Sales Development Manager, North America

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 it’s 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: https://lnkd.in/gNmXe6a8

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 they’ve always been done.  

What’s in it for you?

The People - From our humble origins in our founder’s 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 - You’ll 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 SOTI’s 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, 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.

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.

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.

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