Manager, Sales Development
About the role
This role is responsible for building, coaching, and scaling a high-performing Sales Development Representative (SDR) team. Key responsibilities include onboarding, training, and coaching SDRs, setting clear KPIs, aligning with cross-functional teams, and leading operational excellence.
Responsibilities
- Onboard, train, and coach SDRs to achieve individual and team goals.
- Communicate clear expectations and development plans for team members.
- Conduct regular 1:1s, engagement reviews, and skills development sessions.
- Build and scale the SDR playbook — outbound frameworks, messaging, objection handling, qualification frameworks, etc.
- Set clear weekly/monthly KPIs (activities, conversions, pipeline contribution, meetings set).
- Maintain and monitor team performance metrics and adjust tactics to improve pipeline quality and velocity.
- Align with Account Executives and Sales Leadership to continuously improve handoff conversion and pipeline quality.
- Work with Revenue Operations to refine data, tooling (CRM, cadence tools), and reporting.
- Analyze performance trends and report insights to Sales Leadership.
- Champion scalable processes around CRM hygiene, forecasting SDR outcomes, and ramp efficiency.
- Lead weekly team meetings and pipeline reviews.
Requirements
Required experience includes six or more years of experience in sales or sales development, with a minimum of 3 years in a people management role. A proven track record of building or scaling SDR teams in a SaaS or technology-driven environment is preferred, especially in the commercial real estate sector. Strong understanding of outbound prospecting playbooks, data-oriented leadership, and the ability to articulate product/service aspects are essential. Additionally, excellent communication skills, the ability to influence and collaborate, and a high-energy, coachable attitude are required.
Qualifications
- Proven track record of building or scaling SDR teams in a SaaS or technology-driven environment (experience in CRE tech a strong plus).
- Strong understanding of outbound prospecting playbooks – cold calling, email sequences, social selling, and qualification methodologies.
- Data-oriented leader: metrics, dashboards, and forecasts inform decisions and coaching.
- General understanding of CRE demand audience a plus (Appraisers, Lenders, Principals, etc).
- Ability to manage influence through persuasion, negotiation, and consensus-building.
- Proven ability to drive the sales process from plan to close.
- Ability to articulate the distinct aspects of products and services.
Skills
- Strong coaching and training focus with a passion for team growth.
- Excellent written and verbal communicator.
- Ability to influence and collaborate across Sales, Marketing, and Operations.
- High-energy, coachable, and thrives in a fast-paced startup environment.
Benefits
- Rapidly growing startup with a dynamic work environment.
- Flexible team structure with the ability to progress in career.
- Health, Dental, and Vision insurance.
- Collaborative culture and numerous team activities.