Manager, Enterprise GTM
Leads and scales an enterprise SDR organization by hiring, coaching, defining outbound strategy, and owning pipeline targets. The role requires at least two years of SDR management experience, enterprise account expertise, and proficiency with modern sales tools and data-driven team management.
About the job
Responsibilities
- Build and scale the Enterprise GTM function, including processes, tooling, cadences, messaging, sequences, and ramp plans.
- Recruit, interview, hire, and plan headcount for a growing team of SDRs.
- Lead a team of 5–6 SDRs initially and coach them through 1:1s, call reviews, pipeline reviews, prospecting, messaging, and objection handling.
- Own team outbound pipeline targets, including meetings booked, opportunities created, and pipeline generated.
- Set expectations, monitor individual and team metrics, and manage performance issues.
- Partner with account executives on messaging, account mapping, handoff quality, and feedback loops.
- Partner with marketing on targeting and campaigns and contribute to broader GTM strategy.
- Define target-account criteria within the ICP, including insurance carriers, MGAs, brokers, and reinsurers.
Requirements
- 2+ years of experience managing an SDR team, preferably at an early-stage startup.
- Experience hiring and growing a team.
- Experience managing EDRs/BDRs focused on enterprise accounts and partnering with AEs on account mapping.
- Track record of a team meeting or exceeding pipeline or quota targets.
- Strong coaching and performance-management skills.
- Experience building or significantly shaping an outbound sales motion, including process, messaging, and sequencing.
- Experience with a modern sales stack, including Salesforce and Amplemarket or similar engagement tools.
- Ability to use data to manage and develop a team.
- Strong communication skills and the ability to work autonomously.
Nice to Have
- Experience selling into insurance, financial services, regulated industries, or other enterprise verticals.
- Experience managing teams selling to underwriting, claims, operations, or other post-sales personas.
Compensation and Benefits
- Salary range of $180,000–$229,000, plus commission and equity.
- Fully covered health, dental, and vision benefits.
- Company 401(k).
- Unlimited PTO.
- In-office lunch and dinner.
- Team events and off-sites.
- Commuter benefits.
Skills
Salesforce, Amplemarket, Outbound Sales, Sales Development, Pipeline Management, Account Mapping, Sales Coaching, Performance Management, Target Account Strategy, Sales Metrics
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