Job Specification: Sales Development ManagerPosition: Sales Development Manager
Role OverviewThe Sales Development Manager is responsible for leading, coaching, and developing a team of Sales Development Representatives (SDRs). This role is critical in driving top-of-funnel pipeline growth, ensuring SDRs effectively generate qualified meetings, and supporting Account Managers in the field.
The SDR Manager will own the team's strategy, daily operations, and performance, while aligning closely with Sales and Marketing leadership. The ideal candidate is a proven people leader, data-driven, and passionate about building high-performing sales development teams.
Key ResponsibilitiesLeadership & Team Development- Recruit, train, and manage a high-performing SDR team.
- Provide ongoing coaching in prospecting, messaging, call execution, and objection handling.
- Foster a culture of accountability, collaboration, and continuous improvement.
- Conduct regular 1:1s, team meetings, and performance reviews.
Pipeline & Performance Management- Define and track SDR KPIs (e.g., meetings booked, conversion rates, activity metrics, pipeline contribution).
- Monitor day-to-day SDR activity to ensure consistent pipeline generation.
- Partner with Account Managers to ensure smooth handoff of meetings and opportunities.
- Forecast pipeline contribution from the SDR function to Sales Leadership.
Process & Tools- Optimize use of sales engagement tools (e.g., Outreach.io, LinkedIn Sales Navigator) and CRM (Salesforce).
- Refine lead qualification and handoff processes for inbound and outbound activities.
- Collaborate with Marketing on lead follow-up, campaign execution, and inbound lead management.
- Leverage reporting and dashboards to identify trends, gaps, and opportunities for improvement.
Strategy & Alignment- Collaborate with Sales leadership to set SDR goals aligned with company revenue targets.
- Work closely with Account Managers to ensure SDR outreach supports territory and vertical strategies.
- Partner with Enablement to design onboarding and training programs for SDRs.
- Continuously explore new tools, AI, and outreach strategies to improve team performance.
Key Skills & Competencies- Strong leadership and people management skills with a track record of building successful teams.
- Excellent coaching ability - strong at role-playing calls, giving feedback, and upskilling reps.
- Data-driven mindset with the ability to analyze performance metrics and optimize processes.
- Strong communication skills, both written and verbal.
- Proficiency in Salesforce, Outreach.io, LinkedIn Sales Navigator, and other modern sales tools.
- Highly organized, process-oriented, and adaptable in a fast-paced environment.
- Ability to collaborate cross-functionally with Sales, Marketing, and Enablement teams.
Qualifications- Bachelor's degree in Business, Marketing, or related field (preferred).
- 3-5 years of experience in SDR/BDR roles, with at least 1-2 years in a leadership/managerial capacity.
- Proven success leading teams that deliver against pipeline generation goals.
- Experience working with enterprise sales teams and channel/partner ecosystems (preferred but not required).
Success Metrics- Achievement of SDR team goals for meetings booked and opportunities created.
- Contribution of SDR-generated pipeline to overall sales targets.
- Team performance against activity and conversion KPIs.
- Retention, engagement, and development of SDR team members.
- Effectiveness of SDR/Account Manager collaboration.
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