Senior Manager, Sales Development

Senior Manager, Sales Development Remote, United States

ROLE AND RESPONSIBILITIES

The mission of the Senior Manager of Sales Development is to build and lead a predictable, high-performing enterprise pipeline engine for Legion. This leader will own the strategy, operating model, and day-to-day performance of the Sales Development organization, ensuring SDRs create qualified conversations and opportunities within large, complex target accounts. This is a hands-on builder-and-operator role. You will lead and develop SDRs while creating the processes, coaching rhythms, reporting, and cross-functional partnerships needed to scale the function.

You will partner closely with Marketing, Sales, Revenue Operations, and Enablement to translate Legion’s growth goals into focused account coverage, problem-led messaging, disciplined multichannel execution, and measurable pipeline contribution.

We are looking for a data-driven, people-first leader with strong enterprise sales acumen, high operating standards, and the ability to turn strategy into consistent execution.

The most critical deliverables include:

• Achieving monthly and quarterly targets for qualified meetings, opportunities, and SDR-sourced enterprise pipeline.
• Recruiting, onboarding, coaching, and developing SDRs to improve ramp, performance, retention, and career progression.
• Establishing consistent 1:1s, call reviews, role-plays, pipeline reviews, and performance-management routines.
• Partnering with Marketing to coordinate inbound, campaign, event, and account-based follow-up for target accounts.
• Partnering with Sales leadership and Account Executives to prioritize accounts, align outreach, and improve meeting quality and handoff.
• Defining and improving outbound playbooks, account research, messaging, qualification, and follow-up processes.
• Monitoring activity, meetings, conversions, opportunities, pipeline, and capacity to forecast results.
• Working with Revenue Operations to improve dashboards, CRM discipline, lead routing, workflows, and sales technology adoption.

PROFESSIONAL BACKGROUND AND EXPERIENCE

• 5+ years of B2B SaaS sales development or related sales experience, including 3+ years leading SDR or BDR teams.
• Proven success leading an enterprise outbound or account-based motion and delivering qualified pipeline.
• Experience recruiting, onboarding, coaching, and performance-managing early-career sales talent.
• Strong enterprise sales acumen, including prospecting into organizations with 5,000+ employees and complex buying committees.
• Experience partnering with Marketing, Sales and Revenue Operations on account strategy, campaigns, processes, and reporting.
• Strong communication skills, with experience using data to improve team performance.
• Experience with Salesforce, Outreach, Linked In Sales Navigator, 6sense, Zoom Info, Gong, or similar tools.
• Experience in workforce management, HR technology, retail technology, operations technology, or similar enterprise software is preferred.

PERSONAL ATTRIBUTES AND VALUES

• Hands-on leader who can evolve the strategy, coach the team directly and establish high standards for execution.
• People-first leader who combines empathy, direct feedback, and accountability.
• Data-driven problem solver with strong judgment and business acumen.
• Collaborative leader who builds trust across Marketing, Sales, Operations, and Enablement.
• Committed to continuous learning and improvement.

SUCCESS IN THIS ROLE

Success in this role will be measured by your ability to manage a high-performing Sales Development team that creates qualified enterprise pipeline and develops strong talent. Key indicators of success include:

• Consistent team achievement of qualified meeting, opportunity, and pipeline targets.
• Improved conversion throughout the…