Senior Manager, Sales Development

Position Overview

The Senior Manager, SalesDevelopmentwill be a foundational leader,directly responsiblefor building,scaling, and leading a high-performing global Business Development Representative (SDR) organization. Your primary mission will be to drivetop-of-funnelpipeline generation and aligninbound and outboundefforts with broader business goals. You will lead, coach, and develop a team of highly drivenSDRs, ensuring operational excellence, accountability, andempowerthem to uncover high-value sales opportunities and execute our market strategy.Success in this role requires a seasoned leader who can define the outbound prospecting strategy,establisheffective KPIs, and partner closely with Sales Directors andMarketingto maximizepipeline creation and revenue impact.

Leadership and People Management

• Direct Management:Directly manage and mentor a team of Sales and Account Development Representatives.Own the Sales Development strategy and execution across target accounts and defined territories.Coach reps on how to drive effective salesprocesswhileleveragingmodern AIpowered research and enrichment tools to improve targeting, personalize outreach, andoptimizeworkflow efficiency.Continuously analyze pipeline metrics (conversion rates, cycle time, MQL/SQL quality) toidentifyand execute levers for accelerated growth.

• Talent Development:Implement a strong coaching program focused on prospecting, verticalexpertise, product knowledge, and career pathing.

• Recruitment & Retention:Partner with HR and Recruiting to attract, hire, and onboard top-tier Sales Development talent, ensuring a low attrition rate andstrong teamculture.Teach newhireshow to incorporate AIdriven prospecting into their workflow, ensuring they understand best practices, ethical use ofautomation, andhow tomaintaincreativity and critical thinking alongside technology.

• Performance Management:Conduct regular 1:1 meetings, performance reviews, andbuilding and developing a high performing team with metrics aligned to sales revenue, fostering a culture of accountability and excellence.Provideaccurate,timely, and detailed weekly forecasting andpipeline analysis to senior leadership, clearly articulating performance drivers, risks, and mitigation strategies.

Strategy

• Go-to-Market Strategy:Design and execute the regionalSDRstrategy, including market segmentation, account prioritization, and targeting based on ideal customer profiles (ICP).Use AIpowered market intelligence to inform segmentation,identifywhite space, refine ICP definitions, andprioritize accounts.

• Process Optimization:Continuously evaluate andoptimizethe entireSDRoperational workflow, including territory planning, lead qualification criteria (e.g., MEDDPICC, BANT), and hand-off processes to the Account Executive (AE) teams.

• Incentive Design:Work with Sales Leadership to design compensation plans and SPIFFs that motivate high performance, align with company goals, and drive consistent pipeline growth.

Performance and Reporting

• Pipeline Generation:Own the team's monthly and quarterly quota for qualified meetings, pipeline creation, and revenueinfluence.Leverage AIdriven insights toidentifywhich markets, personas, and message angles produce the strongest results.Teachthe team how to interpret AI recommendations and apply them creatively.

• Forecasting & Analysis:Provide accurate weekly and monthly forecasts for qualified opportunities generated.Analyze key performance indicators (KPIs) such as conversion rates, call activity, email metrics, and average opportunity value.

• Cross-functional Alignment:Act as the primary link between Sales, Marketing, and Operations tomaintaina seamless leadtoopportunity flow and consistent messaging. Define and enforce SLAs for lead response, MQLtoSQL handoff, and pipeline hygiene. Partner closely with Marketing leadership to plan, launch, and measure targeted outbound campaigns aligned with GTM priorities.

Training & Enablement:

Partner crossfunctionallyto design and deliver onboarding and ongoing training programs covering messaging, objection handling, product knowledge, and competitive positioning.

Basic Qualifications

• Minimum of10years of experiencein EnterpriseTechnology Sales, including a proven, quantifiabletrack recordof exceeding targets in a high-velocity sales environment.

• Minimum of5years of direct, hands-on management experience leading Sales Development (SDR) or Demand Generation teams within a high-growth technology company.

• Demonstrated success in defining, implementing, andoptimizingsales processes (e.g., qualification criteria, cadence structures, lead management) that resulted in scalable pipeline growth.

• Expertproficiencywith Salesforce CRMand a working knowledge of the Sales Development Tech Stackand AI tools(e.g., Outreach,Clay,Intent Data tools). Proven ability to derive actionable insights from pipeline data.

• Exceptional cross-functional collaboration skills, specifically working with Marketing, Sales Operations, and Account Executive leadership to drive alignment on GTM strategy and SLAs.

• A proactive, coaching-centric leadership style with a passion for mentorship and developing early-career talent into future sales leaders.