Manager of Sales Development

• Black Kite is looking for a driven, hands‑on Manager of Sales Development to lead a team of Sales Development Representatives (SDRs) focused on outbound prospecting in support of marketing campaigns. This is critical for connecting campaign strategy with pipeline generation
• You’ll be equal parts coach and operator responsible for developing SDR talent, partnering cross-functionally, and ensuring outbound activity translates into measurable business impact
• Execute outbound campaigns with your team, as a pipeline generation leader your team should be leveraging you in their outbound sequencing, leading from the front. At Black Kite, everyone is responsible for pipeline
• Team Leadership & Enablement
• Manage, coach, and mentor a team of outbound-focused SDRs
• Drive ongoing enablement, skill development, and performance management to build a high-output team
• Set clear expectations, KPIs, and accountability structures that align with campaign goals
• Execute your own outbound efforts to help your team book meetings and convert pipeline
• Campaign Execution
• Partner with the Demand Generation team to align outbound activity to active and upcoming marketing campaigns
• Collaborate with Revenue Operations to track campaign performance, pipeline contribution, and SDR productivity metrics
• Work with Sales and Product leaders to ensure SDRs are equipped with current messaging, positioning, and competitive intelligence
• Strategic Alignment
• Serve as the connective tissue between Marketing, Sales, and Rev Ops — translating campaign intent into outbound execution
• Contribute to campaign planning by providing frontline insight on prospect conversations and objection patterns
• Report team performance and campaign impact to the CMO on a regular cadence
• Work directly with the Regional Sales Managers to help guide the Account Executives on pipeline generation, coaching on outbound strategies, campaigns, talk tracks, call scripts etc

Clear, direct communicator with the ability to translate marketing strategy into SDR execution Strong understanding of outbound sales motions, sequencing tools, and pipeline hygiene Data-driven mindset — comfortable interpreting campaign and activity metrics to make decisions Proven track record of coaching early-career sales talent and improving outbound conversion metrics Experience working cross-functionally with Demand Gen, Rev Ops, and Sales 3+ years of SDR/BDR experience, with at least 1–2 years in a team lead or management capacity, with a focus on outbound strategies Experience in the cybersecurity or risk management space, with a solid understanding of how to communicate with technical personas (CISOs, IT Security leaders) Deep familiarity with modern sales engagement and intelligence tools (e.g., Salesforce, Ample Market/Outreach/Salesloft, Clay, Zoom Info)