Own outbound prospecting into a defined list of target ISOs and ISVs across Canada, with a focus on referral partners, payment-adjacent SaaS platforms, and vertical-specific software vendors.
Research and map prospective partner organizations — identify economic buyers, technical decision-makers, and channel/BD leaders worth engaging.
Execute multi-channel outreach campaigns (cold calls, personalized email, LinkedIn, events) to generate qualified meetings for the Channel Sales team.
Qualify inbound and outbound partner leads against ICP criteria (merchant base, vertical fit, processing volume, integration model).
Book and prepare discovery meetings for Channel Account Executives and Partnership Directors, including pre-call briefs on partner background and opportunity size.
Maintain meticulous CRM hygiene — log activity, track pipeline, and forecast meeting and SQL targets weekly.
Partner with Marketing on targeted campaigns, partner webinars, and trade shows to drive top-of-funnel pipeline.
Stay current on the Canadian payments and ISO/ISV landscape — new entrants, M&A activity, technology trends, and competitor moves — and share insights with the broader team.
Consistently meet or exceed monthly and quarterly KPIs for outbound activity, qualified meetings booked, and pipeline contribution.

3–5 years of SDR, BDR, or inside sales experience, ideally in fintech, payments, or B2B SaaS.
Demonstrated success prospecting into partnership, channel, or enterprise-style accounts (not pure SMB transactional sales).
Strong working knowledge of the Canadian payments ecosystem — ISOs, ISVs, acquirers, payment facilitators, gateways — or proven ability to ramp quickly on industry concepts.
Excellent written and verbal communication skills in English; comfortable presenting OTT PAY’s value proposition to senior partner stakeholders.
Proven track record of consistently exceeding outbound activity and meeting-booked quotas.
Proficiency with CRM (Salesforce, HubSpot, or similar) and modern sales engagement tools (e.g., Outreach, Salesloft, Apollo, LinkedIn Sales Navigator).
Self-starter who thrives in a quota-driven, fast-paced environment with minimal hand-holding.
Legally authorized to work in Canada.

Sales Development Representative – ISO & ISV Channel Partnerships

Key skills