Sales Development Manager

Responsibilities

• 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 Revenue Operations to improve reporting, territory planning, routing, technology adoption, and operational workflows.
• Work closely with Account Executives and Sales Leadership to align pipeline generation efforts with business priorities and revenue goals.
• Support workforce planning, hiring, and organizational development initiatives in partnership with People Operations.

• 3+ years of Sales Development leadership experience within a B2B SaaS environment.
• Proven success leading teams responsible for outbound prospecting, inbound qualification, and pipeline generation.
• Strong understanding of modern sales technology, including CRM, sales engagement, conversation intelligence, and AI-enabled prospecting tools.
• Demonstrated ability to coach, develop, and retain high-performing sales talent.
• Excellent analytical, forecasting, and operational management skills.
• Strong cross-functional leadership and communication capabilities.
• Experience working in fast-paced, high-growth revenue organizations preferred.