Role Overview
As the Sales Development Representative (SDR) Manager, you will play a critical role in building and scaling Accordant's sales development function, creating a repeatable pipeline generation engine that fuels our continued growth.
This role goes beyond traditional SDR management. You will serve as a strategic thought partner to Sales, Marketing, and Client Success, helping refine how we engage prospective clients, improve outbound effectiveness, and create high-quality opportunities for our Account Executives in the Sales organization.
You will coach and develop our SDR team while establishing the processes, strategies, and technology needed to scale. This includes exploring innovative approaches to sales development, including AI-powered and agentic SDR capabilities that expand prospect coverage, improve efficiency, and create leverage for our team.
The ideal candidate is a coach, operator, and innovator, someone energized by building, collaborating across teams, and shaping the future of sales development at a growing technology organization.
Responsibilities
Build and Scale
- Develop and execute a sales development strategy that creates predictable, qualified pipeline for Accordant's Account Executive team
- Establish and continuously improve SDR processes, including prospecting strategies, qualification approaches, outreach cadences, and opportunity handoffs
- Define performance expectations, operating rhythms, and key metrics that drive accountability and meaningful pipeline contribution
Lead, Coach, and Develop
- Lead, coach, and develop SDR team members to improve prospect engagement, discovery skills, and overall sales effectiveness
- Establish a culture of accountability, continuous learning, and high performance through ongoing feedback, coaching, and development
- Support SDR career growth by identifying opportunities to strengthen skills, expand capabilities, and achieve performance goals
Drive Qualified Pipeline Generation
- Own the strategy and execution for generating qualified pipeline, improving meeting quality, and supporting Account Executive success
- Analyze performance data, prospect feedback, and market insights to continuously refine outbound strategies, messaging, and opportunity conversion
- Ensure SDR efforts align with Accordant's ideal client profiles, sales priorities, and broader growth objectives
Partner Across Teams
- Serve as a strategic thought partner to Sales, Marketing, and Client Success, aligning sales development efforts with broader go-to-market priorities
- Collaborate across teams to refine targeting, messaging, campaigns, qualification strategies, and opportunity handoffs
- Translate prospect conversations, customer insights, and market feedback into actionable improvements that strengthen pipeline generation
Leverage Emerging Technology and AI Capabilities
- Evaluate and implement emerging sales development technologies, including AI-powered and agentic SDR capabilities, to increase prospect coverage and team effectiveness
- Identify opportunities to combine human expertise with automation and AI to create a scalable, high-performing sales development model
Operational Excellence
- Ensure accurate reporting, CRM hygiene, and visibility into SDR performance and pipeline contribution
- Analyze funnel metrics and leverage insights to continuously improve processes, conversion, and sales development effectiveness
Required Qualifications
- 4+ years of experience in Sales Development, Business Development, Inside Sales, or a related B2B sales role
- 1-3 years of experience managing, coaching, or mentoring SDR/BDR professionals, with demonstrated success developing sales talent
- Proven experience building or improving outbound prospecting strategies and generating qualified pipeline
- Strong understanding of B2B sales processes, qualification methodologies, and sales funnel metrics
- Excellent communication skills with the ability to coach teams, influence cross-functional partners, and collaborate with Sales and Marketing leaders
- Analytical mindset with the ability to interpret data, identify opportunities, and improve sales development performance
- Experience with CRM and sales engagement platforms (Salesforce preferred)
- Curiosity and enthusiasm for leveraging emerging technologies, including AI, to improve sales effectiveness
