Manager, Sales Development

About the role

Smartsheet is seeking a Manager, Sales Development to lead a high-performing team of Sales Development Representatives (SDRs). This role partners with Sales and Marketing to drive qualified pipeline and accelerate revenue growth.

Responsibilities

• Manage team against quota metrics including AQL-to-TQL conversion, TQL-to-SAL progression, and SAO attainment
• Coach reps on both leading indicators (activity, response times, contact diversity) and lagging indicators (conversion rates, pipeline value)
• Oversee inbound lead qualification and response protocols while ensuring the team efficiently executes strategic outbound campaigns with quality contacts and progressive messaging
• Optimize team performance by managing scheduling, workload distribution, and pipeline velocity; identify gaps in skills or process; implement training programs that drive rep competency and confidence
• Develop SPIFFs and compensation plans that balance individual achievement with team collaboration; celebrate wins and maintain healthy competition
• Own the tech stack, proficiently using Salesforce, BI tools, and emerging sales technologies (AI-powered prospecting, video outreach, engagement platforms); drive adoption of new tools and continuously optimize workflows
• Partner cross-functionally with Sales, Marketing, and Customer Success to align on messaging, lead quality, retention metrics, and account-based strategies

Requirements

• 3+ years sales experience in a SaaS or B2B enterprise environment, ideally as an SDR, Account Executive, or Customer Success professional
• 1+ years sales management or team leadership experience, with demonstrated success building and scaling high-performing teams
• Quota ownership mentality. Experience managing to and exceeding revenue or pipeline targets; comfort with data-driven decision making and metrics accountability
• Coaching excellence. Proven ability to identify rep strengths and development areas; skill in delivering both positive reinforcement and constructive feedback; track record of improving rep performance
• Blended expertise. Familiarity with both inbound demand generation and outbound prospecting; understanding of lead scoring, qualification frameworks (MEDDIC, SVS, etc.), and pipeline progression
• Technical aptitude. Proficiency with Salesforce, BI/analytics tools, comfort learning and adopting new technologies (AI tools, automation, engagement platforms)
• Remote leadership skills. Experience managing and motivating distributed teams; strong communication; ability to build culture and connection in a virtual environment

Qualifications

• Bachelor's degree or equivalent combination of education and professional experience

Skills

• Experience with Account-Based Sales/Marketing (ABM) strategies
• Exposure to customer retention or expansion metrics
• Experience using predictive analytics or AI-powered prospecting tools
• Previous experience hiring, onboarding, and retaining sales development talent

Benefits

• Employer subsidized medical/vision and dental coverage for full-time employees
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Sick Time Off
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support our community
• Opportunities for professional growth and development including access to Udemy online courses
• Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)

Pay

US Base Salary Pay Range: $90,000 - $112,500 USD

Schedule

Role specific, with teleworking options from any registered location in the U.S.