Outbound Sales Development Manager
Leads and scales an outbound SDR team, owning pipeline generation, funnel conversion, coaching, and performance accountability. Requires sales leadership experience, quota-carrying full-cycle selling experience, and strong operational and executive communication skills.
About the job
Responsibilities
- Lead and scale a team of 8–10 outbound sales development representatives, driving consistent pipeline generation.
- Develop and execute outbound strategy aligned with company growth targets.
- Coach SDRs on prospecting fundamentals, messaging, objection handling, multi-threading, authority mapping, and progression from meetings booked to sales-qualified opportunities (SQOs).
- Hold the team accountable for daily activity, quality standards, and conversion metrics.
- Diagnose funnel bottlenecks and implement actionable improvement plans.
- Partner with Sales, Marketing, and Revenue Operations to optimize performance.
- Present team performance, pipeline health, and strategic insights to senior leadership.
- Build a culture of ownership, resilience, accountability, and continuous improvement.
Requirements
- 2+ years of sales leadership experience, including leading a team of 6+ SDRs.
- 2+ years of full sales cycle experience in a quota-carrying Mid-Market or Enterprise role.
- Proven experience scaling outbound SDR teams and driving consistent attainment.
- Deep understanding of outbound selling fundamentals and full-funnel stage progression.
- Experience improving conversion from meetings to SQOs and pipeline.
- Strong coaching, communication, data interpretation, and executive presentation skills.
- Track record of operational excellence, sound decision-making, and developing sales talent.
- Ability to travel to Fleetio headquarters quarterly.
Nice-to-haves
- Prior experience as an SDR or Account Executive.
- Familiarity with coaching methodologies and techniques.
- Knowledge of cars and engines.
Benefits and Compensation
- Multiple health and dental coverage options, with 100% employee and 50% family coverage.
- Vision insurance.
- Incentive stock options.
- 401(k) match of 4%.
- Four weeks of paid time off, increasing after two years.
- 12 company holidays and 2 floating holidays.
- Paid parental leave: 16 weeks for birthing parents and 4 weeks for non-birthing parents.
- FSA and HSA options.
- Short- and long-term disability coverage, with short-term coverage fully paid.
- Community service funds.
- Professional development funds.
- Wellbeing fund of $150 quarterly.
- Business expense stipend of $125 quarterly.
- Mac laptop and new-hire equipment stipend.
Skills
Outbound Sales, Sales Development, Sales Coaching, Prospecting, Objection Handling, Multi-Threading, Pipeline Generation, Funnel Optimization, Salesforce, Revenue Operations, Sales Strategy, Forecasting
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