# Manager, Sales Development

**Company:** [Fireworks AI](https://hotfix.jobs/companies/fireworks-ai)
**Location:** San Mateo, CA, New York, NY
**Role:** Sales Development
**Salary:** $200k – $250k/yr
**Experience:** 3+ years
**Skills:** Salesforce, Outreach, Salesloft, LinkedIn Sales Navigator, Gong, Clay, Apollo, Outbound Prospecting, Pipeline Generation, sales coaching, funnel metrics
**Posted:** 2026-07-31

> Build, coach, and scale a high-performing SDR team at Fireworks AI. Own outbound/inbound pipeline generation, develop prospecting playbooks, partner with Sales/Marketing/RevOps, and drive revenue growth in AI infrastructure. Requires 3+ years in sales development with management experience, strong coaching and analytical skills.

## Job Description

## Responsibilities
- Lead, coach, and develop a team of Sales Development Representatives focused on creating qualified pipeline for Fireworks AI.
- Own SDR team performance against pipeline, meeting, conversion, and activity-quality goals.
- Build and refine outbound prospecting motions across AI-native, enterprise, and strategic accounts.
- Partner with Account Executives and sales leaders to align on target accounts, territories, qualification standards, and follow-up expectations.
- Work closely with Marketing and RevOps to optimize inbound routing, campaign follow-up, sequencing, reporting, and funnel conversion.
- Develop messaging, call coaching, objection handling, and discovery frameworks that help SDRs engage technical and business buyers.
- Establish clear operating rhythms, including pipeline reviews, call reviews, coaching sessions, team meetings, and performance inspection.
- Use data to identify bottlenecks, improve conversion rates, and prioritize the highest-impact accounts and activities.
- Hire, onboard, and ramp new SDRs as the team scales.
- Create a culture of accountability, curiosity, resilience, and continuous improvement.

## Requirements
- 3+ years of experience in sales development, business development, or outbound sales, with experience managing or formally coaching SDRs/BDRs.
- Proven ability to build pipeline through high-quality outbound prospecting in a technical, infrastructure, SaaS, AI, or developer-oriented market.
- Strong coaching skills, especially around cold calling, email personalization, account research, qualification, and executive communication.
- Comfort operating in an early-stage or high-growth environment where playbooks are still being built.
- Strong analytical orientation and ability to use funnel metrics to diagnose performance and improve team execution.
- Excellent written and verbal communication skills.
- High standards for talent, process, and operational rigor.
- Ability to partner cross-functionally with Sales, Marketing, RevOps, Product, and Recruiting.
- Interest in AI infrastructure and willingness to learn the technical details of Fireworks’ platform and customer use cases.

## Nice-to-Haves
- Experience selling or prospecting into technical buyers, engineering leaders, product leaders, founders, or AI/ML teams.
- Experience supporting enterprise, AI-native, developer-tooling, data infrastructure, cloud, or open-source GTM motions.
- Prior experience building an SDR team or outbound motion from an early stage.
- Familiarity with tools such as Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, Gong, Clay, Apollo, or similar prospecting and revenue platforms.

## Compensation and Benefits
- Competitive compensation with base salary, equity, and performance-based incentives.
- Benefits include comprehensive health coverage, 401(k), unlimited PTO, and professional development opportunities.

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