Manager, Sales Development

About SugarAI

SugarAI is redefining CRM for the age of AI. We’re delivering on the original promise of CRM—turning fragmented customer and revenue signals into clear, prioritized action. Instead of more dashboards or surface-level insights, we help teams focus on what matters most and know exactly what to do next. More than two decades after our founding, we’re entering a new chapter with clarity and momentum—building intelligent, intuitive solutions that work within the flow of how teams actually sell and serve.

We’re focused on solving complex, real‑world challenges where relationships, context, and precision make all the difference. Our global team is united by a shared commitment to impact, ownership, and continuous growth. We create an environment where thoughtful ideas move quickly, where people are trusted to lead, and where flexibility supports how great work gets done. If you’re excited to help shape what’s next in AI‑driven CRM—and build technology that drives real outcomes we’d love to meet you.

This position is expected to be in the office 4 days per week

We are seeking a high‑impact Manager, Sales Development to lead and scale our Sales Development team. This leader will be responsible for driving pipeline generation, developing top‑performing SDRs/BDRs, and creating a high‑performance culture focused on measurable business outcomes.

The ideal candidate combines strong coaching and leadership skills with operational rigor, data‑driven decision making, and a deep understanding of modern outbound and inbound pipeline generation strategies. You will partner closely with Sales, Marketing, Revenue Operations, and Enablement to ensure the Sales Development organization consistently delivers qualified pipeline that fuels company growth.

This position will report to the Chief Marketing Officer and will commute to our Downtown Denver, CO office 4 days per week.

• Lead, coach, and develop a team of Business Development Representatives (BDRs), fostering a culture of accountability, continuous learning, and career growth.
• Conduct regular 1:1s, performance reviews, call coaching, pipeline reviews, and career development conversations.
• Recruit, onboard, and retain top Sales Development talent while building a strong internal promotion pipeline.
• Establish clear performance expectations and individual development plans to help team members achieve and exceed goals.

• Own Sales Development performance metrics, including pipeline creation, meeting generation, conversion rates, activity effectiveness, and attainment against targets.
• Drive execution of inbound and outbound prospecting strategies across target accounts, industries, and buyer personas.
• Ensure high-quality opportunity qualification and seamless handoff processes to Account Executives.
• Monitor pipeline health and proactively identify risks, trends, and opportunities to improve performance.

• Reinforce best practices in discovery, prospecting, messaging, objection handling, and multi‑channel outreach.
• Leverage conversation intelligence, sales engagement platforms, and AI‑powered tools to improve team effectiveness and productivity.
• Partner with Sales Enablement and Sales Leadership to implement ongoing training programs and reinforce sales methodologies.
• Create a culture of continuous improvement through call reviews, skill assessments, and performance analytics.

• Establish and manage KPIs, dashboards, scorecards, and reporting to provide visibility into team performance and pipeline contribution.
• Deliver accurate forecasts and performance insights to Sales Leadership using historical trends and leading indicators.
• Identify process improvements that increase efficiency, scalability, and rep productivity.
• Ensure CRM data quality, process compliance, and disciplined pipeline management practices.

• Partner with Marketing to optimize lead management processes, campaign follow‑up, account‑based initiatives, and conversion performance.
• Collaborate with…