Director, Sales Development

About Kindsight:

Kindsight builds technology that helps fundraisers make a difference. For decades, Kindsight has supported the education, healthcare, and nonprofit sectors with fundraising tools and the largest charitable giving database on the market. And as the giving sector evolves, so does Kindsight. As the leader in fundraising intelligence, Kindsight leverages real-time data and AI to help thousands of organizations around the world identify, manage, and engage with donors - at any scale. With purpose-built CRMs that corral all of that donor information and campaign tracking into one place, donor prospect research tools that offer proactive insights and real-time donor intel, and generative AI that creates personalized, meaningful content drafts at scale, Kindsight’s product suite is truly changing the game for donor fundraising.

Position Summary:

Kindsight is seeking a Director, Sales Development to lead our Sales Development function supporting iWave, our high-velocity fundraising intelligence solution.

This role is responsible for creating a repeatable, scalable pipeline generation engine across inbound and outbound channels. This is not a build-from-zero mandate. The SDR and BDR organization is already established, with leadership infrastructure in place. The opportunity is to improve consistency, coaching, accountability, process adoption, reporting discipline, and pipeline creation performance across the function.

This is a Director-level leadership role focused on monthly opportunity creation, performance management, playbook execution, funnel diagnostics, Salesforce reporting discipline, and productivity gains through process, tooling, automation, and AI.

The role will manage an existing Sales Development Manager directly and indirectly oversee approximately 12 SDR/BDR team members across inbound and outbound motions.

This role is focused on iWave, where the sales cycle is typically 30–60 days and the business operates on a monthly pipeline creation cadence.

The ideal candidate understands high-volume SaaS sales development and can improve performance through process, coaching, data, operating discipline, and AI-enabled workflows rather than simply increasing headcount.

Success in this role will be measured by improvements in qualified pipeline creation, inbound qualification consistency, outbound conversion performance, SDR/BDR productivity, funnel visibility, Salesforce reporting discipline, and overall opportunity quality.

Individuals who thrive will exhibit the following success skills - Collaboration, Critical Thinking, Emotional Intelligence, Executive Presence, Growth Mindset, Intellectual Curiosity, Accountability, and Results Focus.

What You’ll Do:

Lead and scale the iWave Sales Development function across inbound SDR and outbound BDR motions

Manage, coach, and develop the Sales Development Manager responsible for day-to-day team execution

Indirectly oversee approximately 12 SDR/BDR team members responsible for creating qualified opportunities for Account Executives

Drive monthly opportunity creation and pipeline contribution targets across inbound and outbound channels

Build, refine, and enforce repeatable playbooks for inbound qualification, outbound prospecting, messaging, cadences, activity levels, call quality, objection handling, and AE handoff

Create a consistent operating system for the team so reps are not inventing individual approaches rep by rep

Establish strong operating rhythms, including weekly 1:1s, team coaching cadences, performance reviews, forecasting reviews, and clear expectations around activity, conversion, opportunity creation, and quota attainment

Use Salesforce dashboards, funnel metrics, activity data, conversion rates, opportunity quality, and pipeline contribution metrics to identify performance gaps and implement improvements

Diagnose where pipeline performance is breaking down and recommend corrective action without relying on senior leadership to define every report or metric

Partner closely with Marketing, Demand Generation, Sales, Product, and Revenue Operations to improve lead quality, campaign conversion, outbound targeting, sales handoff quality, and opportunity creation

Identify opportunities to improve productivity through Salesforce hygiene, sales engagement tools, automation, AI-enabled workflows, and better reporting

Evaluate where tooling, automation, AI workflows, and better process design can increase team output without relying primarily on additional headcount

Create a culture of accountability, consistency, coaching, and measurable performance improvement

Ensure expectations are clear, activity is inspected, coaching is consistent, and performance improvement is measurable

Develop managers and team leads, creating leadership capacity and succession planning within the sales development organization

What We’re Looking For:

5+ years of experience leading B2B SaaS Sales Development, Business Development, Inside Sales, or high-velocity sales organizations

Experience leading inbound and outbound sales development teams responsible for monthly opportunity creation targets

Experience managing at least one manager, team lead, or layered leadership structure

Strong understanding of SMB and mid-market SaaS sales motions

Experience operating in a high-volume environment with short sales cycles and monthly pipeline creation targets

Strong coaching, hiring, performance management, and rep development skills

Strong comfort with Salesforce, reporting, dashboards, funnel metrics, forecasting, and weekly operating cadences

Ability to diagnose conversion issues and improve activity levels, opportunity creation, and pipeline contribution

Experience building, refining, and enforcing repeatable sales development playbooks

Experience improving inbound qualification performance and outbound conversion performance

Strong cross-functional collaboration with Marketing, Demand Generation, Sales, Product, and Revenue Operations

Demonstrated experience using AI, automation, or workflow tooling to improve sales productivity, prospecting efficiency, coaching, reporting, or pipeline creation

Comfort leading an existing team and improving output through process, coaching, data, and operating discipline

Ability to manage through an existing manager, not just directly coach individual reps

Strong understanding of inbound qualification, outbound prospecting, activity standards, cadence structure, messaging, and AE handoff quality

Experience implementing performance improvement plans and managing low-performing team members

Comfort working in a high-velocity SaaS environment with short sales cycles and monthly opportunity creation targets

Preferred

Experience with fundraising, nonprofit, education, healthcare, CRM, data, or research SaaS

Experience selling or supporting point solutions with shorter sales cycles

Experience improving inbound qualification and outbound conversion rates

Experience using sales engagement platforms such as Outreach, Salesloft, Gong, LinkedIn Sales Navigator, Apollo, ZoomInfo, or similar tools

Experience implementing AI or automation into sales development workflows

Prior hands-on experience as an SDR, BDR, AE, or Inside Sales Representative

Experience improving productivity without relying primarily on additional headcount

Compensation Range:

Base Salary: $150,000 - $170,000 CAD annually

On-Target Earnings (OTE): $220,000 - $250,000 CAD annually

Compensation is based on experience, market benchmarks, and role complexity. We aim to offer fair, competitive pay that reflects your skills and the market.

This advertised position is for an existing vacancy at Kindsight. At Kindsight, we’re proud to be a place where everyone belongs and has an equal opportunity to contribute, thrive and grow. We hire based on skills, potential, and impact, and we believe our differences fuel innovation. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. We’re building a workplace where everyone has the opportunity to do meaningful work and make a difference.

We leverage artificial intelligence (AI) tools to support certain aspects of our recruitment process. These tools may help with resume screening, drafting job descriptions, creating interview questions and occasionally identifying potential candidates. All hiring decisions are made by our people, not AI. Our intent is to use AI thoughtfully to streamline administrative tasks, improve the candidate experience and support fair, unbiased hiring practices consistent with industry standards.