Sales Development Representative (SDR) Manager

Role Overview

As the Sales Development Representative (SDR) Manager, you will play a critical role in building and scaling Accordant’s sales development function, creating a repeatable pipeline generation engine that fuels our continued growth. This role goes beyond traditional SDR management. You will serve as a strategic thought partner to Sales, Marketing, and Client Success, helping refine how we engage prospective clients, improve outbound effectiveness, and create high-quality opportunities for our Account Executives in the Sales organization.

Responsibilities

• Build and Scale
• Develop and execute a sales development strategy that creates predictable, qualified pipeline for Accordant’s Account Executive team
• Establish and continuously improve SDR processes, including prospecting strategies, qualification approaches, outreach cadences, and opportunity handoffs
• Define performance expectations, operating rhythms, and key metrics that drive accountability and meaningful pipeline contribution
• Lead, Coach, and Develop
• Lead, coach, and develop SDR team members to improve prospect engagement, discovery skills, and overall sales effectiveness
• Establish a culture of accountability, continuous learning, and high performance through ongoing feedback, coaching, and development
• Support SDR career growth by identifying opportunities to strengthen skills, expand capabilities, and achieve performance goals
• Qualify Pipeline Generation
• Own the strategy and execution for generating qualified pipeline, improving meeting quality, and supporting Account Executive success
• Analyze performance data, prospect feedback, and market insights to continuously refine outbound strategies, messaging, and opportunity conversion
• Ensure SDR efforts align with Accordant’s ideal client profiles, sales priorities, and broader growth objectives
• Partner Across Teams
• Serve as a strategic thought partner to Sales, Marketing, and Client Success, aligning sales development efforts with broader go-to-market priorities
• Collaborate across teams to refine targeting, messaging, campaigns, qualification strategies, and opportunity handoffs
• Translate prospect conversations, customer insights, and market feedback into actionable improvements that strengthen pipeline generation
• Emerging Technology and AI Capabilities
• Leverage emerging technologies, including AI, to improve sales effectiveness
• Evaluate and implement AI-powered and agentic SDR capabilities to increase prospect coverage and team effectiveness
• Identify opportunities to combine human expertise with automation and AI to create a scalable, high-performing sales development model
• Operational Excellence
• Ensure accurate reporting, CRM hygiene, and visibility into SDR performance and pipeline contribution
• Analyze funnel metrics and leverage insights to continuously improve processes, conversion, and sales development effectiveness

Required Qualifications

• 4+ years of experience in Sales Development, Business Development, Inside Sales, or a related B2B sales role
• 1–3 years of experience managing, coaching, or mentoring SDR/BDR professionals, with demonstrated success developing sales talent
• Proven experience building or improving outbound prospecting strategies and generating qualified pipeline
• Strong understanding of B2B sales processes, qualification methodologies, and sales funnel metrics
• Excellent communication skills with the ability to coach teams, influence cross-functional partners, and collaborate with Sales and Marketing leaders
• Analytical mindset with the ability to interpret data, identify opportunities, and improve sales development performance
• Experience with CRM and sales engagement platforms (Salesforce preferred)
• Curiosity and enthusiasm for leveraging emerging technologies, including AI, to improve sales effectiveness