Who you are

• 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
• 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!

What the job involves

• 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
• 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
• 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
• 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
• 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

Benefits

• With Lightspeed PX, you can enjoy flexible paid time off and up to 2 months remote per year with our hybrid work policy
• 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, from #coffee_pals to sponsored sports teams
• Computer purchase program to get your personal Macbook