Manager, Sales Development Representatives

About the role

The Manager, Sales Development is responsible for leading, developing, and scaling a high-performing team of Sales Development Representatives (SDRs) at Delinea. This role owns the strategy and execution of outbound and inbound pipeline generation, partnering closely with Sales, Marketing, and Revenue Operations to accelerate growth across Delinea's Privileged Access Management (PAM) solutions portfolio.

This is a leadership role for someone who thrives on building teams, developing talent, and driving measurable results in a fast-paced, high-growth SaaS environment. The ideal candidate brings a data-driven mindset, a track record of coaching SDRs to quota attainment, and the ability to operate cross-functionally at a senior level.

What You'll Do

• Lead, coach, and develop a team of SDRs responsible for inbound and outbound prospecting, ensuring consistent achievement of pipeline and meeting targets aligned to Delinea's go-to-market strategy
• Build and continuously refine the SDR playbook (outreach sequences, call scripts, email frameworks, persona-based messaging, and qualification criteria) to reflect Delinea's current positioning in the PAM and cybersecurity space
• Define, track, and report on team KPIs (activity metrics, conversion rates, pipeline contribution) and use data to drive continuous performance improvements
• Partner with Sales leadership to ensure strong SDR-to-AE handoff quality, alignment on ICPs, and seamless progression of qualified opportunities into the pipeline
• Collaborate with Marketing to optimize lead routing, follow-up cadences, and campaign responsiveness to maximize inbound efficiency
• Work with Sales Enablement and HR to own SDR recruitment, onboarding, certification, and career development programs that attract and retain top talent
• Serve as a strategic voice for the SDR function in cross-functional planning, including headcount modeling, territory alignment, and tech stack optimization (Salesforce, Outreach, LinkedIn Sales Navigator, etc.)
• Foster a culture of accountability, continuous learning, and high performance within the team

What You'll Bring

• 3–5+ years of experience in sales development or inside sales, with at least 2 years in a management or team lead capacity, preferably within cybersecurity, SaaS, or enterprise IT
• Proven track record of building and managing SDR teams that consistently meet or exceed pipeline contribution goals
• Strong understanding of outbound prospecting methodologies, pipeline management, and the enterprise sales cycle
• Experience working within a security or PAM-adjacent environment is a strong plus; familiarity with concepts such as least privilege, identity security, or zero trust is an advantage
• Excellent communication and collaboration skills; comfortable presenting to senior sales and marketing leadership
• Proficiency with CRM and sales engagement tools (Salesforce, Outreach or SalesLoft, LinkedIn Sales Navigator); analytical ability to translate data into actionable coaching insights

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
• We invest in people who are smart, self-motivated, and collaborative.
• What we offer in return is meaningful work, a culture of innovation and great career progression.
• We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.
• We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.