About the Opportunity
We're looking for a Sales Development Manager (SDM) with a zeal to win, a kind heart, an unwavering team spirit, a positive attitude, and a great sense of humor to join our rapidly growing team.The SDM will be in charge of building, leading, and scaling the sales development team that fuels our pipeline for the business. As the SDM, you will hire, coach, and manage a team of Sales Development Representatives (SDRs), working closely with Sales and Marketing leadership to ensure a steady, high-quality flow of new qualified opportunities for our Account Executives.
The SDR team often has the first (and therefore the most important) opportunity to make a positive impression on a prospect, so you will be responsible for building the systems, coaching, and culture that set the stage for effective sales follow-up across every rep on your team.
The successful candidate will be a proven people leader with high energy, strong sales instincts, a team-first mentality, and the grit and perseverance to build a team from the ground up. You will be a key player on an incredible team as we execute our mission to help local governments and school districts be better.
Key Responsibilities:- Help to hire, onboard, and train a high-performing team of SDRs
- Coach and develop SDRs through regular 1:1s, call shadowing, scorecarding, and performance reviews
- Set and manage team quotas and KPIs, including cold call volume, email volume, and demos booked per rep, per quarter
- Partner with across Sales (Account Executives) to develop strategic plans that optimize pipeline creation and growth
- Own team performance against pipeline generation targets, ensuring a steady flow of qualified opportunities to the sales org
- Refine and continuously improve outbound prospecting strategy, messaging, and objection-handling playbooks
- Partner with Marketing to manage inbound lead flow, ensure SLAs are met, and deliver feedback on lead quality
- Own CRM (Salesforce.com) and prospecting tool (Gong) processes for the SDR team, ensuring accurate, timely, and detailed data hygiene
- Analyze team metrics and reporting to identify trends, coaching opportunities, and process improvements
- Foster a positive, competitive, and collaborative team culture that reinforces ClearGov's core values
- Support career development and pathing for SDRs, including promotion readiness to Solutions Advisor and other internal roles
Critical Skills/Experience:- 4+ years of SaaS sales development experience, including 1+ year in a management, team lead, or mentorship capacity
- Proven track record of building, coaching, and scaling a high-performing SDR or sales team
- Superior pre-call planning, opportunity qualification, and objection-handling skills, with the ability to teach these skills to others
- Consistent track record of achieving or exceeding team lead generation and pipeline targets
- Strong communication and presentation skills, both verbal and written
- Salesforce.com (or other CRM) and Gong (or other prospecting tool) experience required
- Proven ability to influence via indirect authority, both with reps and cross-functional partners
- Ability to thrive and lead in a fast-paced, startup environment
- Experience selling to government entities a PLUS
- Experience building an SDR function from an early stage a PLUS
The Ideal ClearGov Candidate:- Self-motivated, self-starter with a zeal to win
- Great communicator; strong oral and written skills
- Ability to think creatively and innovatively
- Hands-on problem solver who enjoys cracking difficult nuts
- Quick study - able to pick up and apply new concepts in a hurry
- Track record of achievement
- Enjoys working on and helping to build outstanding teams
- Demonstrates an entrepreneurial spirit and gets stuff done
- A sense of humor and don't take themselves too seriously
Why Join Us:- Flexible, remote work
- Chance to make a meaningful impact on government and school district transparency and accountability
- Opportunity to work in a fast-paced, fun, and collaborative environment
- Competitive salary and benefits package (see below)
- Professional growth opportunities
Compensation:- In the spirit of transparency, we are excited to share the base salary for this position is $80,000- $90,000 exclusive of fringe benefits or potential bonuses. If you are hired at ClearGov, your final base salary compensation will be determined by factors such as skills, interview performance, education and/or experience. In addition to those factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any final offer. Please keep in mind that the range mentioned above is the full base salary for the role. Hiring beyond the base range would not be typical in order to allow for future & continued salary growth. We also offer a generous compensation and benefits package (more information on benefits listed below).
Benefits:- Competitive Salary
- Quality Medical, Dental, and Vision Insurance Plans
- Flexible Spending Account
- Dependent Care Flexible Spending Account
- Short and Long Term Disability Insurance
- Life Insurance
- 401K Plan with Match
- Flexible Personal Time Off Policy
- 3 Floating Holidays (in addition to 10 Holidays Observed)
- 2 Volunteer Days Off
- Parental Leave
- Employee Referral Bonus
- Annual All Hands In-Person Event
