Manager, Sales Development Representatives

About Delinea

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real‑time.

With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on , Linked In, X, and You Tube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world‑class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Apply today to help us achieve our mission.

The Manager, Sales Development is responsible for leading, developing, and scaling a high‑performing team of Sales Development Representatives (SDRs) s role owns the strategy and execution of outbound and inbound pipeline generation, partnering closely with Sales, Marketing, and Revenue Operations to accelerate growth across Delinea's Privileged Access Management (PAM) solutions portfolio.

This is a leadership role for someone who thrives on building teams, developing talent, and driving measurable results in a fast‑paced, high‑growth SaaS environment. The ideal candidate brings a data‑driven mindset, a track record of coaching SDRs to quota attainment, and the ability to operate cross‑functionally at a senior level. This role is hybrid, based 3 days a week in our Boston office at 100 Summer Street.

• Lead, coach, and develop a team of SDRs responsible for inbound and outbound prospecting, ensuring consistent achievement of pipeline and meeting targets aligned to Delinea's go‑to‑market strategy.
• Build and continuously refine the SDR playbook (outreach sequences, call scripts, email frameworks, persona‑based messaging, and qualification criteria) to reflect Delinea's current positioning in the PAM and cybersecurity space.
• Define, track, and report on team KPIs (activity metrics, conversion rates, pipeline contribution) and use data to drive continuous performance improvements.
• Partner with Sales leadership to ensure strong SDR‑to‑AE handoff quality, alignment on ICPs, and seamless progression of qualified opportunities into the pipeline.
• Collaborate with Marketing to optimize lead routing, follow‑up cadences, and campaign responsiveness to maximize inbound efficiency.
• Work with Sales Enablement and HR to own SDR recruitment, onboarding, certification, and career development programs that attract and retain top talent.
• Serve as a strategic voice for the SDR function in cross‑functional planning, including headcount modeling, territory alignment, and tech stack optimization (Salesforce, Outreach, Linked In Sales Navigator, etc.).
• Foster a culture of accountability, continuous learning, and high performance within the team.

• 3–5+ years of experience in sales development or inside sales, with at least 2 years in a management or team lead capacity, preferably within cybersecurity, SaaS, or enterprise IT.
• Proven track record of building and managing SDR teams that consistently meet or exceed pipeline contribution goals.
• Strong understanding of outbound prospecting methodologies, pipeline management, and the enterprise sales cycle.
• Experience working within a security or PAM‑adjacent environment is a strong plus – familiarity with concepts such as least privilege, identity security, or zero trust…