[Hiring] Manager, Outbound Sales Development - SMB @Lightspeed Commerce

Role Description

We're growing the NuORDER Network Expansion team and looking for a strategic, data-driven Manager to lead our SMB Sales Development function. In this role, you'll own the outbound pipeline for SMB merchants - building and coaching a team of SDRs who work 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 SMB segment. You'll work closely with Account Executives and cross-functional partners to ensure high-quality pipeline and consistent conversion into our AE motion.

What you’ll be doing:

• Pipeline Development & Strategy:
  • Design and execute an outbound prospecting strategy targeting SMB merchants ($500k-$1M GMV) within the NuORDER network.
  • Partner with the Director of Outbound Sales to align campaign strategy with FY27 MRR targets and segment growth plans.
• Team Leadership & Coaching:
  • Hire, onboard, and develop a team of SMB 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 other Outbound SDR Managers to share best practices and maintain consistency across the broader outbound org.
• Process & Operations:
  • Own the end-to-end qualification process for SMB accounts, from first touch through to AE handoff.
  • Define and enforce ICP criteria for SMB, 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.
• Cross-Functional Alignment:
  • Partner with SMB 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 SMB segment performance.

Qualifications

• 2–3+ years in sales development or outbound sales, with at least 1 year in a people management role.
• Demonstrated experience running SMB or Larger SDR motions with a focus on delivering quality pipeline.
• 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.
• Fluency in English as a working language is required for this position.

Benefits

• A flexible work environment that empowers you to do your best work.
• A culture that celebrates performance.
• The chance to make an impact in a team that’s big enough for career growth, but lean enough to make your voice heard.
• Career-defining opportunities.
• Flexible paid time off and remote work policies.
• 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, employee-led networks, social committees to sponsored sports teams.
• Computer purchase program to get your personal Macbook.
• Enhanced parental leave to support growing families.