SDR Manager

Sales Development Manager Location: United States. Remote Department: Marketing Reports to: Director of Growth Marketing Employment type: Full-time We're hiring a Sales Development Manager to build, run, and scale our outbound engine. This is a player-coach role: you'll carry a reduced outbound quota of your own while leading and developing our global SDR team. You'll own the outbound playbook end to end, including the targeting, the messaging, the sequencing, the tooling, and the reporting, and you'll be expected to use AI as a force multiplier across all of it. You'll succeed here if you've already built a B2B outbound motion from the ground up, you've figured out how to make AI do real work in a prospecting workflow (not just draft emails), and you get energy from turning early-career SDRs into consistent pipeline producers. What You'll Do Build and run the outbound motion - Design and continuously refine the outbound playbook: ICP definition, account tiering, persona-based messaging, multi-channel sequencing, and qualification criteria. - Carry a reduced personal outbound quota and model the behaviors you expect from the team. - Own the handoff between SDRs and Account Executives, including meeting-quality standards and SLAs. Scale outreach with AI - Own the existing outbound/ABM agents and optimize outputs to drive more outbound performance from them. - Expand the team's reach and relevance using AI tools, including LLMs (Claude and others), AI SDR platforms, enrichment and intent tools, and custom agents/workflows. - Build and maintain reusable AI assets (prompts, agents, research workflows, personalization engines) that the whole team can use. - Stay current on the AI-for-sales landscape and run structured experiments to find what actually moves meeting and pipeline numbers. Activate existing database - Develop and execute strategies to reactivate dormant database contacts and convert them into qualified pipeline through lead scored MQLs, re-engagement campaigns, trigger-based outreach, and closed-lost/no-decision win-backs. - Understand how our tech stack and data fit together (CRM, enrichment, intent, engagement platforms, AI tooling) and how to activate that data in day-to-day prospecting. - Partner with Marketing and RevOps on lead routing, scoring, and data hygiene. Develop the team - Help recruit, onboard, and coach SDRs - Run regular 1:1s, call reviews, and messaging workshops; create clear ramp plans and career paths. - Set weekly activity and outcome targets and hold the team accountable to them. Report on performance - Own SDR reporting: activity metrics, connect and reply rates, meetings booked and held, qualified pipeline sourced, conversion by channel and segment, and rep-level performance. - Deliver regular, decision-ready reporting to sales leadership and use the data to tune the playbook. What You Bring - 5+ years in sales development, with at least 2 years leading or managing SDRs/BDRs. - Extensive, hands-on experience building effective B2B outbound motions. You've designed the playbook, not just executed one. - Extensive experience expanding outreach using AI: LLMs such as Claude, AI SDR platforms, and automated research/personalization workflows. You can speak specifically to what you built, what worked, and what didn't. - Strong understanding of sales tech and data, including how CRM, enrichment, intent, and engagement tools work together and how to activate that data to drive outreach. - Demonstrated success developing and coaching early-career SDRs into consistent performers. - Proven experience building and presenting SDR metrics and reporting to leadership. - Demonstrated strategies for activating existing database contacts and turning them into pipeline. - Comfortable carrying and hitting a personal outbound quota while managing a team. Preferred - B2B Enterprise SaaS background, selling into complex, multi-stakeholder buying groups. - Experience with HubSpot (or Salesforce), sales engagement platforms, and data enrichment/intent providers. - Experience selling into regulated industries such as financial services. Who You Are - You treat outbound as a system to be engineered, measured, and improved, not a numbers game. - You're an early adopter who builds with AI rather than just using it. - You lead from the front and get as much satisfaction from a rep's first booked meeting as from your own. - You're direct, data-driven, and comfortable telling leadership what the numbers actually say. Our values - Curiosity: We're curious and future-focused. - One Team: We're one team, in many colors. - Customer-Driven: We're obsessed with the customer. - Integrity: We don't compromise on integrity. - Excellence: We exemplify excellence.