As the Manager of Sales Development, you will lead a high-performing team of outbound SDRs responsible for creating qualified pipeline opportunities for the sales organization. You’ll be both a coach and a strategist with a track record of driving execution, optimizing team performance through data, and collaborating cross-functionally. This is a critical leadership role that contributes directly to the company’s top-line growth in a fast-moving HR Tech SaaS environment.
Responsibilities
The primary responsibilities of this role include:
- Hire, onboard, mentor, and lead a team of SDRs to exceed pipeline generation targets.
- Conduct weekly 1:1s and team stand-ups to ensure clarity of goals and ongoing development.
- Foster a culture of accountability, learning, and collaboration.
- Partner with Revenue Enablement to continuously improve messaging, objection handling, and outreach sequences.
- Own daily, weekly, and monthly SDR activity and conversion metrics (calls, emails, connects, meetings booked, opportunities created).
- Work closely with Sales and Marketing to align on ICP, messaging, and lead handoff.
- Ensure high-quality opportunity qualification aligned with sales readiness criteria.
- Partner with Sales and Business Operations to define and maintain accurate performance dashboards and forecasts.
- Drive adoption of sales tools (e.g., Salesforce, Outreach, Gong, ZoomInfo) to improve SDR productivity.
- Continuously analyze SDR performance data to identify trends and areas for improvement.
- Develop and refine processes, sequences, and tech stack utilization to maximize efficiency.
- Partner with Marketing on campaign alignment and inbound lead follow-up.
- Work with Sales Engineering and AEs to create feedback loops on lead quality and pipeline performance.
- Contribute to strategic planning, sales plays, and experimentation efforts across go-to-market teams.
Requirements
To be successful in this role the incumbent will demonstrate the following:
- 2+ years experience leading a high-performing SDR or inside sales team at a SaaS or B2B tech company.
- 2+ years of successful experience as an SDR or AE with outbound sales motions.
- Proven ability to coach early-career talent and scale high-velocity teams.
- Deep understanding of pipeline metrics, lead funnel performance, and sales automation tools.
- Strong communication skills with the ability to influence across all levels of the organization.
- Operational mindset with a passion for continuous improvement and growth