal and external competitiveness using market data for the geographic location and industry. As part of the total compensation at D2L the role may be eligible for additional benefits including a Wellness Subsidy, Equity Grants, Variable Incentive, and more.
Don’t meet every single requirement? We strongly encourage you to still apply! At D2L, we are committed to creating a diverse and inclusive environment. We encourage your application even if you don't believe you meet every single qualification outlined, because we love to help our people grow and develop!
Why we're awesome:
At D2L, we are dedicated to providing you with the tools to do the best work of your life. While some of our perks and benefits may vary depending on location or employment type, we are proud to provide employees with the following through #LifeAtD2L:
- Impactful work transforming the way the world learns
- Flexible work arrangements
- Learning and Growth opportunities
- Tuition reimbursement of up to $4,000 CAD for continuing education through our SkillsWave Program
- 2 Paid Days off for SkillsWave-related activities like exams or final assignments
- Employee wellbeing (Access to mental health services, EFAP program, financial planning and more)
- Retirement planning
- 2 Paid Volunteer Days
- Competitive Benefits Package
- Home Internet Reimbursements
- Employee Referral Program
- Wellness Reimbursement
- Employee Recognition
- Social Events
- Dog Friendly Offices Spaces at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne offices.
Skills Required
- 3+ years leading high-performing sales development team
- 2+ years selling software or SaaS
- Salesforce experience
- Experience with Sales Engagement tools or 6sense (or equivalent)
- Understanding of best practices for running Business Development teams
- SaaS experience (learning technology industry knowledge a plus)
- Bachelor's degree in Business, Marketing, Communication or equivalent
- Skilled with outbound/cold prospecting and handling inbound leads
- Experience training, mentoring, and growing an outbound process
- Proficiency in negotiation techniques and deal structuring
- Ability to analyze datasets, report team performance, and maintain forecasts
- Acumen with Artificial Intelligence tools
What We Do
D2L is transforming the way the world learns – helping learners of all ages achieve more than they dreamed possible. D2L’s products, partners and vast ecosystem supports millions of people learning online and in person. Our growing global workforce is driven to make learning products that will transform our world by making technology more human. To learn more, visit www.D2L.com.
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