Sales Development Manager

About the role

Onwards Together! Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters. Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running. Our Team’s Vision We are looking for an experienced Sales Development leader to guide and grow our talented Account Development Representative (ADR) team. Reporting to the Director of AMS Sales Development, you will bring at least three years of experience managing a high-performing outbound ADR team within a B2B SaaS organization. You will lead by example and understand that the best way to develop people is to show them what great looks like. You are comfortable picking up the phone, building outbound messaging across phone, email, and LinkedIn, and partnering closely with Marketing and Sales leadership. You have a proven ability to hire, coach, and motivate an outbound-focused team to achieve and exceed pipeline targets in a fast-paced environment.

Responsibilities

• Hire, develop, and retain top talent as the Sales Development organization continues to grow.
• Onboard and train new representatives through a four-week, hands-on onboarding program.
• Lead effective weekly one-on-ones that provide analysis, coaching, performance management, and career-growth support.
• Partner with the Global Head of Sales Development and Marketing to ensure messaging and talk tracks are aligned, relevant, and effective.
• Collaborate directly with Sales leadership to strengthen ADR and Account Executive alignment across processes, messaging, and strategy.
• Build and continuously improve outbound and inbound sequences and templates within Salesloft.
• Identify and resolve process bottlenecks, data issues, and inconsistencies across systems, processes, and strategy.
• Evaluate existing workflows and create scalable efficiencies across inbound and outbound models.
• Support list building and target-account development for the team.
• Use analytics and performance data to identify patterns, guide strategy, and coach the team.

Requirements

• 3+ years