Job Overview

At ICIMS, we believe the right people can transform a business. As our Sales Development team scales, we're looking for a Manager, Sales Development to build, lead, and grow the next generation of top-performing SDRs. You'll split your time between two critical functions: directly managing a group of SDRs - owning their day-to-day performance, pipeline quality, and development - and serving as a hands-on coach and resource to the broader SDR organization. You'll also play a key role in shaping the team itself, partnering closely with Talent Acquisition and Sales leadership on recruiting, hiring, and onboarding the SDRs who will drive our next stage of growth.

This is a high-visibility role for someone who loves building people as much as building pipeline - someone who can move fluidly between reviewing a call recording, coaching an objection-handling moment, auditing whether an opportunity meets our qualification bar, and sitting in on a candidate interview.

Responsibilities

Team Leadership & Performance Management

• Directly manage a team of SDRs, owning their day-to-day supervision, activity, and performance against pipeline and productivity targets

• Conduct regular 1:1s, performance reviews, and career development conversations with direct reports

• Monitor and audit opportunities created by the team to ensure they meet our defined criteria for a qualified opportunity before being passed to Account Executives

• Track key SDR metrics (activity, conversion, meeting-to-opportunity rates) and use data to identify coaching opportunities and process improvements

Coaching & Enablement

• Serve as a go-to coach and resource for the full SDR team - not just your direct reports - on call strategy, conversation structure, and objection handling

• Listen to and review calls (live and recorded) to provide targeted, actionable feedback

• Partner with Sales Enablement to reinforce and evolve messaging, talk tracks, and prospecting methodology

• Run or support ongoing training sessions, role-plays, and skill-building workshops for the broader team

Recruiting, Hiring & Onboarding

• Partner with Talent Acquisition to source, screen, and interview SDR candidates

• Help design and continuously improve the SDR onboarding and ramp program

• Ensure new hires are set up for early success through structured training, shadowing, and milestone check-ins during ramp

Cross-Functional Collaboration

• Partner with Sales, Marketing, and Sales Operations to align on target accounts, lead flow, and qualification criteria

• Provide regular reporting and insights to Sales leadership on team performance, pipeline health, and coaching outcomes

Qualifications

• 5+ years of relevant professional experience in Sales Development, B2B sales, sales enablement, or a related GTM role.

• 2+ years of experience directly managing or team-leading an SDR/BDR team, or a proven track record as a top-performing Senior SDR ready to step into management

• A track record of consistently meeting or exceeding pipeline generation targets, either individually or as a team leader

• Strong coaching instincts - able to break down a call, identify what's working and what isn't, and translate that into specific, actionable feedback

• Experience partnering with or supporting recruiting and onboarding processes for a sales team preferred

• Excellent communication and interpersonal skills, with the ability to motivate and develop early-career sales talent

• Comfort working with CRM and sales engagement tools (Salesforce and similar platforms) to monitor activity and pipeline quality

• A builder's mindset - energized by improving process, training, and team structure, not just running the existing playbook

Compensation and Benefits

We accept applications for this position on an ongoing basis until the position is filled. Applications will be reviewed as they are received, and qualified candidates may be contacted throughout the posting period.

The anticipated base salary range for this position is $90,000 - $110,000. In addition, the estimated on-target earnings ("OTE"), which includes base salary and commissions, is $130,000-$160,000.

Actual compensation will depend on various job-related factors, including but not limited to, location, experience, and job qualifications. This range aligns with our commitment to equitable and transparent compensation practices, as required by applicable law.

Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure. Learn more here: https://careers.icims.com/benefits