Business Development Manager (Player-Coach)

Accountabilities: Outbound Prospecting: Lead outbound sales activities across Canada and the United States, targeting lumber and building materials (LBM), hardware, plumbing, PHCP (Plumbing, Heating, Cooling, and Piping) distributors, and their associated buying groups. Lead Qualification and Meeting Generation: Conduct high-volume cold calls and initial discovery conversations to identify qualified prospects, assess their fit with the ideal customer profile (ICP), and book productive meetings for Account Executives. Sales Playbook Development: Create, test, refine, and document call scripts, voicemail approaches, email sequences, objection-handling techniques, targeting strategies, and qualification criteria to establish a scalable prospecting process. SDR Function Building: Define team objectives, activity targets, performance metrics, and onboarding plans. Help determine hiring priorities, recruit initial SDR team members, and establish the foundations for a high-performing outbound sales function. Player-Coach Leadership: Continue making calls while developing and managing the SDR team. Conduct call reviews, role-playing sessions, coaching meetings, and regular one-on-ones to improve individual performance and build team capabilities. Account Executive Collaboration: Work closely with Account Executives to align territories, establish lead qualification and handoff standards, and create feedback loops that improve meeting quality and conversion into sales opportunities. Marketing Alignment: Coordinate with marketing to leverage trade shows, webinars, campaigns, and other initiatives that support prospecting. Share feedback on messaging effectiveness and identify opportunities to improve outreach. Market Intelligence: Communicate insights gathered from prospects and industry conversations to product, marketing, and leadership teams to strengthen positioning, refine messaging, and inform expansion strategies. CRM Management and Reporting: Maintain accurate records in HubSpot or comparable CRM platforms, logging calls and updating prospect information. Monitor and report on activity levels, connection rates, meetings booked, pipeline generated, and overall performance. Continuous Improvement: Evaluate outreach effectiveness, identify opportunities to improve productivity, and develop repeatable processes that support sustainable growth as the business enters new markets. Requirements Professional Experience: At least three years of experience in outbound B2B sales, business development, sales development, inside sales, or a related role, with a demonstrated record of meeting or exceeding activity and meeting-booking targets. Cold Calling Expertise: Comfortable making a high volume of outbound calls daily, maintaining energy and persistence through rejection, and consistently generating meaningful conversations with prospective customers. Discovery and Qualification Skills: Strong questioning, active listening, and qualification abilities, with sound judgment when assessing prospect needs, business fit, and potential sales opportunities. Process Development: Experience building, testing, or improving prospecting processes, including call scripts, outreach cadences, targeting strategies, qualification frameworks, and performance tracking. Leadership Potential: A genuine interest in developing people and leading a sales team. Previous experience mentoring, training, coaching, or managing SDRs or BDRs is an advantage, but a strong willingness to grow into leadership is essential. Relationship-Based Selling: Ability to engage decision-makers in owner-operated and relationship-driven businesses, establish credibility, and build productive commercial relationships. CRM and Sales Technology: Working proficiency with CRM platforms and sales engagement tools, such as HubSpot, Apollo, Gong, or comparable solutions, along with strong data management and reporting discipline. Communication and Collaboration: Clear, persuasive communication skills and the ability to work effectively with Account Executives, marketing, product, and leadership teams. Self-Direction and Adaptability: Comfortable working remotely in an early-stage, fast-moving environment where processes are still evolving. Demonstrates initiative, resilience, curiosity, accountability, and a willingness to experiment and learn. Industry Experience: Experience in building materials, hardware, plumbing, PHCP, or wholesale distribution is a strong asset. Relevant Technology Experience: Familiarity with SaaS, e-commerce, payment solutions, or ERP-related software sold to distributors is an advantage. Additional Leadership Experience: Previous experience recruiting, onboarding, training, or coaching SDRs and BDRs is beneficial. Benefits Competitive compensation: Base salary of CAD $80,000–$90,000, with total on-target earnings of approximately CAD $110,000–$130,000. Performance-based incentives: Variable compensation linked to meetings booked, pipeline generated, and team results once the SDR function is established. Equity opportunities: Equity compensation offered as part of the overall package. Competitive benefits: Access to a competitive employee benefits package. Remote-first flexibility: Work remotely from Canada, with the autonomy to manage your work in a distributed environment. Ownership and impact: Build an outbound sales function, create the playbook, shape hiring plans, and establish the foundations for a growing team. Career progression: Develop your leadership capabilities while maintaining hands-on sales experience and taking on greater responsibility as the function scales. Established technology platform: Bring a proven B2B commerce solution to new markets, supported by an existing customer base and an established product offering. Cross-functional collaboration: Work closely with sales, marketing, product, and leadership teams to influence market strategy and improve commercial outcomes. Customer-focused environment: Contribute to a business that emphasizes responsive support, effective implementation, curiosity, practical problem-solving, and long-term customer relationships.