Manager, Sales Development - Startups/Commercial
Leads a team of 8-12 BDRs to generate high-velocity pipeline for startup and commercial segments through outbound prospecting and lead qualification. Requires 2-4 years managing BDR/SDR teams in SaaS, experience with sales tools like Salesforce and Outreach.
Key Responsibilities
- Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments
- Drive high-velocity pipeline generation through optimized inbound lead management and targeted outbound campaigns
- Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics
- Partner with Startup and Commercial AEs to ensure tight alignment on ICP, qualification criteria, and handoff processes
- Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques
- Implement and optimize sales technology stack to maximize team efficiency and throughput
- Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness
- Build a culture of urgency, experimentation, and continuous improvement
- Coach and develop BDRs on velocity prospecting, quick qualification, and career progression
Qualifications
- 2-4 years of experience managing BDR/SDR teams, preferably in high-growth SaaS or technology companies
- Proven track record of building and scaling velocity-focused sales development teams
- Experience managing teams prospecting into Startup or Commercial/SMB market segments
- Strong analytical skills with experience using data to optimize team performance and conversion rates
- Experience with Salesforce, HubSpot, Outreach/Salesloft, and sales analytics tools
- Demonstrated ability to build efficient, repeatable processes that scale with volume
- Excellent communication and leadership skills with ability to motivate and develop talent
- Experience in API-first, consumption-based, or usage-based business models preferred
- Bachelor's degree or equivalent work experience
Preferred Experience
- Experience at companies with PLG (product-led growth) or developer-focused go-to-market motions
- Experience selling an API product
- Background managing teams that handle high amount of leads per day per rep
- Track record of BDRs successfully transitioning to AE roles under your leadership
- Experience building BDR functions in early-stage or Series B-D companies
- Familiarity with AI/ML industry and technical product positioning
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