Director of Sales Development

Location: Toronto, Ontario

Our client builds technology that helps organizations drive meaningful impact through fundraising. For decades, they have supported the education, healthcare, and nonprofit sectors with advanced fundraising tools and one of the largest charitable giving databases in the market.

As the fundraising landscape evolves, so does their platform. Leveraging real‑time data and AI, our client enables organizations globally to identify, manage, and engage donors at scale. Their product suite includes purpose‑built CRM solutions, donor intelligence tools, and generative AI capabilities that help teams create personalized, high‑impact outreach more efficiently.

Position Summary

We are seeking an experienced and strategic Sales Development Leader to build, lead, and execute both an inside sales prospecting motion and an enterprise sales prospecting motion. This role will be critical in driving pipeline growth, establishing scalable prospecting processes, and developing the next generation of sales talent.

What You’ll Do

• Build and Lead Prospecting Teams: Recruit, train, and mentor a high‑performing team of Sales Development Representatives (SDRs) responsible for inbound and outbound lead generation across SMB and enterprise segments.
• Develop and Implement Sales Strategies: Design and execute tailored prospecting strategies for different market segments, focusing on lead generation, qualification, and nurturing.
• Performance Management: Establish KPIs, track SDR performance, and align team output with overall sales goals; develop incentive structures to drive results.
• Optimize Processes and Tools: Identify and implement tools, CRM workflows, and automation to improve efficiency and maximize lead conversion.
• Cross-Functional Collaboration: Partner with marketing to refine messaging and campaigns; work closely with sales leadership to ensure effective lead handoff and continuous feedback loops.
• Market and Product Knowledge: Stay current on industry trends, competitive landscape, and product positioning to enhance prospecting effectiveness.
• Data-Driven Decision Making: Monitor pipeline metrics, conversion rates, and overall contribution to revenue; provide regular reporting and insights to leadership.

Compensation

OTE: $220,000 – $250,000 CAD | Base Salary: $150,000 – $170,000 CAD | Variable (Bonus/Commission): $60,000 – $80,000 CAD/USD. Compensation will be based on experience, market benchmarks, and scope of the role.

Special Perks

• Remote-First, Digital Workplace: Work from anywhere across North America in a fully distributed, digital‑first environment designed for flexibility and autonomy.
• Flexible Schedules: Operate with a high‑trust model and manage your time and priorities in a way that works best for you and your team.
• Work-Life Balance that’s Actually Respected: Generous paid time off including at least 3 weeks vacation, 12 paid holidays, 5 flexible personal days, and an additional wellness break during the winter holidays.

Must Have Skills

• Experience: 5+ years in a sales development leadership role, preferably in a SaaS environment with experience in both inside sales and enterprise-level sales.
• Proven Track Record: Demonstrated success in building and scaling SDR teams, developing effective prospecting strategies, and consistently meeting or exceeding lead generation targets.
• Analytical Skills: Strong data analysis skills to track KPIs and derive insights to optimize SDR team performance.
• Communication Skills: Excellent written and verbal communication skills, with the ability to collaborate across departments and influence stakeholders.
• Tools Proficiency: Experience with CRM software (e.g., Salesforce, HubSpot) and sales enablement tools (e.g., Outreach, SalesLoft, LinkedIn Sales Navigator). Experience leveraging AI to optimize team efficiency and a desire to be an early adopter of innovation.
• Results-Oriented Mindset: Highly motivated with a focus on driving results, accountability, and continuous improvement.