Senior Sales Manager, Business Development

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely. 

We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.

Summary:

We are looking for a Senior Manager, Business Development to join our Business Development Sales team. This is a hybrid role out of Toronto.
 

Who you are:

We are seeking an innovative and data-driven Senior Manager, Business Development to lead our Business Development Representatives (BDR) team, which plays a critical role in driving pipeline growth. You will report directly to our Senior Director of SDR & BDR who is responsible for all selling segments at Clio. This leader will oversee a team of 30+ BDRs and their frontline managers, operating as a second-level leader. As the Senior Manager, you will be responsible for driving transformative strategies that enhance outbound pipeline generation, partnering closely with sales leadership, marketing, and revenue operations to ensure alignment and operational excellence.
 

This is a high-impact role requiring a leader who excels in a data-driven, fast-paced environment and can execute innovative strategies to optimize performance. The ideal candidate will also be an expert in applying AI-driven approaches to improve operational efficiency and effectiveness across the BDR organization.
 

What you’ll work on:

• Lead leaders. Hire/coach Sales Managers and raise the bar for BDRs. 

• Run the machine. Weekly forecast hygiene, real pipeline accuracy, and linearity that holds up on the last day of the month. 

• Creates a pipeline engine. Make “how we create” as operational as “how we close.” Create and implement weekly & monthly strategies that drive pipeline growth above and beyond targets and can clearly galvanize their teams to implement and execute those strategies.   

• Coach the craft. Value selling / Corporate Visions (or other) disciplines, multi-threading with power, crisp account prospecting plans.

• Win with cross functional partners. Our internal ecosystem across sales, marketing & rev ops is a force multiplier. You must be able to gain trust & credibility to drive the collective business forward. You’re clearly able to share how you’ve done this in previous roles. 

• High bar for innovation with a lens on AI. You think outside of the box on new ways to win & can manage multiple stakeholders through those innovations.

• You are able to balance your workload to work “IN” and “ON” your business and clearly articulate how you do this. 

• You blend PLG signals with enterprise selling. You can mix transactional volume with upmarket tactfulness.

What you may have: 

• 10+ years of experience in sales or SDR, BDR or AE leadership, with a strong track record of scaling outbound pipeline generation in a SaaS or SMB-focused organization.

• Experience managing second-level leaders, including defining operating rhythms, making talent decisions, and establishing clear, repeatable standards. If you haven’t held second-level experience, you are an experienced front-line leader and have a strong vision for how you would operate in an upleveled capacity.

• This is an operator-first role, accountable for a direct pipeline number, where success is measured by the efficiency, predictability, and volume of Sales Qualified Pipeline generated by your segment 

• Data-driven mindset with a strong operational focus; demonstrated success in using data and insights to drive decision-making and optimize performance.

• Deep understanding of outbound lead generation strategies, particularly in SMB and/or vertical SaaS. 

• Proven ability to introduce and implement innovative strategies, including the use of AI, to enhance BDR efficiency and pipeline growth.

• Exceptional cross-functional collaboration skills, with the ability to work effectively across Sales, Marketing, Revenue Operations, and Product teams.

This role is a backfill for an existing position.

What you will find here:

Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high-performing culture.
 

Some highlights of our Total Rewards program include:

• Competitive, equitable salary with top-tier health benefits, dental, and vision insurance 

• Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin and Sydney) to be in office minimum twice per week.

• Flexible time off policy, with an encouraged 20 days off per year.

• $2000 annual counseling benefit

• RRSP matching and RESP contribution 

• Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years​​

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The expected salary range* for this role is $106,600 to $133,300 to $160,000 CAD. The expected new hire commission range for this role is $57,400 to $71,800 to $86,200 CAD. The opportunity to earn commissions beyond the stated amounts are possible as commission earnings are uncapped.

*Our salary bands are designed to reflect the range of skills and experience needed for the position and to allow room for growth at Clio. For experienced individuals, we typically hire at or around the midpoint of the band. The top portion of the salary band is reserved for employees who demonstrate sustained high performance and impact at Clio. Those who are new to the role may join below the midpoint and develop their skills over time. The final offer amount for this role will be dependent on geographical region, applicable experience, and skillset of the candidate.

Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility 

Our team shows up as their authentic selves, and are united by our mission. We are dedicated to diversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply.

Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.

Learn more about our culture at clio.com/careers

We're a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations. In recruitment, AI helps us streamline the process for greater efficiency. However, we've built our systems to ensure that a human always reviews AI-generated output, and we never make automated hiring decisions.

Disclaimer: We only communicate with candidates through official @clio.com email addresses.