Position Overview: TrueNAS is seeking an exceptional Manager, Sales Development to build, lead, and scale a high-performing Sales Development Representative (SDR) organization. Reporting to the Vice President, Sales, this role has two equally important missions: consistently generating high-quality pipeline that accelerates enterprise revenue growth, and developing outstanding sales talent that can advance into successful Account Executive (AE) roles. We are looking for more than a traditional SDR manager focused on activity levels and meetings booked; we want a proven builder, coach, and talent developer who understands what differentiates top-performing enterprise salespeople and can systematically develop those capabilities in emerging talent. Working closely with Sales Leadership, Account Executives, Marketing, Sales Engineering, Channel Sales, and Revenue Operations, you will build a repeatable, data-driven sales development engine that is a strategic investment in our future revenue growth and sales leadership capabilities.
This is a hybrid position based in Tampa, FL.
Base Pay Range
This position offers an On-Target Earnings (OTE) potential of $114,000 - $142,000 annually.
Please note that the provided range reflects the pay spectrum for positions within the same job category as the one to which this position belongs. The final offer will consider various factors, such as location, education, and prior experience, to ensure a comprehensive and fair compensation assessment.
TrueNAS offers a comprehensive package of benefits including health, dental, vision, disability, and life insurance, paid time-off, 401(k), health and flexible spending accounts, stock purchase plan and more.
Expected Posting Timelines
This position will be open for a minimum of 5 days, a maximum of 90 days.
The Day-to-Day
The essential functions and responsibilities for this position include, but are not limited to, the following. Other duties may be assigned as needed.
- Build, Scale, and Lead the SDR Team: Recruit, hire, onboard, and retain exceptional SDR talent using clearly defined success profiles, structured interviews, and practical assessments; build an SDR organization that consistently meets and exceeds qualified pipeline and opportunity generation targets; and establish a culture of high performance, continuous learning, constructive feedback, collaboration, and accountability.
- Drive Measurable Enterprise Pipeline: Own SDR team performance against qualified opportunity creation, sourced pipeline, pipeline conversion, and other agreed-upon revenue contribution objectives; establish consistent qualification and handoff standards that prioritize genuine sales opportunities rather than meeting volume alone.
- Hands-on Sales Coaching & Methodology: Demonstrate hands-on leadership through call coaching, prospecting reviews, role-play, account planning, and regular performance feedback; coach SDRs to uncover customer pain, ask effective discovery questions, understand buying priorities, and articulate the differentiated value of TrueNAS solutions to enterprise infrastructure buyers.
- Design & Own the AE Career Progression Engine: Design and own a structured SDR-to-Account Executive development program with defined skills, behaviors, and performance standards, individualized career development plans, and an objective process for evaluating promotion readiness; track the performance of SDR graduates after promotion, including AE ramp, productivity, and retention, while sustaining the capacity of the SDR organization.
- Cross-Functional Collaboration: Partner with Sales Leadership and Account Executives on targeted prospecting strategies, account plans, and effective opportunity handoffs; collaborate with Marketing, Channel Sales, Sales Engineering, and Revenue Operations to improve campaign effectiveness, market coverage, and pipeline quality.
- Optimize Modern Sales Technology & AI Integration: Leverage CRM, sales engagement, conversation intelligence, prospecting data, and AI technologies to continuously improve SDR effectiveness; introduce responsible use of AI and large language models for account research, prospect prioritization, outreach development, and sales coaching, and teach SDRs to critically evaluate AI-generated information.
- Data-Driven Analysis & Reporting: Analyze conversion rates across the prospecting funnel to optimize target selection, messaging, and engagement strategies; develop dashboards and reporting that provide clear visibility into activity, conversion, pipeline quality, productivity, and talent development, and partner with Revenue Operations to implement repeatable, scalable processes.
Education and Experience
We have identified the following programs, experience, and knowledge that have helped others find success in this role at TrueNAS. We understand, though, that knowledge comes from many forms of learning and experiences. Above all, we consider a person's potential impact in the role and value their unique path to this point in their career.
- Proven success recruiting, managing, coaching, and scaling SDR or BDR teams in a B2B technology sales environment.
- Demonstrated history of leading SDR teams that consistently met or exceeded qualified opportunity and pipeline creation objectives.
- Documented experience developing SDRs who successfully advanced into Account Executive or other quota-carrying sales roles, including establishing structured onboarding, enablement, coaching, and career progression programs.
- Previous experience as a successful Account Executive or other quota-carrying B2B sales professional preferred; experience in enterprise infrastructure, storage, cloud, cybersecurity, or data management markets is a plus.
- Experience teaching or applying structured enterprise qualification methodologies such as MEDDIC/MEDDPICC is a plus.
- A combination of professional or educational experience (whether formal or informal) that affords you with the knowledge, skills, and abilities above
