SDR Manager
Lead and scale a Sales Development team at a B2B SaaS company, owning pipeline targets, coaching reps, and refining outbound playbooks while partnering cross-functionally with AEs, Marketing, and RevOps.
About the job
Build and develop a high-performing SDR team
- Hire, onboard, and ramp SDRs with structured training and clear expectations
- Coach reps on outbound prospecting, cold calling, objection handling, discovery conversations, and multi-channel sequencing
- Run regular 1:1s, call reviews, and team sessions focused on accountability and development
- Create a culture of high performance and healthy competition
- Identify and invest in strong reps as future leaders
Drive pipeline performance
- Own the SDR team's pipeline targets (monthly, quarterly, annually)
- Monitor leading indicators (dials, connects, meetings booked, show rates, pipeline quality) and intervene early
- Develop and iterate on outbound messaging, sequences, and targeting strategies with Marketing and Revenue Operations
- Manage individual and team performance against KPIs
Operationalize and improve the SDR motion
- Own the SDR playbook — prospecting strategy, qualification criteria, handoff process
- Partner with Revenue Operations on tech stack setup and accurate reporting
- Build and maintain dashboards for pipeline health, rep performance, and capacity
- Identify and close gaps in process, tooling, and enablement
Collaborate cross-functionally
- Partner with Account Executives on SDR-to-AE handoff and qualified opportunity definition
- Work with Marketing on campaign strategy, account targeting, and messaging alignment
- Coordinate with Revenue Operations and Finance on headcount planning, quota setting, and comp design
- Represent the SDR team in GTM leadership conversations
Requirements
- 5+ years of experience, including 3+ years managing a Sales Development team at a B2B SaaS company
- Prior experience as a high-performing SDR or AE with quota-carrying experience
- Proven track record of developing reps who exceed targets and earn promotions
- Operational rigor with experience building scalable sales development systems
- Strong coaching instincts and clear, direct communication
- Experience with modern SDR tools (sequencing platforms, dialers, intent data)
- Comfort in fast-moving environments and using AI tools (e.g., Claude) to automate workflows
Nice-to-haves
- Experience selling into property management, real estate, or adjacent verticals
- Experience scaling an SDR team from scrappy to structured
Skills
Salesforce, Outreach, Salesloft, ZoomInfo, Apollo, Gong, Chorus, LinkedIn Sales Navigator, HubSpot, Marketo
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