Sales Development Manager
Build, hire, coach, and scale an SDR team to generate qualified pipeline meetings with enterprise CX and contact center leaders. Design outbound processes, set KPIs, provide hands-on coaching, and create promotion paths from SDR to AE in a fast-paced AI SaaS environment.
About the job
Responsibilities
- Hire, onboard, and coach a team of SDRs into consistent pipeline producers
- Set the KPIs—activity, meetings booked, pipeline sourced; ensure targets are consistently met
- Design and sharpen outbound and inbound sequences based on what the data says is working
- Partner with Marketing on lead quality, campaign strategy, and messaging
- Run regular call reviews, email reviews, and live coaching
- Track and analyze SDR team performance; report on pipeline impact to Sales leadership
- Build the promotion path: identify who's ready for AE and get them there
- Own the SDR playbook and the tooling stack behind it
- Champion a culture of accountability, learning, and high performance
Requirements
- 3+ years managing SDR or Business Development teams, ideally in a B2B SaaS environment
- Proven track record of exceeding pipeline and meeting-setting goals
- Strong coaching, mentorship, and leadership skills
- Deep understanding of outbound prospecting best practices (phone, email, LinkedIn, social selling)
- CRM and sales engagement tool expertise (e.g., Salesforce, Apollo, Gong, ZoomInfo)
- Strong data orientation — comfortable using metrics to drive decisions
- Excellent communicator, highly organized, and detail-oriented
- Thrive in a fast-paced, early-stage environment
Nice-to-Haves
- Experience in Enterprise SaaS or AI-focused companies
- Background in building SDR-to-AE career paths
- Familiarity with Account-Based Marketing (ABM) strategies
Skills
Salesforce, Apollo, Gong, ZoomInfo, Outbound Prospecting, Social Selling, Account-Based Marketing
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