OverviewThe Manager, Sales Development leads a team of Sales Development Representatives (SDRs) focused on driving inbound and outbound Sales Qualified Opportunities (SQOs) and ensuring pipeline health and strong conversion rates. This role is critical to building a predictable, high-quality pipeline that helps us hit our aggressive revenue growth targets. The ideal candidate will bring proven strategies for process optimization and technology adoption, while fostering a culture of accountability, learning, and excellence.
Team Overview
Our Sales Development team is the first point of contact for customers, shaping their perception of PowerSchool and setting the stage for successful partnerships. This team doesn’t just generate pipeline—they influence buying decisions by uncovering priorities, aligning solutions to outcomes, and driving meaningful conversations that accelerate revenue.
Responsibilities
Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Lead, coach, and develop a team of SDRs to consistently meet or exceed pipeline creation and conversion targets.
- Implement strategies to improve pipeline quality, conversion rates, and bookings efficiency.
- Upskill SDRs to deliver compelling frontline discovery conversations that uncover customer needs and drive engagement.
- Embed value-based selling methodologies, including the Three Whys and Value Hypothesis creation, into SDR workflows.
- Ensure SDRs apply MEDDPICC qualification methodology to improve opportunity quality and sales alignment.
- Drive adoption and effective use of sales tools and technologies (e.g., Salesforce, Outreach, Salesloft, Gong, Clari) to maximize productivity.
- Collaborate cross-functionally with Marketing, Sales, Product, and Solution Consulting to align on campaigns, messaging, and inbound lead quality.
- Maintain and refine sales development cadences and content to support cross-sell and upsell motions across PowerSchool’s portfolio of 30+ products.
- Support recruitment, onboarding, and retention of top SDR talent.
- Occasionally travel up to 10% for team meetings, summits, and other key events.
Qualifications
Qualifications
To be considered for and to perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
- Demonstrated success in managing SDR teams and achieving pipeline and conversion goals.
- Experience managing inbound and outbound motions, ideally concurrently.
- Strong leadership and coaching skills with experience upskilling SDRs for discovery and qualification excellence.
- Proficiency in Salesforce and modern sales tools (e.g., Outreach, Salesloft, Gong, Clari).
- Experience applying value-based sales strategies and qualification frameworks like MEDDPICC.
- Excellent communication and interpersonal skills.
- Data-driven mindset with strong analytical and problem-solving abilities.
- 5+ years of experience in sales development or inside sales, including 3+ years in a management role.
- Bachelor’s degree in Business, Marketing, or a related discipline.
Compensation & Benefits
Compensation & Benefits
PowerSchool offers the following benefits:
- Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
- Flexible Spending Accounts and Health Savings Accounts
- Short-Term Disability and Long-Term Disability
- Comprehensive 401(k) plan
- Generous Parental Leave
- Unrestricted paid time off (known as Discretionary Time Off - DTO)
- Wellness Program, including ClassPass & Employee Assistance Program
- Tuition Reimbursement
- Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage
A reasonable estimate of the base compensation range for this position is $115,900 - $144,900 USD plus applicable commission. This compensation range is specific to the United States and it incorporates many factors including but not limited to an applicant's skills and prior relevant experience and training; licensures, degrees, and certifications; internal equity; internal pay ranges; and market data/range parameters.
