As a Business Development Manager, you will sell cloud-based VoIP and UCaaS business phone systems to Canadian small businesses with 20 to 200 employees. The primary buyers are office managers, controllers, and VPs or Directors, and the primary path to them is through managed IT service provider (MSP) partners that our client recruits and develops. This role is 100% new business development with no account management responsibility. There is no inherited book of business, no marketing lead flow, and no BDR support: roughly 50% of prospecting activity comes from lists supplied by the company and 50% is self-generated. This is a retirement replacement for a long-tenured salesperson and reports directly to the President. The base salary is $75,000 CAD, plus uncapped residual commission.
Compensation & Benefits
Base salary: $75,000 CAD
Commission: Uncapped, residual
No sales quota is set for this role. Performance is measured on activity (dials, discovery calls, demos, deals closed) rather than a revenue target.
Company performance bonus, paid annually, uncapped
Laptop provided
This is a permanent individual-contributor position
The Company & Culture
Our client was founded in approximately 2007 and is an established, privately owned company (single owner) currently in a stable, mature life stage. The company has approximately 5 employees and is headquartered in Kitchener, Ontario.
Our client provides cloud-based VoIP and UCaaS (unified communications as a service) business phone systems to Canadian small businesses. Customers choose our client over larger national competitors on price and service: pricing is materially below well-known providers, and technical support is 100% Canadian and local, meaning a real person answers the phone rather than routing the caller offshore. The company holds a 4.5-star rating on TrustPilot. Notable clients include C3 Group, Williams & Partners, and Midwest Coop.
The culture is owner-led, hands-on, and low-drama. The owner leads by example, operates with a high degree of trust, and delegates fully in areas outside his own expertise. Average employee tenure across the company is 10 to 15 years, with under 10% turnover. This environment suits someone who wants visibility and direct influence in a small team and who is comfortable with some ambiguity; it is not a fit for someone who needs an established corporate structure or hierarchy.
Office Location & Sales Territory
Head office: Kitchener, Ontario, Canada
Work arrangement: Fully remote (work from home). Office visits are only required occasionally for training or administrative purposes.
Sales territory: Canada, national, single territory assigned to one representative
Client-facing expectations: Selling is conducted entirely by phone and video. There is no door-to-door prospecting and effectively no field travel.
Working hours: Monday to Friday, 40 hours per week. No regularly scheduled evening or weekend client calls.
Overnight travel: None required
Experience, Background & Education Requirements
3+ years of B2B sales experience required; 5+ years preferred
Type of experience: B2B new-business hunting, phone- and video-based inside sales. Must have personally carried a new-logo number and built their own pipeline.
Industry background: 3+ years selling in the IT / MSP space with an existing IT/MSP network preferred. Also open to candidates with telecom carrier or authorized-dealer experience (e.g., Bell, TELUS, Rogers), or backgrounds in VoIP/UCaaS, IT managed services, cybersecurity, backup/cloud, RMM/PSA tooling, or IT distribution.
Channel experience: Experience selling through or to a channel of IT/MSP partners is the highest-value background for this role. Experience selling telecom or IT services direct to SMB owners and office managers with self-generated leads is also strongly considered.
Company size experience: Selling into small businesses in the 20–200 employee range
Education: High school diploma minimum.
Other requirements: Valid driver's licence and access to a vehicle required, though the role is virtual and in-person visits are rare
Language: English required; bilingualism is not required
Technical Skills
CRM software — Zoho or a transferable CRM platform
Online demo capability — expert level required; this will be assessed
Microsoft Excel and Word — Intermediate
Microsoft PowerPoint — Basic
The Product / Service / Solution
An in-house-built VoIP phone platform, which drives the large majority of revenue
A white-labelled UCaaS platform offering texting, CRM integrations, and other advanced communication features
Prospective Customers / Industry Focus / Decision Maker(s)
Customer type: Canadian small businesses with 20 to 200 employees that need a professional business phone system, including professional services firms, accounting firms, and similar SMBs
Primary channel: Managed service providers (MSPs) and outsourced IT service providers who already manage the end customer's IT infrastructure and introduce our client when a communications need arises
Decision-makers: Typically an office manager, controller or accounting lead, or a VP/Director. Roughly two people influence the buying decision.
Sales Cycle / Order Value / Account Size
Sales cycle length: 3 to 12 months, typically falling into 3–6, 6–9, or 9–12 month bands, requiring approximately 3 calls or meetings to a first order
Contract term: 36 months
Average contract value: approximately $14,400
Competitive Advantages
Materially lower pricing than large national competitors such as RingCentral
100% Canadian, local technical support — calls are answered by a real person, not routed offshore
4.5-star TrustPilot rating
19 years in business with a stable, established customer base
Typical Day & Duties
100% New Business Development
On a typical day, you will identify, cold-approach, and sign up new MSP and IT partner relationships, get those partners actively recommending our client to their client base, run virtual product demos for SMB decision-makers once a partner introduction is made, and manage all pipeline and customer relationship activity in the CRM.
Leads
50% of prospecting activity comes from lists supplied by the company
50% is self-generated prospecting
There are no marketing leads and no inbound lead flow supplied to this role
Overnight Travel
Support & Training
Product training on the VoIP and UCaaS solutions, delivered remotely (1–2 weeks)
Zoho CRM and customer-relationship process training
Candidates based in the GTA or Southern Ontario may be brought into the Kitchener office for 1–2 days of in-person training
Expected ramp to actively selling independently: 1–2 weeks
Why You Should Apply
Uncapped, residual commission on 36-month contracts that you build and keep — your income compounds over time
No sales quota — performance is measured on activity, not an arbitrary revenue target
Direct daily access to the company President, with no sales manager layer in between
A stable, 19-year-old company with strong average employee tenure of 10 to 15 years
Full ownership of a national Canadian territory as the sole sales representative
Equal Opportunity Employer
Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.
Not the Right Fit? We May Have Other Roles for You.
If this particular role isn't the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive, and if we have another role that could be a great fit for your background, we will reach out to you directly.
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