Job Description
Clio
is more than just a tech company–we are a global leader that is transforming the legal experience for all by bettering the lives of legal professionals
while increasing access to justice
.
Summary:
We are currently seeking a Senior Director of Sales Business Development to join Clio's Sales Leadership Team in Vancouver or Toronto.
Who you are:
We are seeking an innovative and data-driven Senior Director of Sales Business Development to lead our Business Development Representatives (BDR) & Sales Development Representatives (SDR) teams, which plays a critical role in driving pipeline growth. This leader will oversee a team of 80+ BDRs and 30+ SDR’s and their frontline and managers, operating as either a second- or third-line leader depending on the segment. As the Senior Director of Sales Business Development, you will be responsible for driving transformative strategies that enhance inbound & outbound pipeline generation, partnering closely with sales leadership, marketing, and revenue operations to ensure alignment and operational excellence. This is a high-impact role requiring a leader who excels in a data-driven, fast-paced environment and can execute innovative strategies to optimize performance. The ideal candidate will also be an expert in applying AI-driven approaches to improve operational efficiency and effectiveness across the BDR & SDR organization.
What you'll work on:
Team Leadership & Development:
- Lead and mentor a team of 110+ BDRs & SDRs and their respective managers, ensuring that they are well-equipped to meet pipeline goals and sales targets.
- Foster a culture of high performance, accountability, and continuous improvement across the team.
- Drive initiatives to attract, develop, and retain top talent within the XDR organization, focusing on career development and succession planning.
Pipeline Generation & Strategy Execution:
- Develop and implement innovative, data-driven outbound strategies to significantly increase pipeline volume and quality across SMB and mid-market segments, primarily within the legal industry.
- Lead the execution of outbound sales programs, testing and optimizing approaches to maximize efficiency and impact.
- Partner closely with Marketing to ensure alignment on lead generation efforts and to refine the BDR & SDR playbook for outbound lead conversion.
- Collaborate with Sales Leadership to ensure XDR pipeline generation aligns with the overall sales strategy and organizational goals.
Operational Excellence & Data-Driven Insights:
- Drive operational excellence across the XDR organization, optimizing processes and systems to ensure efficient pipeline generation.
- Leverage data to analyze performance, identify areas for improvement, and implement optimization strategies that maximize the team’s effectiveness.
- Continuously refine key performance indicators (KPIs) for XDR success, using them to guide coaching, performance management, and process improvements.
- Regularly report on XDR performance, pipeline metrics, and improvements to executive leadership, providing actionable insights and recommendations.
Collaboration & Cross-Functional Partnership:
- Work closely with Revenue Operations to implement tools, systems, and reporting processes that enable effective XDR performance tracking and pipeline management.
- Serve as a key partner to Sales Leadership, Marketing, and Product teams, ensuring a unified go-to-market strategy that drives pipeline growth.
- Build strong relationships across the organization to enhance communication, alignment, and collaboration on shared goals.
AI & Innovation:
- Act as a subject matter expert on leveraging AI and machine learning to drive efficiencies in the XDR organization, from prospecting to lead qualification.
- Identify, test, and implement AI-driven strategies and technologies to improve outreach efficiency, enhance data insights, and optimize lead generation efforts.
Executive Communication & Performance Reporting:
- Regularly communicate with senior executives, presenting performance data, strategic initiatives, and the impact of outbound programs.
- Provide clear and concise updates on key metrics, areas of improvement, and initiatives that are contributing to overall business growth.
What you bring:
- 10+ years of sales leadership experience, with at least 5 years managing large, SMB-focused sales teams in SaaS environments.
- Proven success in scaling sales organizations in hyper-growth SaaS companies, preferably with teams of 70+ people.
- Experience as a 3rd line leader, overseeing multiple layers of sales leadership.
- A strategic thinker with a track record of implementing creative, scalable growth strategies including AI integration, market activation, and outbound and partner-led sales approaches.
- Deep expertise in SMB sales, with an understanding of the micro SMB segment.
- Data-driven decision-maker with strong experience in forecasting, pipeline management, and performance analysis.
- Exceptional communication and relationship-building skills with internal and external stakeholders.
- A progressive mindset, eager to innovate and drive the sales org toward the future.
What you will find here:
Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high-performing culture.
Some highlights of our Total Rewards program include:
- Competitive, equitable salary with top-tier health benefits, dental, and vision insurance
- Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, and Dublin) to be in office min. once per week on our Anchor Day.
- Flexible time off policy, with an encouraged 20 days off per year.
- $2000 annual counseling benefit
- RRSP matching and RESP contribution
- Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
We aim to hire all candidates between the minimum and the midpoint of the full salary range. We reserve the midpoint to the maximum of the salary band for internal employees who demonstrate sustained high performance and impact at Clio. The final offer amount for this role will be dependent on individual experience and skillset of the candidate. Please note there are a separate set of salary bands for other regions based on local currency.
Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility
Our team shows up as their authentic selves, and are united by our mission. We are dedicated to
diversity, equity and inclusion
. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply.
Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.
Learn more about our culture at
clio.com/careers
Visit Original Source:
http://ca.indeed.com/viewjob
