Manager, Business Development

ABOUT FLOAT Float is on a mission to simplify finance for Canadian businesses, empowering them to eliminate complexity and unlock new opportunities. Through our innovative platform, Float enables businesses to streamline financial operations and optimize cash flow, so they can focus on what matters most: growth.   As one of Canada’s fastest growing companies https://www.theglobeandmail.com/business/rob-magazine/top-growing-companies/article-ranking-canadas-top-growing-companies-of-2024/ and top-rated startups in 2025 https://www.linkedin.com/posts/floatfinancial_were-proud-to-share-that-float-has-been-activity-7387093684720300032-2DDz/, 2024 https://www.linkedin.com/pulse/linkedin-top-startups-2024-15-canadian-companies-rise-linkedin-news-llihe/ and 2023 https://lnkd.in/TSU23CA, Float is customer-obsessed, passionate and entrepreneurial, with a team that includes leaders from Uber, Stripe, Shopify, Top Hat, Ada, Doordash, Snowflake, and Wealthsimple.   At Float, everyone is an owner, bringing their unique perspective to our team and product. Your voice is important, and we take having a culture based on feedback seriously. We openly share our thoughts and differing opinions so we can continue to improve. We do our best to keep our decision-making decentralized so that all team members feel ownership in our success.   OUR PRODUCT Float is Canada’s intelligent financial operating system, combining modern financial services and software to help businesses spend, save, and grow. Trusted by more than 7,500 Canadian companies, Float provides high-limit corporate cards, automated expense management, next-day bill payments, high-yield accounts, and industry-leading support, all built in Canada, for Canada. Float recently announced our $85 million Series C https://floatfinancial.com/press/float-financial-raises-cad-85-million-series-c, and is backed by world-class investors, including Inovia Capital, Growth Equity at Goldman Sachs Alternatives, OMERS Ventures, and Silicon Valley Bank.   Our team is a collection of ambitious, collaborative and mission-driven people from all walks of life but with one goal: helping Canadian companies not just survive but thrive. And we’re looking for bold innovators to help shape the future of business finance in Canada. AI USE IN OUR HIRING PROCESS We use technology, including artificial intelligence (AI), to support parts of our hiring process. This may include AI-assisted scheduling and candidate communications, and AI-generated interview notes, guides or summaries to help our team focus on the conversation. All hiring decisions are made by our hiring team. ABOUT THE ROLE We're scaling Float's outbound engine through our next phase of growth, and we need a BDR Manager to build a high-performance culture across our XDR team (ISR, SDR, BDR). Reporting to our Head of Growth, you'll own the number: pipeline generated, deals accelerated, and customers activated. This is a hands-on, player-coach role for someone who wants to build a modern, AI-first outbound function from the ground up, not inherit a legacy playbook. WHAT YOU'LL BE RESPONSIBLE FOR - 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 ABOUT YOU HERE'S WHAT SETS YOU UP FOR SUCCESS AT FLOAT: - 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. WHAT YOU'LL BRING: - 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 THIS MAY NOT BE THE ROLE FOR YOU IF: - You want a fixed playbook rather than the ability to build and rewrite one - You haven't personally been accountable for a pipeline number - You measure success by activity volume rather than downstream outcomes like deal size or activation - You prefer to direct AI adoption from a distance rather than build workflows yourself - You're uncomfortable with direct, frequent feedback OUR HIRING PHILOSOPHY We hire for character, curiosity, and learning velocity before credentials. Titles matter less than impact, and every hire is expected to raise the bar for Float as a whole.   WHY YOU SHOULD JOIN - Work at one of Canada's fastest-growing fintech companies - Make a real impact in a high-autonomy, high-growth role - Collaborate with an ambitious and supportive team - Competitive compensation, equity options, and benefits - Hybrid work model – we are based in Toronto with in-office days for connection and collaboration - Enjoy catered team lunches every Tuesday, Wednesday and Thursday - Bring your pup to our dog-friendly office - Thrive in a high-trust, high-performance culture where your work truly matters   IN SHORT At Float, you’ll thrive if you’re bold, curious, and eager to make a real impact. We're building something special—and having a lot of fun along the way. If you’re excited to build, grow, and win together, we’d love to meet you.   We’re committed to building a workplace that’s welcoming and accessible for everyone. If you need any accommodations during the hiring process or once you join Float, just let us know! You can reach out to Vic https://www.linkedin.com/in/victoria-boult-b21b2053/ (victoria@floatfinancial.com), and we’ll work with you to make sure you have what you need to succeed.