Team Lead, Sales Development

Job Title: Team Lead, Sales Development
Location: Mississauga, ON (Hybrid)

Who We Are

At SOTI, we are redefining the future of Enterprise Mobility Management. As the world’s leading provider of Enterprise SaaS solutions for managing and securing mobile and IoT devices, we empower organizations to keep their mobile operations running smarter, faster, and more securely.

We are passionate about building best-in-class enterprise software that enables businesses to reduce downtime, increase efficiency, and unlock new levels of productivity across their mobile and fixed endpoints.

Innovation drives us, we don’t settle for “the way things have always been done.” We look for visionaries and problem-solvers who thrive on pushing boundaries, think beyond the obvious, and are committed to transforming how enterprises manage their mobile workforces.

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.

What We’re Looking For

We are looking for a hands-on, motivated leader who thrives on developing people as much as driving results. The ideal candidate could be:

• A Senior Sales Development Representative with an outstanding track record of success, ready to step into a leadership role

• An Account Manager with strong SDR/BDR experience who is eager to transition into team leadership

• An existing Team Lead in Sales Development at another high-tech SaaS company, looking to bring their expertise and leadership skills to SOTI

Along with one of these backgrounds, the person should also bring:

• Passion for coaching and mentoring team members daily, not just during reviews

• Ability to lead by example, including taking on a set of leads personally to demonstrate prospecting, outreach, and pipeline management “the right way” to the Team members

• Skill in motivating individuals and teams to consistently exceed objectives through inspiration, accountability, and recognition

• Excellent communication skills, with the ability to deliver clear, actionable feedback while building team confidence

A mindset for building a winning culture rooted in discipline, preparation, and continuous improvement

• Strong organizational and prioritization skills to ensure the team stays focused and productive

• A balance of being results-driven while equally invested in the personal and professional growth of the people you lead

What You’ll Do

• Train, lead, and coach a section of the Sales Development Representatives (SDRs) team, who are responsible for identifying and researching prospective clients through a combination of inbound lead follow-ups, tradeshow leads, re-engaging closed-lost accounts/opportunities, and selected cold calling to break into new accounts

• Act as a player-coach by taking ownership of a small set of leads yourself, modeling how to prospect, build rapport, and advance opportunities effectively so the team can learn by example

• Develop and enforce scalable yet personalized call and email cadences that maximize outreach efficiency while maintaining authenticity

• Conduct weekly 1:1s with SDRs, focused primarily on coaching and skill-building

• Motivate individuals and the team to exceed objectives through coaching and recognition

• Perform regular performance evaluations and lead quarterly/annual reviews, ensuring clear feedback and measurable growth paths

• Identify and recommend improvements in processes, tools, and workflows to enhance team productivity and pipeline generation

• Support SDRs in their personal and professional development by aligning individual goals with company objectives

• Manage Salesforce lead queue management, reporting, and data analysis to ensure pipeline accuracy and accountability

• Achieve quarterly targets set by management while ensuring a strong culture of discipline, learning, and high performance

Experience You’ll Bring

• 3+ years of progressive experience in Sales Development or Account Management roles within a high-growth SaaS or technology company

• Proven track record as a top-performing Senior SDR or Account Manager, consistently exceeding pipeline and quota expectations

• Prior Team Lead experience in Sales Development is highly desirable; or an SDR/AM who has demonstrated strong leadership potential and is ready to transition into people leadership

• Experience coaching peers, mentoring new hires, or leading small teams/projects, with the ability to inspire and motivate through both guidance and example

• Comfortable in a player-coach environment: confident in rolling up your sleeves, owning a pipeline of leads, and showing SDRs first-hand how to prospect and qualify effectively

• Demonstrated ability to build scalable outreach processes while still adapting to unique customer and market dynamics

• Strong familiarity with sales tech stack tools such as Salesforce, Gong, SalesLoft/Outreach, LinkedIn Sales Navigator, etc.

• Highly organized, analytical, and data-driven in managing pipeline performance, reporting, and forecasting

• Excellent communication and interpersonal skills — able to engage effectively with team members, management, and cross-functional stakeholders

• Thrives in a fast-paced, performance-driven environment, with the resilience to adapt to change and lead through ambiguity

• Bachelor’s degree (or equivalent experience) in Business, Marketing, or related field

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