Location: Hybrid On-site 1-2 days/week; 200 W. Jackson, Chicago, IL About this job The Manager Sales Development will lead NielsenIQ' s Sales Development Representative (SDR) team within our SMB organization. This player-coach role is accountable for building and converting pipeline by developing a high-performing team, elevating outbound and inbound qualification practices, and partnering closely with Sales, Marketing, and Revenue Operations to drive consistent, high-quality opportunity creation. Responsibilities • Lead, coach, and hold accountability for the daily activities and results of a team of Sales Development Representatives (SDRs), ensuring achievement of individual and team performance targets • Serve as a player-coach and mentor on best-practice qualification, multi-channel prospecting, discovery, objection handling, and effective use of sales technology • Monitor reporting and dashboards to assess individual and team performance, identify bottlenecks, and implement improvements that increase conversion rates, pipeline contribution, and lead quality • Develop messaging, playbooks, and enablement materials that support persona-based outreach, consistent talk tracks, and stronger meeting-to-opportunity conversion • Oversee timely response and qualification of inbound inquiries, ensuring appropriate routing and clean handoffs to Sales based on readiness and fit • Support marketing-sponsored virtual and in-person events, including pre-event outreach to drive attendance and post-event follow-up to engage and qualify prospects • Establish and reinforce a daily, weekly, and monthly operating rhythm that maximizes prospecting efficiency (account research, prioritization, pre-call planning, and personalized outreach across key channels) • Track and drive attainment of key activity and outcome metrics (calls, emails, social touches, meetings set, meeting-to-opportunity conversion), and course-correct quickly when performance trends change • Ensure consistent CRM hygiene and SLA adherence by maintaining accurate records of lead status, outreach activity, and disposition in accordance with lead management processes • Partner with aligned Sales stakeholders to ensure lead quality, strengthen handoffs, and nurture high-potential leads through opportunity creation and pipeline progression • Analyze performance by vertical/segment and refine targeting, messaging, and plays to improve conversion and pipeline contribution • Collaborate with Sales, Marketing, and Revenue Operations on campaigns and process improvements that increase pipeline creation and team efficiency • Provide ongoing skills development through call reviews, live coaching, and targeted training that strengthens product knowledge, talk tracks, and career progression for SDRs A little bit about you Professionalism, enthusiasm, and strong communication are critical for success in this role. The ideal candidate is an energized, hands-on leader who thrives in a fast-paced environment, enjoys developing people, and builds strong partnerships with Sales and cross-functional stakeholders. Qualifications • Bachelor's degree • 5-8 years of team lead experience in B2B sales development, lead generation, inside sales, or related roles • Strong interpersonal skills with the ability to influence and collaborate across a diverse set of stakeholders • Excellent research and problem-solving skills, including the ability to analyze, compare, evaluate, reconcile and derive actionable insights and next steps • Experience with sales technology and productivity tools such as Microsoft Accelerator, Microsoft Office, Salesforce and/or Microsoft Dynamics, LinkedIn Sales Navigator, ZoomInfo, and the ability to learn new tools quickly • Exceptional ability to actively listen to and effectively communicate with prospects and customers in a variety of mediums • Team player that exhibits a positive attitude, composure under pressure and willingness to think out of the box to drive results • Detail-oriented, methodical and process driven mentality US Benefits • Comprehensive healthcare plan (medical, Rx, dental, and vision). • Flexible spending accounts and a Health Savings Account (including company contributions). • Life and AD&D insurance. • 401(k) retirement plan including company matching contributions. • Disability insurance. • Tuition Reimbursement. • Discretionary paid time off program and 11 paid holidays. • Flexible working environment • Volunteer time off • LinkedIn Learning • Employee-Assistance-Program (EAP) #LI-Hybrid Additional Information This role has a market-competitive salary with an anticipated base compensation of the following range: $78,000. - $95,000.00. Actual salaries will vary depending on a candidate's experience, qualifications, skills, and location. This role is eligible for a sales-based incentive or performance-based bonus. Other benefits include flexible working environment, comprehensive health insurance, industry-leading parental leave, life insurance, education support and more. Our Benefits • Flexible working environment • Volunteer time off • LinkedIn Learning • Employee-Assistance-Program (EAP)