Business Development Manager

Float•Toronto, ON

3d•Hybrid

About The Position

Float is seeking a Business Development Manager (BDR Manager) to build and lead a high-performance outbound engine for their XDR team (ISR, SDR, BDR). This is a hands-on, player-coach role focused on establishing a modern, AI-first outbound function. The manager will report to the Head of Growth and be responsible for pipeline generation, deal acceleration, and customer activation. The role involves recruiting, hiring, onboarding, and developing the team, implementing structured training and enablement, and driving key performance indicators beyond simple activity metrics, such as average deal size and deal throughput. A significant aspect of the role is building and implementing AI-first workflows across various outbound functions and ensuring CRM hygiene and tech stack management. Collaboration with marketing and sales teams is crucial for achieving shared pipeline goals.

Requirements

3+ years managing a BDR, SDR, or ISR team at a high-growth B2B company, ideally fintech or SaaS, with real accountability for a pipeline number
Full-cycle sales experience, from initial discovery through to closed-won, so you can coach reps on the entire arc of a deal, not just the handoff
A track record of improving outcomes beyond activity metrics: deal size, sales velocity, and downstream activation or conversion
Genuine fluency with AI tools in outbound: you've built or rolled out real workflows for prospecting, drafting, or call intelligence, not just experimented with them
Strong coaching instincts: you can diagnose why a rep is underperforming and fix it, not just report the number
Comfort owning a tech stack (CRM, sequencer, enrichment, dialer) and partnering with RevOps on reporting and forecasting
Experience building genuine cross-functional relationships with marketing and sales, not just running meetings with them
Practical, day-to-day use of AI tools to move faster on research, insight synthesis, and experimentation

Nice To Haves

You Put Customers First, Always. You care deeply about delivering meaningful value. Whether you're building internal systems or customer-facing features, you're always thinking about how to make life better for our users.
You Act Like an Owner. You take responsibility for outcomes, step up to challenges, and seek solutions proactively, doing what's best for the business, not just your role.
You Think Big and Move Fast. You're energised by building from 0 to 1. You're not afraid to challenge the status quo, experiment quickly, and learn as you go.
You Constantly Learn and Grow. You're hungry to improve your craft and open to feedback. You bring a growth mindset to everything you do.
You Raise the Bar. You care about doing things well and efficiently. You balance speed with rigour and always look for ways to improve how we work.
You Win as a Team. You're a generous collaborator who values communication, context, and shared wins. You lift others up and help make the team stronger.

Responsibilities

Own and forecast the team's pipeline generation targets across ISR, SDR, and BDR functions, and carry accountability for hitting them
Build a high-performance coaching cadence: recruit, hire, onboard, and continuously develop the team against clear activity, conversion, and quality benchmarks
Run a structured training and enablement cadence, including regular call reviews and teardowns, to sharpen talk tracks, objection handling, and qualification rigour across the team
Drive outcomes that matter beyond activity: increase average deal size and deal throughput on BDR/SDR-sourced pipeline, and improve first-spend activation rate on ISR-managed accounts
Build and roll out AI-first workflows across prospecting and list-building, call and email drafting, conversation intelligence, and forecasting, and extend what works to the wider marketing and sales org
Develop and nurture strong relationships across marketing and sales, delivering on a single, shared pipeline goal rather than siloed team targets
Own the XDR tech stack: CRM hygiene, sequencing, enrichment, and reporting, partnering with RevOps on attribution and forecasting accuracy
Craft and continuously test messaging, talk tracks, and qualification criteria as the market and our product evolve
Identify and act on process, efficiency, and productivity improvements without waiting to be asked