Manager, Sales Development

Accountabilities

• • Lead, coach, mentor, and develop the SDR team to consistently achieve and exceed pipeline targets.
  • Recruit and onboard SDR talent while establishing clear expectations, performance standards, and accountability.
  • Build a culture centered on resilience, continuous improvement, professional outbound execution, and measurable results.
  • Provide real-time coaching and actionable feedback on prospecting calls, messaging, campaigns, and sales development activities.
  • Establish structured career development paths that help SDRs build the skills and experience needed to progress into Account Executive roles.
  • Define, monitor, and enforce key sales development funnel metrics, including activity, meetings, demos, and bookings.
  • Ensure SDR activity and performance data is accurately recorded and consistently maintained.
  • Analyze funnel and productivity data to identify performance gaps, trends, and opportunities for improvement.
  • Translate performance insights into clear recommendations for Sales, Marketing, Operations, and other stakeholders.
  • Partner with Marketing to execute outbound campaigns and provide structured, data-backed feedback on campaign performance.
  • Collaborate with Operations to develop unified dashboards, maintain clean data, and establish consistent KPI definitions.
  • Align SDR priorities and activity with Account Executive pipeline requirements and broader business objectives.
  • Contribute strategic insight into ideal customer profile development, campaign strategy, targeting, and outbound best practices.
  • Test and evaluate new outbound cadences, campaigns, tools, and processes, using performance data to determine which approaches should be scaled.
  • Encourage thoughtful experimentation while maintaining focus on core sales development priorities.
  • Share successful strategies, lessons learned, and performance insights across the wider sales organization.

  Requirements

  • 2+ years of experience leading an SDR or Sales Development team or function, preferably within a SaaS environment.
  • Demonstrated experience building, scaling, or significantly improving an SDR organization rather than simply maintaining an established function.
  • Strong knowledge of outbound prospecting, ideal customer profile alignment, pipeline generation, sales development processes, and campaign execution.
  • Strong analytical and problem-solving capabilities, with the ability to translate sales metrics into practical recommendations and decisions.
  • Experience working with Salesforce, Outreach, and other sales engagement, enablement, or productivity tools.
  • Proven coaching and people-development skills, particularly the ability to develop early-career sales professionals toward future Account Executive roles.
  • Strong cross-functional collaboration skills, with experience partnering effectively with Sales, Marketing, Operations, and senior sales leadership.
  • Excellent communication, presentation, and interpersonal skills.
  • Ability to establish structure, processes, and accountability in an evolving organization.
  • Entrepreneurial mindset with the ability to thrive amid change, ambiguity, experimentation, and rapid growth.
  • Strong organizational skills and the ability to balance day-to-day team management with longer-term strategic initiatives.
  • Data-driven approach to performance management, campaign optimization, and pipeline development.

  Benefits

  • Base salary range of $113,500–$129,500 USD for the national-average compensation zone, with final compensation determined by experience, qualifications, role requirements, and geographic zone.
  • Eligibility for variable compensation.
  • Robust healthcare benefits and employee wellness resources.
  • Work-from-home support, including access to employee discounts on selected technology and equipment.
  • Access to fitness and wellness resources through Gympass.
  • Employee assistance and mental health resources through an employee assistance program.
  • Remote work environment designed to support flexibility and productivity.
  • Inclusive culture focused on customer impact, simplicity, entrepreneurship, collaboration, and celebrating success.
  • Opportunities to contribute to the development of a growing outbound sales organization.
  • Professional growth opportunities through coaching, leadership development, and cross-functional collaboration.