Job Description

The

Lead Development Representative (LDR)

in our Sales organization is a vital strategic partner, blending high-level data analysis, consultative selling, and operational support to

maximize customer potential

within our existing, managed customer base.

You will be responsible for

leveraging data

to prioritize the highest-value accounts, collaborating with Account Executives (AEs) on coverage strategy, and actively supporting the execution of key customer engagement initiatives like webinars and events. Your ultimate goal is to generate and pass highly qualified leads to the AE team to close the sale.

Responsibilities

Strategic Planning & Data Analysis

Data-Driven Prioritization:

Analyze CRM and usage data

(product adoption, growth metrics) to identify accounts with the highest Customer Potential for expansion. Use these insights to strategically determine who to call and howto prioritize outreach for maximum impact.

Territory Coverage:

Act as a strategic partner to the AE team by collaborating to define, develop, and execute the tertiary account coverage plan--the targeted strategy for engaging high-potential accounts outside of the AE's primary focus.

Consultative Selling & Workflow Expertise

Discovery & Workflow Analysis:

Initiate proactive outreach to prioritized customers to conduct deep discovery conversations. Leverage a strong, working understanding of software and workflow to pinpoint operational gaps and technical inefficiencies.

Ecosystem Conversations:

Advise customers on the full power of the product to show how integrated solutions solve identified business gaps and drive financial efficiency.

Opportunity Generation:

Successfully generate and qualify expansion opportunities (upsell/cross-sell), booking high-quality demonstrations for the AEs.

Sales Enablement & Account Support

Event Execution:

Support AEs in executing customer engagement initiatives, including specialized events and webinars. Drive attendance by creating targeted invitation lists, managing the communication cadence, and personally reaching out to prioritized customers.

Customer Escalation Support:

Serve as a key liaison for existing customers by providingsupport in managing urgent escalations (product, billing, technical issues). Coordinate with internal teams to ensure timely resolution, safeguarding the strategic customer relationship.

CRM & Reporting:

Maintain impeccable record-keeping within Salesforce, documenting insights, outreach results, and pipeline progress to inform sales forecasting and coverage strategy.

Goal Attainment:

Consistently meet or exceed quarterly quotas for strategic customer engagement, expansion revenue pipeline generation, and lead pass metrics.

Territory Coverage:

Act as a strategic partner to the AE team by collaborating to define, develop, and execute the tertiary account coverage plan--the targeted strategy for engaging high-potential accounts outside of the AE's primary focus.

Qualifications

Experience:

3+ years of professional experience

in an inside sales, SDR/BDR, account management, or consultative role, ideally within a

SaaS or FinTech environment

.

Business Acumen:

A strong, demonstrated working knowledge of

QuickBooks Online and the core accounting workflow

.

Strategic & Analytical Skills:

Proven ability to

interpret data

to prioritize outreach and collaborate effectively on strategic account coverage plans.

Consultative Communication:

Exceptional ability to conduct discovery, ask targeted qualifying questions, and articulate complex value propositions.

Technology Fluency:

Proficiency with

Salesforce

(or similar CRM) is required.

Location:

Ability to reliably commute to our

Toronto office

for on-site collaboration and training.
Job Type: Full-time

Pay: $50,000.00-$75,000.00 per year

Benefits:

Extended health care Paid time off Work from home
Application question(s):

Do you have experience with Salesforce or a similar CRM? Can you easily interpret data? Do you have a SaaS or FinTech experience?
Experience:

inside sales, account management, or consultative role: 3 years (required)
Location:

Toronto, ON (required)
Work Location: Hybrid remote in Toronto, ON

Expected start date: 2025-11-15