Senior Manager, Sales Development

Responsibilities

• Own inbound pipeline generation across three distinct motions: responding to inbound leads and hand-raisers, marketing-engaged accounts, and capturing product-led demand. Build the plays, enablement, and metrics each motion needs.
• Build and own the operating model: SDR pipe forecasting, pipeline-gen reviews, performance management, and the SLAs and routing that move demand across self-serve, product-led, and enterprise paths.
• Lead, coach, and develop the team. Build the growth path to AE. Define what progression looks like, develop reps toward it, partner with sales leadership on how and when people graduate, and keep that path equitable across geographies.
• Stand up repeatable processes, playbooks, and onboarding so performance is consistent and not dependent on heroics.
• Partner across demand generation, ABM and field marketing, sales leadership, RevOps, and product and DevRel.
• Own the conversion economics across all three motions, from demand to qualified pipeline and clean handoff. Know the math, find the leaks, and improve conversion and handoff quality.
• Act as the primary stakeholder for the lead-flow engine and SDR tech stack; partnering closely with RevOps and Marketing to identify friction in the funnel, improve follow-up automation, and ensure our tooling empowers reps rather than slowing them down.
• Bring modern tooling and AI into the team's workflow to make reps faster and more effective.

Qualifications

• Experience leading an inbound or SDR function as a manager, ideally across more than one motion or multiple geographies, in B2B SaaS.
• A track record of building operating models and cross-functional SLAs from the ground up.
• Proven development of early-career SDRs into AE or closing roles, plus growing senior ICs or leads.
• Experience turning inbound funnel data into rep coaching and conversion gains.
• Strong cross-functional leadership across marketing, sales, product, and RevOps.
• A coaching, people-first leadership style and a steadying presence.
• Comfort operating in an evolving GTM motion, where demand sources and plays continue to grow and mature.
• Preferred: experience selling or supporting a technical or developer-focused product.

Compensation & Benefits

• Target pay ranges based on Geographic Zones for Level M3:
  • Zone 1 (San Francisco/Bay Area, NYC Metropolitan Area, Boston, Seattle): $191,000 - $263,000
  • Zone 2 (Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago): $172,000 - $237,000
  • Zone 3 (All other US locations): $163,000 - $224,000
• Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.