SDR Manager

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