Manager, Sales Development

Manager, Sales Development

The Manager Sales Development will lead NielsenIQ's Sales Development Representative (SDR) team within our SMB organization. This player-coach role is accountable for building and converting pipeline by developing a high-performing team, elevating outbound and inbound qualification practices, and partnering closely with Sales, Marketing, and Revenue Operations to drive consistent, high-quality opportunity creation.

Responsibilities include:

• Leading, coaching, and holding accountability for the daily activities and results of a team of Sales Development Representatives (SDRs), ensuring achievement of individual and team performance targets
• Serving as a player-coach and mentor on best-practice qualification, multi-channel prospecting, discovery, objection handling, and effective use of sales technology
• Monitoring reporting and dashboards to assess individual and team performance, identify bottlenecks, and implement improvements that increase conversion rates, pipeline contribution, and lead quality
• Developing messaging, playbooks, and enablement materials that support persona-based outreach, consistent talk tracks, and stronger meeting-to-opportunity conversion
• Overseeing timely response and qualification of inbound inquiries, ensuring appropriate routing and clean handoffs to Sales based on readiness and fit
• Supporting marketing-sponsored virtual and in-person events, including pre-event outreach to drive attendance and post-event follow-up to engage and qualify prospects
• Establishing and reinforcing a daily, weekly, and monthly operating rhythm that maximizes prospecting efficiency (account research, prioritization, pre-call planning, and personalized outreach across key channels)
• Tracking and driving attainment of key activity and outcome metrics (calls, emails, social touches, meetings set, meeting-to-opportunity conversion), and course-correct quickly when performance trends change
• Ensuring consistent CRM hygiene and SLA adherence by maintaining accurate records of lead status, outreach activity, and disposition in accordance with lead management processes
• Partnering with aligned Sales stakeholders to ensure lead quality, strengthen handoffs, and nurture high-potential leads through opportunity creation and pipeline progression
• Analyzing performance by vertical/segment and refining targeting, messaging, and plays to improve conversion and pipeline contribution
• Collaborating with Sales, Marketing, and Revenue Operations on campaigns and process improvements that increase pipeline creation and team efficiency
• Providing ongoing skills development through call reviews, live coaching, and targeted training that strengthens product knowledge, talk tracks, and career progression for SDRs

Qualifications include:

• Bachelor's degree
• 5–8 years of team lead experience in B2B sales development, lead generation, inside sales, or related roles
• Strong interpersonal skills with the ability to influence and collaborate across a diverse set of stakeholders
• Excellent research and problem-solving skills, including the ability to analyze, compare, evaluate, reconcile and derive actionable insights and next steps
• Experience with sales technology and productivity tools such as Microsoft Accelerator, Microsoft Office, Salesforce and/or Microsoft Dynamics, Linked In Sales Navigator, Zoom Info, and the ability to learn new tools quickly
• Exceptional ability to actively listen to and effectively communicate with prospects and customers in a variety of mediums
• Team player that exhibits a positive attitude, composure under pressure and willingness to think out of the box to drive results
• Detail-oriented, methodical and process driven mentality

US Benefits include:

• Comprehensive healthcare plan (medical, Rx, dental, and vision).
• Flexible spending accounts and a Health Savings Account (including company contributions).
• Life and AD&D insurance.
• 401(k) retirement plan including company matching contributions.
• Disability insurance.
• Tuition Reimbursement.
• Discretionary paid time off program and 11 paid holidays.
• Flexible working environment
• Volunteer time off
• Linked In Learning
• Employee-Assistance-Program (EAP)

This role has a market-competitive salary with an anticipated base compensation of the following range: $78,000.00 - $95,000.00. Actual salaries will vary depending on a candidate's experience, qualifications, skills, and location. This role is eligible for a sales-based incentive or performance-based bonus. Other benefits include flexible working environment, comprehensive health insurance, industry-leading parental leave, life insurance, education support and more.