Manager, Inbound Sales Development

Paylocity is an award-winning provider of cloud-based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company automates and streamlines HR and payroll processes, attracts and retains talent, and builds a strong workplace culture. Paylocity develops tools that help businesses compete for talent and meet the expectations of the modern workforce.

About the role

This is a key leadership role responsible for leading a team of Sales Development Representatives (SDRs) focused on converting inbound demand into qualified sales opportunities. The Manager, Inbound Sales Development will own the performance and continuous optimization of the inbound sales development engine, driving qualified pipeline growth through effective lead management, conversion excellence, capacity planning, and a world-class prospect experience.

This is a 100% in-office role based at our Schaumburg, IL location. Remote or hybrid work is not available for this position. Candidates must be able to work on-site five days per week during designated work hours.

Responsibilities

• Leadership & Talent Development
  • Lead, coach, and develop a team of Inbound SDRs to deliver lead qualification goals across all market segments, from SMB through Enterprise.
  • Recruit, hire, onboard, and develop high-performing Inbound SDRs while building a strong internal pipeline of future Outbound SDRs, Account Executives, and sales talent.
  • Build a high-performance culture centered on accountability, customer service, collaboration, and continuous improvement.
  • Establish clear performance expectations and use call reviews, one-on-ones, data, and structured coaching to improve individual and team performance.
• Inbound Funnel & Performance Management
  • Own team attainment of monthly lead qualification targets for SMB, Mid-Market, and Enterprise segments by driving effective lead engagement, qualification, conversion, and sales handoff execution.
  • Develop and execute strategies to re-engage and nurture aged, recycled, and previously unqualified leads, converting dormant demand into qualified meetings, pipeline, and revenue opportunities.
  • Develop and monitor key performance indicators including lead response time, lead coverage, contact rates, conversion rates, meetings set and completed, pipeline generation, and revenue contribution.
  • Maintain accountability for inbound lead management SLAs, ensuring timely engagement, consistent follow-up execution, and comprehensive lead coverage.
• Operational Excellence
  • Forecast inbound lead volume, staffing needs, and productivity requirements to ensure appropriate capacity and service levels across changing demand patterns.
  • Leverage AI, automation, sales technology, and scalable process improvements to optimize SDR productivity, while reducing manual effort and enabling SDRs to focus on the highest-value prospect interactions.
• Cross-Functional Partnership & Market Expertise
  • Partner with Marketing, Sales, and Marketing Operations to optimize lead quality, scoring, prioritization, routing, qualification standards, and handoff processes.
  • Stay current on HCM industry trends, customer challenges, competitive dynamics, and emerging sales technologies to strengthen the team's effectiveness and business acumen.
  • Serve as the voice of the prospect by identifying recurring customer needs, objections, competitive insights, and market feedback that improve messaging and campaign effectiveness.

Requirements

• 5+ years of experience in sales development, inside sales, or a related B2B sales environment, preferably within SaaS, HCM, HR technology, payroll, or a related technology industry.
• 3+ years of people leadership experience managing sales development, inside sales, or related customer-facing teams.
• Experience managing teams against inbound conversion metrics such as speed-to-lead, contact rate, qualification rate, meeting completion rate, pipeline generation, and revenue influence.
• Demonstrated ability to analyze performance data, identify root causes, and implement improvements that increase productivity and conversion.
• Strong understanding of AI, automation, and emerging sales technologies with the ability to identify practical applications that improve SDR effectiveness and customer engagement.
• Experience with CRM, sales engagement, intent, and prospecting platforms such as Salesforce, SalesLoft, Qualified, ZoomInfo, 6sense, Nooks, or similar technologies.
• Proven ability to collaborate effectively with Sales, Marketing, Marketing Operations, and other cross-functional partners.
• Excellent communication, coaching, analytical, and presentation skills.
• Bachelor’s degree in business, marketing, or a related field preferred, or equivalent relevant professional experience.
• Consistent in-office presence with flexibility for occasional travel and remote work.

Benefits

• Medical, dental, and vision insurance
• Life and disability insurance
• 401(k) match
• Perks that support employees, their families, and finances
• Career development opportunities

Pay

The base pay range for this position is $85,000–$95,900 per year. Base pay offered may vary depending on job-related knowledge, skills, and experience. This position is also eligible for a variable commission plan.