Senior Manager, Sales Development
Position Overview
The Senior Manager, Sales Development will build, scale, and lead a high-performing global Business Development Representative (SDR) organization. The primary mission is to drive top-of-funnel pipeline generation and align inbound and outbound efforts with broader business goals.
Leadership and People Management
Direct management and mentorship of a team of Sales and Account Development Representatives.
Own the Sales Development strategy and execution across target accounts and defined territories.
Coach reps on driving effective sales process, leveraging modern AI-powered research and enrichment tools, improving targeting, personalizing outreach, and optimizing workflow efficiency.
Analyze pipeline metrics (conversion rates, cycle time, MQL/SQL quality) to identify and execute levers for accelerated growth.
Implement a strong coaching program focused on prospecting, vertical expertise, product knowledge, and career pathing.
Partner with HR and Recruiting to attract, hire, and onboard top-tier Sales Development talent, ensuring a low attrition rate and strong team culture.
Teach new hires how to incorporate AI-driven prospecting into their workflow, ensuring they understand best practices, ethical use of automation, and how to maintain creativity and critical thinking alongside technology.
Conduct regular 1:1 meetings, performance reviews, and building and developing a high performing team with metrics aligned to sales revenue, fostering a culture of accountability and excellence.
Provide accurate, timely, and detailed weekly forecasting and pipeline analysis to senior leadership, clearly articulating performance drivers, risks, and mitigation strategies.
Strategy
Design and execute the regional SDR strategy, including market segmentation, account prioritization, and targeting based on ideal customer profiles (ICP).
Use AI-powered market intelligence to inform segmentation, identify white space, refine ICP definitions, and prioritize accounts.
Continuously evaluate and optimize the entire SDR operational workflow, including territory planning, lead qualification criteria (e.g., MEDDPICC, BANT), and hand-off processes to the Account Executive (AE) teams.
Work with Sales Leadership to design compensation plans and SPIFFs that motivate high performance, align with company goals, and drive consistent pipeline growth.
Basic Qualifications
Minimum of 10 years of experience in Enterprise Technology Sales, including a proven, quantifiable track record of exceeding targets in a high-velocity sales environment.
Minimum of 5 years of direct, hands-on management experience leading Sales Development (SDR) or Demand Generation teams within a high-growth technology company.
Demonstrated success in defining, implementing, and optimizing sales processes (e.g., qualification criteria, cadence structures, lead management) that resulted in scalable pipeline growth.
Expert proficiency with Salesforce CRM and a working knowledge of the Sales Development Tech Stack and AI tools (e.g., Outreach, Clay, Intent Data tools).
Proven ability to derive actionable insights from pipeline data.
Exceptional cross-functional collaboration skills, specifically working with Marketing, Sales Operations, and Account Executive leadership to drive alignment on GTM strategy and SLAs.
A proactive, coaching-centric leadership style with a passion for mentorship and developing early-career talent into future sales leaders.
Salary Ranges
$134,500.00 - $193,500.00