Manager, sales development

About the role

We are seeking a Sales Development Manager to lead a team of SDRs focusing on generating pipeline for our North American sales team. The ideal candidate will be passionate about product-building, eager to work at a mission-oriented startup, and committed to contributing to a growing team.

Responsibilities

• Lead, coach, and develop a team of SDRs responsible for building the pipeline that powers Watershed’s growth.
• Own your team's pipeline generation targets and drive consistent execution against weekly, monthly, and quarterly goals.
• Build and refine outbound prospecting strategies, sequences, and plays tailored to enterprise and strategic accounts.
• Run effective 1:1s, team meetings, training sessions, and pipeline reviews that improve rep performance week over week.
• Partner with Account Executives, marketing, and revenue operations to make sure the pipeline your team generates is high-quality and well-positioned to convert.
• Analyze pipeline data to identify what's working, diagnose what's not, and make changes quickly.
• Hire and onboard new SDRs as the team grows, raising the bar on talent with each hire.
• Collaborate cross-functionally with marketing, sales ops, and enablement to improve lead flow, messaging, and tooling.
• Bring curiosity and initiative to how AI and new technologies can make your team faster and sharper.

Requirements

• 1-2+ years of experience managing an SDR or BDR team in an Enterprise-led SaaS/tech company.
• 4+ years of experience in tech.
• Direct experience in an enterprise sales development motion (not exclusively SMB or PLG).
• Track record of hitting or exceeding team pipeline targets.
• Strong coaching instincts. You default to developing your people, not doing the work for them.
• Comfort with data. You can pull a report, spot a trend, and translate it into a coaching conversation or a process change.
• Genuine curiosity about AI and how it can transform sales development workflows, personalization, and productivity.

Preferred

• Experience as an Account Executive or in a closing role earlier in your career.
• Familiarity with Salesforce, Outreach, Gong, and similar sales tech.
• Background in or passion for climate, sustainability, or environmental technology.
• Experience operating in a high-growth environment where processes are still being built.

What You'll Do

Lead, coach, and develop a team of SDRs responsible for building the pipeline that powers Watershed’s growth. Own your team's pipeline generation targets and drive consistent execution against weekly, monthly, and quarterly goals. Build and refine outbound prospecting strategies, sequences, and plays tailored to enterprise and strategic accounts. Run effective 1:1s, team meetings, training sessions, and pipeline reviews that improve rep performance week over week. Partner with AEs and Sales Managers to ensure strong SDR-AE alignment on account strategy, lead quality, and handoff processes. Analyze pipeline data to identify what's working, diagnose what's not, and make changes quickly. Hire and onboard new SDRs as the team grows, raising the bar on talent with each hire. Collaborate cross-functionally with marketing, sales ops, and enablement to improve lead flow, messaging, and tooling. Bring curiosity and initiative to how AI and new technologies can make your team faster and sharper.

What We're Looking For

• Required: 1-2+ years of experience managing an SDR or BDR team in an Enterprise-led SaaS/tech company. 4+ years of experience in tech. Direct experience in an enterprise sales development motion (not exclusively SMB or PLG). Track record of hitting or exceeding team pipeline targets. Strong coaching instincts. You default to developing your people, not doing the work for them. Comfort with data. You can pull a report, spot a trend, and translate it into a coaching conversation or a process change. Genuine curiosity about AI and how it can transform sales development workflows, personalization, and productivity.
• PREFERRED: Experience as an Account Executive or in a closing role earlier in your career. Familiarity with Salesforce, Outreach, Gong, and similar sales tech. Background in or passion for climate, sustainability, or environmental technology. Experience operating in a high-growth environment where processes are still being built.