# Manager, Sales Development

**Company:** [Twilio](https://hotfix.jobs/companies/twilio)
**Location:** Remote
**Role:** Sales Development
**Salary:** $121k – $168k/yr
**Experience:** 2+ years
**Skills:** Sales Leadership, sdr management, Pipeline Generation, Product-Led Growth, Outbound Prospecting, sfdc, Outreach, ZoomInfo, LinkedIn Sales Navigator, Gong, ai in sales, SaaS Sales
**Posted:** 2026-07-21

> Lead and coach a team of 8+ Sales Development Reps focused on net-new customer acquisition for Twilio's communications platform. Drive pipeline performance through data analysis, outbound strategies, PLG motions, and tech stack optimization while collaborating with GTM leadership.

## Job Description

## Responsibilities
- Lead, coach, and develop a team of 8+ reps through regular 1:1 mentoring, tactical skill alignment, and localized training to elevate pipeline performance.
- Own regional team performance metrics (activity, conversion rates, and pipeline contribution), utilizing data analysis to continuously optimize outreach strategies and business outcomes.
- Empower reps to master all SDR skillsets, including prospecting, refining account targeting, tailoring messaging for different regional buyer personas, and applying use cases effectively.
- Collaborate cross-functionally with Sales and GTM leadership to establish tight feedback loops, streamline workflows, and build a consistent, high-quality pipeline generation machine.
- Drive optimized adoption of the SDR tech stack (SFDC, Outreach, ZoomInfo, LI Sales Nav, Gong) to build out repeatable, efficient workflows.
- Hire, onboard, and scale future talent while proactively managing performance gaps and cultivating a highly motivated, high-accountability team culture.

## Qualifications
**Required:**
- 2+ years of Sales/SDR leadership in high-growth technology companies, with a proven track record of meeting or exceeding net-new logo pipeline targets.
- Demonstrated success in high-growth customer acquisition, with experience executing or coaching teams through product-led growth (PLG) or hybrid inbound-to-outbound motions.
- Proven ability to activate strategic ICPs by coaching reps to map platform value to high-priority, vertical-specific customer needs.
- Skilled at championing and testing AI within SDR workflows to optimize prospecting, sequencing, and research.
- Expertise in steering signal-led, high-quality outbound strategies that blend highly tailored vertical messaging with structured activity KPIs to win target accounts.
- Strong understanding of the cloud communications/SaaS industry and the ability to leverage data to optimize qualification and messaging strategies.
- Proficiency with modern SDR tech stacks (e.g., SFDC, Outreach, ZoomInfo, LI Sales Nav, Gong) and a track record of driving tool adoption to streamline workflows.
- Excellent executive presence with a demonstrated ability to analyze performance data, coach reps 1:1, and influence stakeholders from ICs to the C-suite.

**Desired:**
- Experience supporting and/or selling SaaS products (CDP or CPaaS preferred).
- Strong analytical skills with a focus on pipeline forecasting and rep performance diagnosis.
- Experience driving multi-threaded engagements across IT, Marketing, Data, and Engineering personas.

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