Manager, Sales Development

What You'll Do

• Own pipeline performance: Drive the SDR team's contribution to pipeline generation across inbound and outbound channels, ensuring strong alignment with sales targets.
• Build and scale the team: Hire, onboard, and develop a high-performing SDR team, helping establish the structure, operating cadence, and performance standards for the New York market.
• Coach and develop SDRs: Deliver hands-on coaching through regular 1:1s, call reviews, and deal strategy sessions to accelerate rep development and performance.
• Design onboarding and enablement: Partner with GTM enablement to create onboarding and ongoing training programs that ramp SDRs quickly and build strong product, industry, and prospecting expertise.
• Partner cross-functionally: Collaborate closely with Sales, Marketing, and RevOps to improve lead routing, campaign effectiveness, and pipeline conversion.
• Refine targeting and messaging: Continuously test and improve outbound strategies, messaging, and account targeting based on ICP fit and performance insights.
• Leverage data and tools: Use platforms such as Salesforce, Salesloft, LinkedIn Sales Navigator, Gong, and ZoomInfo to track team performance and optimize workflows.
• Build a strong team culture: Foster a high-performance culture grounded in ownership, learning, and collaboration.

What You Have

• 4+ years of experience in SaaS sales or business development, with at least 1–2 years of direct SDR or BDR leadership experience.
• Proven success in building and managing pipeline-generating teams in a high-growth, outbound-focused environment.
• Deep understanding of modern sales development tools (e.g., Salesforce, Salesloft, LinkedIn Sales Navigator, Gong).
• A data-driven mindset with the ability to analyze team performance, uncover insights, and iterate quickly.
• Experience building SDR processes from scratch—comfortable in ambiguity and excited to be the architect of something new.
• A coaching-first leadership style: you invest in people, celebrate wins, and hold high standards with care.
• Excellent communication skills and executive presence—both internally and externally.
• Passion for AI, innovation, and the transformation of knowledge work—especially in professional services and legal.
• Ability to influence tech stack decisions—develop recommendations and drive implementation.
• Prior experience selling into legal or professional services firms is a plus but not required.