As Sales Manager, your primary responsibility is to own lead stewardship and conversion across the SDR organization. You are accountable for high close rates of qualified sellers and disciplined follow-up that moves leads through the funnel expediently. This role is measured by the team's ability to consistently convert inbound and outbound opportunities into high-quality, revenue-generating sellers. You will coach, mentor, and develop SDRs, ensuring strong sales fundamentals, clear qualification standards, and consistent performance across the team. You are also responsible for training and onboarding new cohorts, reinforcing best practices, and creating a culture of accountability, urgency, and continuous improvement. You will manage pipeline health, enforce CRM hygiene, and ensure leads are worked thoroughly and efficiently. In close partnership with leadership, you will translate company revenue goals into clear execution plans, ensuring the SDR team meets or exceeds weekly and monthly targets. This role is execution-driven - focused on conversion, velocity, and results. **What You'll Do:** - Own qualified seller acquisition, delivering the right sellers, inventory value, and category coverage in line with business needs. - Take extreme ownership of targets for new seller counts and inventory value acquired, not just activity or pipeline. - Drive high inbound conversion with One Call Close as the expected sales motion: 70%+ close rate on demo-complete calls ~35% -60%+ close rate on inbound qualified leads, by source. - Actively help close deals, stepping into calls to get leads over the line when needed. - Enforce disciplined lead stewardship, tight timelines, and fast-moving pipelines with zero tolerance for stalled leads. - Ensure SDR productivity, with each SDR closing a minimum of 20 sellers per month while maintaining qualification standards. - Diagnose, surface, and proactively eliminate friction in the sales process that slows conversion, velocity, or seller quality. - Own tradeshow ROI, ensuring rapid follow-up and desired close rates within an eight week timeframe. - Promote and operationalize customer-generated referrals as a high-intent acquisition channel. - Coach, train, and develop SDRs through hands-on leadership, call reviews, pipeline reviews, and structured onboarding of new cohorts. - Maintain accountability for unit economics, keeping CAC under $600 and payback within 6 months. - Partner closely with VP of Business Development, Marketing, VP of Customer Experience, and Director of Success to ensure tight feedback loops and clean handoffs from close through onboarding. - Own pipeline visibility, forecasting, and reporting tied to conversion, inventory value, seller quality, and economic outcomes. **Who You Are:** - 7+ years of sales experience, including high-velocity inbound sales to SMBs or similar customers, with a demonstrated ability to close decisively and consistently. - 3-5+ years leading SDR or inside sales teams, with clear ownership of conversion rates, close velocity, and revenue targets. - Proven success driving One Call Close or short-cycle sales motions with high inbound intent. - Strong track record of hitting and exceeding seller acquisition targets, not just activity metrics. - Hands-on sales leader who joins calls, helps close deals, and unblocks stalled opportunities. - Highly fluent in CRM systems (Salesforce, HubSpot, or equivalent) with a bias toward pipeline accuracy, forecasting, and execution discipline. - Strong operator mindset - you diagnose friction quickly, take extreme ownership of outcomes, and move fast to correct course. - Direct, clear communicator who holds high standards and builds trust through competence and results, not process theater.