Senior Manager, Sales Development
Lead a team of SDR Managers as a second-line leader to drive pipeline generation, hit revenue targets, and scale hiring/onboarding processes for Brex's Sales Development organization. Requires 6+ years sales/SDR experience including managing managers, strong data-driven leadership, and cross-functional collaboration.
About the job
Responsibilities
- Lead and develop a team of SDR Managers, holding them accountable for the performance, coaching, and growth of their respective teams.
- Own the overall SDR pipeline generation targets for your respective segment and ensure the organization consistently meets or exceeds quota.
- Partner cross-functionally with Marketing, Sales, and RevOps to align on lead flow, SLAs, and pipeline quality.
- Build and refine hiring, onboarding, ramp, and career-progression frameworks to scale the team sustainably.
- Establish and monitor KPIs and reporting; use data to identify bottlenecks and drive continuous improvement.
- Coach your managers on people leadership, performance management, and difficult conversations.
- Manage forecasting and capacity planning for your respective segment, and represent the function to senior leadership.
Requirements
- 6+ years in sales development or sales, with 3+ years in management, including experience managing other managers (second-line leadership).
- Proven track record of scaling and consistently hitting pipeline/revenue targets in a fast-paced environment (SaaS preferred).
- Strong people-leadership skills with a history of developing managers and building high-performing teams.
- Data-driven approach to performance management; fluency with CRM and sales engagement tools.
- Excellent cross-functional collaboration and communication skills.
- Experience designing repeatable processes for hiring, ramp, and career progression.
Nice-to-Haves
- Experience leading second-line SDR teams at a high-growth SaaS company.
- Experience selling into finance, HR, or procurement leaders.
- Experience scaling outbound strategy in enterprise and mid-market segments.
- Closing or full-cycle sales experience.
Compensation
The expected OTE range for this role is $226,000 - $282,500. The OTE figure listed here includes base salary and commissions.
Skills
Sales Development, Pipeline Generation, CRM, Sales Engagement Tools, Forecasting, Capacity Planning, People Leadership, Performance Management
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