Sales Development Manager, North America

If youre 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 its 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: 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 theyve always been done.

Whats in it for you

The People -From our humble origins in our founders 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- Youll 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 SOTIs 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 SOTIs 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 structuredday 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 SOTIs 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 SOTIs 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 SOTIs 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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