Manager Large Enterprise Sales Development

About the role

This role leads a team of Sales Development Representatives responsible for generating high-quality pipeline- within the Large Enterprise segment (1,500+ employees). This role owns strategy, performance management, coaching, and cross functional alignment to ensure the SDR team consistently creates meaningful opportunities for Large Enterprise Account Executives. The ideal candidate is a -data driven- leader who can inspire high performance, drive strategic outbound execution, and develop SDRs into future enterprise sellers.

Responsibilities

• Leadership & Team Development
  • Recruit, hire, onboard, and develop a team of high performing Large Enterprise SDRs.
  • Provide ongoing coaching through call reviews, 1:1s, skill-based coaching sessions, and performance feedback.
  • Foster a culture of accountability, collaboration, and continuous improvement.
  • Create individualized development plans to prepare SDRs for progression into sales or other revenue roles.
• Strategy & Execution
  • Build and execute outbound prospecting strategies aligned to enterprise personas, industries, and solution priorities.
  • Partner with Sales leadership to define target accounts, account coverage models, and outreach tactics.
  • Guide the team on sequencing, messaging, and multi-channel prospecting best practices.
  • Ensure consistent qualification standards are followed (e.g., MEDDICC).
• Pipeline & Performance Management
  • Own SDR pipeline targets and ensure the team consistently meets or exceeds monthly and quarterly goals.
  • Monitor KPIs including outreach activity, meeting creation, opportunity quality, conversion rates, and pipeline contribution.
  • Use data to identify trends, optimize process efficiency, and drive proactive performance improvements.
  • Report on progress, risks, and insights to Sales, Marketing, and Revenue Operations.
• Cross-Functional Collaboration
  • Align closely with Large Enterprise Sales Leaders and AEs to ensure seamless handoff of qualified opportunities.
  • Partner with Marketing on campaigns, events, and content that support enterprise pipeline goals.
  • Work with Revenue Operations to refine workflows, CRM reporting, territory alignment, and process improvements.
  • Represent the SDR function in cross departmental planning and GTM initiatives.
• Operational Excellence
  • Maintain high standards of data integrity and CRM hygiene across the team