Regional Sales Development (SDR) Manager

About the role

Reporting to the Global SDR Leader, you will own pipeline development for a region that spans the US and LATAM, working across cold outbound, inbound follow-up, and channel-supported motions. This is a high-autonomy role with real scope to build: we currently have about 8 SDRs in our Dallas office, with a clear mandate to grow.

Responsibilities

• Lead, coach, and develop a team of SDRs based in our Dallas office, with scope extending across the Americas including LATAM.
• Own the region’s pipeline targets, setting individual KPIs, monitoring daily activity metrics, and ensuring consistent delivery of qualified meetings into the Account Executive team.
• Manage a blended outreach motion that includes cold outbound, inbound lead follow-up, and channel-supported call-out days and marketing event follow-up campaigns, adapting strategy to what actually works in the Americas market.
• Work closely with the Channel team to support partner-sourced pipeline motions, including co-marketing events and partner-referred opportunities.
• Design, test, and iterate on prospecting playbooks, messaging sequences, and targeting strategies, with genuine freedom to experiment and a mandate to find what moves the needle in a market with structurally lower phone connect rates than our European regions.
• Recruit, onboard, and ramp new SDRs to a defined standard, building team capacity in line with regional growth targets.
• Partner with Account Executives, Marketing, and Revenue Operations to ensure clean lead handoff, tight feedback loops, and alignment on ICP and campaign priorities.
• Analyse team performance data across activity, conversion, and pipeline contribution, and report regularly to the Global SDR Leader and regional VP.
• Be present and visible: the team is office-based in Dallas and benefits from daily in-person leadership, coaching, and energy.
• Travel regionally and internationally as required, including participation in company kickoff and global leadership offsites.

Requirements

• 5+ years of experience in B2B SaaS sales, with at least 2 to 3 years in an SDR or BDR management role, ideally at the senior manager level.
• Experience targeting IT and security personas in enterprise accounts (1,000+ employees), with an understanding of how to navigate complex buying groups and longer decision cycles.
• Proven track record of hitting or exceeding pipeline targets as both an individual contributor and a people leader.
• Comfortable operating a blended pipeline motion, with experience running both outbound and inbound follow-up workflows, not just one or the other.
• Strong coaching instinct: you find genuine satisfaction in developing people, and you have the structure and consistency to do it at scale.
• Data-driven and disciplined: able to pull reports, diagnose underperformance early, and make evidence-based adjustments without waiting for the problem to compound.
• Experience with modern sales technology, including CRM (Salesforce preferred), sales engagement platforms, and LinkedIn Sales Navigator.
• Excellent written and verbal communication skills in English.
• Experience in cloud backup, data protection, cybersecurity, or adjacent SaaS categories is a strong plus.
• Willing and able to be in the Dallas office daily and to travel internationally for company events and leadership off-sites.

Qualifications

• Proven ability to hit or exceed pipeline targets as both an individual contributor and a people leader.
• Experience in B2B SaaS sales, with at least 2 to 3 years in an SDR or BDR management role, ideally at the senior manager level.
• Experience targeting IT and security personas in enterprise accounts (1,000+ employees).
• Experience operating a blended pipeline motion, with experience running both outbound and inbound follow-up workflows.
• Data-driven and disciplined approach to managing a team's performance.
• Experience with modern sales technology, including CRM (Salesforce preferred), sales engagement platforms, and LinkedIn Sales Navigator.
• Excellent written and verbal communication skills in English.
• Experience in cloud backup, data protection, cybersecurity, or adjacent SaaS categories is a strong plus.

Skills

• Leadership and coaching skills.
• Ability to design, test, and iterate on prospecting playbooks, messaging sequences, and targeting strategies.
• Experience with modern sales technology, including CRM (Salesforce preferred), sales engagement platforms, and LinkedIn Sales Navigator.
• Data-driven and disciplined approach to managing a team's performance.
• Ability to operate a blended pipeline motion, with experience running both outbound and inbound follow-up workflows.

Benefits

• Competitive base salary with variable compensation tied to team pipeline and regional performance.
• High autonomy and genuine ownership of a region with clear runway to grow.
• A modern sales tech stack including Salesforce, Salesloft, LinkedIn Sales Navigator, ZoomInfo, and AI-assisted prospecting tools.
• Structured onboarding and enablement support, including a defined SDR ramp programme.
• The opportunity to help build a category-defining company in the cloud data protection space.
• The opportunity to work alongside and learn from experienced sales leadership across a hyper-growth, global SaaS organization.

Pay

Competitive base salary with variable compensation tied to team pipeline and regional performance.

Schedule

Office-based in Dallas, with occasional international travel for company events and leadership off-sites.