Sales Development ManagerIn this role, you'll lead a team of Sales Development Representatives (SDRs) and Business Development Associates (BDAs), with a focus on developing early-career sales professionals, strengthening our top-of-funnel strategy, and building a consistent, qualified sales pipeline. Through hands-on coaching, data-driven performance management, and the
Sandler Selling System, you'll help our team improve prospecting effectiveness, generate new door meetings, and create meaningful opportunities for our Sales Representatives.
This position reports to the Director of Sales and is based at our corporate office in Somerville, MA.
Responsibilities:- Lead, coach, and develop a team of 10-12 Sales Development Representatives (SDRs) and Business Development Associates (BDAs), primarily early-career sales professionals with 0-2 years of experience.
- Coach team members using the Sandler Selling System and consultative sales techniques to improve prospecting, cold-call conversion, email outreach, opportunity qualification, and new door meeting quality.
- Own the team's top-of-funnel strategy and execution, ensuring prospect lists, opportunities, and pipeline are properly qualified, actively managed, and coordinated with assigned Sales Representatives.
- Build, document, and continuously improve scalable sales processes, playbooks, and prospecting strategies that support consistent pipeline generation.
- Leverage CRM systems and modern sales technology, including power dialers, conversation intelligence, AI coaching tools, and QA/QM call scoring, to monitor performance and drive continuous improvement.
- Conduct hands-on coaching through one-on-ones, call reviews, live prospecting sessions, team meetings, and performance evaluations, using data and recorded calls to reinforce best practices.
- Recruit, interview, and onboard new SDR and BDA team members in partnership with Sales Management while fostering a high-performance, collaborative sales culture.
- Manage outsourced SDR vendors, including performance expectations, KPIs, messaging alignment, and recommendations regarding vendor retention or expansion.
- Deliver ongoing training on the sales process, CRM and pipeline management, Triumvirate's services and value proposition, sales technology, and essential sales skills.
- Track and analyze key sales metrics, including activity, connect rates, meeting conversion, pipeline contribution, and revenue attribution; establish goals and hold team members accountable to results.
- Partner with Sales Management and Marketing on revenue forecasting, new business development, site penetration opportunities, and monthly sales reporting to executive leadership.
- Assist with proposals, pricing, compensation programs, and other sales initiatives while ensuring safety remains a priority and driving a culture of WOW! across the organization.
- Travel as needed, including air travel, to support team development and business growth across regional offices.
Basic Requirements: - Sandler Sales Certification is strongly preferred and demonstrated expertise in the Sandler Selling System is required.
- Candidates should have hands-on experience applying Sandler principles in sales leadership, coaching, and day-to-day sales management.
- 10+ years of sales experience, including 5-8 years managing sales or inside sales teams, with a focus on top-of-funnel pipeline generation and sales development.
- Proven experience leading, coaching, and developing early-career sales professionals, particularly SDRs, BDAs, or similar sales development teams.
- Proven ability to build, implement, and continuously improve scalable sales processes, playbooks, and prospecting strategies.
- Experience managing outsourced SDR or business development vendors.
- Strong understanding of sales technology, including CRM systems, power dialers, conversation intelligence, AI coaching tools, and performance reporting.
- Experience using CRM systems to manage sales pipelines, team performance, and data-driven decision-making; Oracle experience preferred.
- Bachelor's degree in business, environmental sciences, or a related field.
- Exceptional communication, presentation, organizational, analytical, and problem-solving skills.
- Must be eligible to work in the United States without future sponsorship, have a valid U.S. driver's license, and reliable transportation.
Preferred Requirements: - Sandler Sales Trainer certification or advanced Sandler certification.
- Experience building or scaling an inside sales or SDR function from the ground up.
- Experience with QA/QM frameworks and leading teams in a metrics-driven sales environment.
- Experience implementing new sales technologies, processes, or sales enablement programs.
- Passion for protecting the environment and an interest in sustainability.
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Besides Health, Dental and Vision Insurance, we contribute to a 401k, offer a generous tuition reimbursement program, TONS of safety training for some positions with opportunities for external trainings and certifications, Mentorship & Career Succession Planning, Relocation Opportunities, Auto/Home insurance discounts, pet assistance discount plans, discounted movie passes & more!
Actual starting base pay may vary based on factors such as education, experience, skills, location and budget.
Pay Range
$125,000-$150,000 USD
