Senior Manager, Sales Development

About the role

Cohesity is seeking a Senior Manager, Sales Development to lead and scale our rapidly growing Sales Development organization. This is a strategic leadership opportunity for a proven sales development leader who can drive pipeline generation at scale, build high-performing teams, and influence go-to-market strategy across the region. You will lead multiple teams and partner closely with Sales, Marketing, Operations, and Executive Leadership, owning the development and execution of a world-class pipeline generation strategy. Your leadership will directly impact revenue growth, operational excellence, and talent development across the business.

Responsibilities

• Lead, develop, and scale a high-performing Sales Development organization, ensuring consistent attainment of pipeline, opportunity, and revenue contribution goals.
• Establish and execute the regional Sales Development strategy, aligning people, processes, and programs with broader company go-to-market objectives.
• Coach SDRs, creating a culture of accountability, performance excellence, and career growth.
• Partner with Sales, Marketing, Channel, and Operations leaders to build a predictable, scalable, and data-driven pipeline generation engine across the region.
• Serve as a trusted advisor to executive leadership by delivering insights, business reviews, forecasts, and recommendations that influence strategic decisions.
• Define territory planning, account prioritization, segmentation strategies, and coverage models to maximize market opportunity and pipeline efficiency.
• Drive operational excellence by leveraging data, analytics, and AI-driven insights to improve conversion rates, productivity, forecasting accuracy, and team performance.
• Develop and implement regional onboarding, enablement, and talent development programs that accelerate ramp time and strengthen leadership bench strength.
• Identify and lead cross-functional initiatives that improve systems, workflows, reporting, and overall sales development effectiveness.
• Foster strong alignment with global Sales Development leadership, sharing best practices and scaling successful programs across geographies.
• Champion a culture of innovation, continuous improvement, inclusivity, and customer-centricity throughout the organization.

Requirements

• Proven success leading Sales Development, Business Development, Inside Sales, or Pipeline Generation organizations within a high-growth enterprise technology company.
• 8+ years of sales development, inside sales, or pipeline generation experience, with a consistent track record of exceeding business goals.
• 4+ years of progressive leadership experience, including building scalable, high-performing teams.
• Demonstrated success developing leaders, coaching diverse talent, and building strong succession pipelines.
• Deep understanding of enterprise software sales, including SaaS, IaaS, PaaS, data management, cybersecurity, cloud, or infrastructure technologies.
• Experience partnering with executive leadership to define go-to-market strategies, pipeline targets, territory coverage models, and operational priorities.
• Strong analytical and business acumen with the ability to translate data into actionable insights and strategic recommendations.
• Proven track record of driving process optimization, productivity improvements, and operational scalability across a sales organization.
• Advanced experience with sales and revenue technology platforms such as Salesforce, Outreach, Clari, Tableau, Power BI, Gong, or similar tools.
• Exceptional communication and executive presentation skills, with experience influencing senior stakeholders across multiple functions.
• Experience leading geographically distributed or multinational teams, ideally across markets.
• Demonstrated ability to leverage AI technologies to improve productivity, optimize workflows, enhance decision-making, and drive business outcomes.
• Strong change management, organizational leadership, and cross-functional collaboration skills.
• English language proficiency with the ability to communicate effectively in professional and executive business environments.

Location

We strongly prefer candidates who are currently located in or near the designated job location. Candidates outside the area should apply only if they are committed to relocating prior to their start date and have the legal right to work in the job location.

In-Office Expectations

Cohesity employees who are within a reasonable commute (e.g., within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.

Pay

This position has a starting pay range of $177,920.00-$222,400.00. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary expectations. This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants.

Benefits

Full-time employees are eligible to participate in our comprehensive benefits framework, including:

• Health and wellness benefits
• Vacation, paid holidays, and refresh days
• 401(k) retirement plan
• Life and disability insurance coverages
• Other benefits the Company may offer from time to time