About the RoleAs Demandbase's SDR organization continues to scale, we are seeking a
Manager, Sales Development who is passionate about people, performance, and pipeline. In this role, you will lead a team of Sales Development Representatives responsible for account-based outbound prospecting across mid-market accounts and high-quality conversion of inbound marketing demand. You will drive pipeline creation through structured outbound plays, timely inbound follow-up, buying group engagement, and close alignment with Sales and Marketing.
The Manager, Sales Development will ensure the team operates with rigor across daily execution, weekly pipeline progression, and monthly performance targets, balancing speed, quality, and consistency in opportunity creation. As a member of the SDR leadership team, you will partner cross-functionally to refine processes, improve productivity, and continuously elevate outbound effectiveness and inbound conversion rates. This is a hybrid role requiring in-office presence three days per week in Austin.
What You'll Do- Lead, hire, and develop a high-performing team of SDRs, many early in their careers, focused on pipeline generation across target accounts
- Coach reps on account-based prospecting, inbound signal conversion, discovery, qualification, and multi-threaded engagement across buying groups
- Drive disciplined daily execution including activity quality, rapid inbound follow-up, and effective use of account intelligence and intent data
- Execute account-based outbound plays across prioritized accounts, integrating inbound signals and coordinated multi-channel outreach
- Own team performance across KPIs including activity, speed-to-lead, meetings, pipeline creation, and conversion metrics
- Conduct regular 1:1s, call reviews, and pipeline inspections to improve opportunity quality and buying group penetration
- Partner cross-functionally with Sales, Marketing, RevOps, and Enablement to align account ownership, messaging, and pipeline goals
- Forecast pipeline contribution, manage coverage and capacity planning, and ensure CRM hygiene and data integrity
- Continuously refine playbooks and messaging to improve lead-to-meeting and meeting-to-opportunity conversion
Who You Are- 2+ years of experience in Sales or Sales Development, with at least 1+ year leading an SDR team, ideally managing five or more representatives
- Background in B2B SaaS with exposure to mid-market and/or enterprise account-based selling environments
- Strong familiarity with account-based prospecting strategies, buying group engagement, and outbound pipeline creation
- Hands-on experience with Salesforce.com and CRM reporting, pipeline tracking, and funnel analytics
- Experience using modern SDR tooling such as Outreach, Gong, LinkedIn Sales Navigator, Google Workspace, Qualified, Regie.ai, Nooks, or Orum
- Proven ability to hire, onboard, coach, and ramp early-career SDR talent in a structured environment
- Data-driven mindset with the ability to analyze performance metrics and improve conversion and pipeline outcomes
- Background in ABM, web marketing, analytics, AdTech, or CRM-related platforms is a plus
