As the Enterprise Sales Development Manager, you will lead a team of Sales Development Representatives to penetrate complex enterprise accounts through high-touch outbound campaigns. You'll drive operational excellence by coaching on AI-enabled prospecting and conducting pipeline inspections to maximize meeting-to-qualified pipeline conversion. Partnering with Enterprise Sales leadership, you'll bridge outreach and strategic account planning to build a high-conversion revenue funnel. What Will You Do? Primary responsibilities include: • Build, lead, and scale a team of 6-8 Enterprise SDRs aligned 1:4 with Enterprise AEs • Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development • Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment • Hire, onboard, and ramp new Enterprise SDR talent • Mentor SDRs on strategic prospecting and long-term career development • Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts • Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration • Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach • Increase white space coverage and executive-level engagement within assigned territories • Build and iterate on outbound plays aligned to enterprise segments • Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration • Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage • Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs • Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools • Drive data accuracy, reporting clarity, and operational rigor • Champion adoption of modern prospecting tools and AI-driven workflows • Leverage AI for account prioritization, personalization, and signal-based outreach • Integrate data-driven insights into team prospecting strategy and daily execution • Elevated outbound prospecting quality and strategic account penetration • Strong meeting-to-qualified pipeline conversion • Clear Enterprise prospecting standards operationalized across the team • High-trust partnership between SDRs and Enterprise Sales • A disciplined, strategic SDR team operating as business partners - not activity executors • Successfully developing and coaching BDRs to be future company AEs What Skills and Knowledge Will You Bring? Ideal candidates will have: • 2+ years of experience managing SDR/BDR teams, with experience supporting Enterprise sellers • Proven track record of building teams that successfully prospect into complex enterprise organizations • Strong understanding of enterprise sales cycles and account-based prospecting strategies • Experience developing structured prospecting systems and performance frameworks • Fluency in Salesforce, SalesLoft (or similar engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools • Demonstrated coaching excellence and performance improvement track record • Experience hiring and ramping SDR talent • Bachelor's degree or equivalent work experience • Experience managing teams prospecting to Fortune 500 or Global 2000 accounts • Track record of developing SDRs who transition successfully into Enterprise AE roles • Experience building enterprise prospecting playbooks and outbound standards • Cybersecurity or relevant industry experience • Personal closing experience is a plus, but not required We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family: Equity & Rewards • Restricted Stock Units (RSUs) • Employee Stock Purchase Plan (ESPP) Time Off & Wellbeing • Flexible time off • Paid company holidays and paid sick time • Gender-neutral parental leave • Grandparent leave Insurance & Financial Security • Medical, dental, and vision coverage • 401(k) retirement plan with company match • Life and disability insurance • Health and dependent care FSA • Voluntary benefits (hospital, accident, critical illness) • Employee Assistance Program (EAP) • ARAG pre-paid legal • Nationwide pet insurance • Cancer Care program • Global business travel medical insurance Work Perks & Flexibility • Home office allowance • Mobile phone reimbursement Wellness & Lifestyle • Wellness coach • Wellness/gym reimbursement • Fertility coverage • Adoption & surrogacy reimbursement This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. The range posted here is the on-target earnings (OTE) for this position, inclusive of base salary and commissions. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions. On Target Earnings $160,000-$220,000 USD