Sales Development Manager
Leads and scales an outbound Account Development Representative team, owning hiring, coaching, pipeline strategy, process improvement, and cross-functional alignment. Requires 3+ years managing sales development teams in B2B SaaS and strong analytical and sales-technology expertise.
About the job
Responsibilities
- Hire, develop, and retain Account Development Representatives (ADRs).
- Onboard and train new representatives through a hands-on four-week program.
- Conduct weekly one-on-ones covering analysis, coaching, performance management, and career development.
- Partner with Sales Development, Marketing, Sales, Revenue Operations, and Enablement leadership on messaging, talk tracks, lead flow, service-level agreements, and strategy.
- Build and improve inbound and outbound sequences and templates in Salesloft.
- Identify process bottlenecks, data issues, and workflow inconsistencies; create scalable efficiencies.
- Support list building and target-account development.
- Use analytics and performance data to guide strategy and coach the team.
Requirements
- 3+ years of Sales Development management experience leading an outbound team, preferably in a fast-growing B2B SaaS organization.
- Experience developing and executing ADR strategies, including quota design, KPI tracking, outbound sequencing, retargeting workflows, coaching, and performance management.
- Experience using AI-enabled sales technologies to improve productivity, lead quality, and personalized engagement.
- Analytical, data-driven approach with experience interpreting reply rates, speed-to-lead, conversion rates, pipeline, and team-performance metrics.
- Track record of generating high-quality pipeline through inbound and outbound prospecting.
- Strong cross-functional collaboration skills across Marketing, Sales, Revenue Operations, and Enablement.
- Experience coaching and mentoring ADRs and building cultures of accountability, feedback, and career growth.
- Experience operating in fast-paced, high-growth environments and creating structured, scalable processes.
- Familiarity with Salesloft, Nooks, Salesforce, ZoomInfo, 6sense, and LinkedIn Sales Navigator.
Nice-to-haves
- Experience scaling a Sales Development function or supporting organizational growth and transformation.
- Experience in cybersecurity, enterprise technology, or complex B2B sales.
- Experience evaluating and implementing sales-development tools, automation, or AI-enabled workflows.
Compensation and Benefits
- Comprehensive four-week Sales Boot Camp and ongoing training.
- Advanced sales training, including Value Selling and MEDDPICC certification.
- Access to AI tools, sales technologies, and process innovations.
- Career development opportunities, including a potential path to Account Executive.
Skills
Salesloft, Nooks, Salesforce, ZoomInfo, 6Sense, LinkedIn Sales Navigator, Sales Development, Outbound Prospecting, Pipeline Analytics, KPI Tracking, Lead Generation, MEDDPICC
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