Sales Development Manager, North America

Key Responsibilities

1. Build and Scale the Outbound Sales Development Engine

·         Design, implement, and operationalize SOTI's 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 structured 30-60-90-day 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 SOTI's 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 SOTI's 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 SOTI's 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.

#LI-AK1