Pipeline Generation Manager

Who We Are

Smart Vault is a cloud-based document management and file-sharing solution for small-to‑medium‑sized businesses, accountants, and bookkeepers. Since joining the Get Busy Group (AIM‑listed on the London Stock Exchange) in 2017, we’ve grown as part of a global organization serving customers across the US, UK, and ANZ.

We’re collaborative, customer‑first, and data‑driven. Our goal is to solve real customer problems and make work easier so people can focus on higher‑value activities. Learn more about our business and our values.

We’re hiring a Business Development Representative Team Manager to lead our MDR team and help modernize how we generate and convert pipeline. This is a player‑coach leadership role focused on coaching performance while exploring smarter, AI‑enabled ways to prospect, personalize outreach, and improve conversion. If you’re excited about leading people and building a more future‑ready pipeline engine, this role offers real ownership and impact.

You’ll report to the Director of Product Marketing and serve as the bridge between Product Marketing strategy and frontline sales development execution.

We’re at an inflection point in how pipeline is generated and managed. This role is not about maintaining the status quo, it’s about helping modernize and reshape our MDR program for the next era of GTM execution.

We are actively exploring AI‑driven tools and workflows across prospecting, research, messaging, call preparation, and performance optimization. You’ll have the opportunity to test, implement, and refine AI‑enabled approaches that improve efficiency, personalization, and conversion quality.

If you’re excited about combining people leadership with AI‑forward pipeline strategy, this is an opportunity to build something that will define the next phase of our growth.

• MDR team performance, development, and accountability
• Team quotas, conversion metrics, and pipeline quality
• Outbound execution across calls, email, and Linked In
• Coaching, talk tracks, and objection handling
• Lead management, speed‑to‑lead, and CRM execution
• Evaluate and implement AI‑enabled tools and workflows to enhance prospecting efficiency, personalization, and performance visibility

• Lead and coach MDRs through call reviews, live feedback, and structured development plans
• Refine scripts, objection handling, and competitive positioning
• Foster a culture of accountability and continuous improvement

• Own team activity, opportunity creation, SQOs, and pipeline quality
• Set and manage monthly quotas
• Monitor trends and implement coaching or process improvements as needed

• Ensure inbound and outbound leads are routed and worked efficiently
• Oversee lead distribution and follow‑up standards
• Maintain data integrity in Salesforce and Pardot
• Resolve lead flow or reporting issues

• Optimize outbound strategy and messaging
• Translate competitive insights into actionable talk tracks
• Partner with Product Marketing to align messaging and GTM priorities

• Deliver ongoing enablement on products and positioning
• Own the MDR tech stack (Outreach, Salesforce, Pardot, Zoom Info, Nooks)
• Reinforce best practices in sequencing, tracking, and reporting

• Surface frontline insights to improve targeting and campaigns
• Align with Sales and Customer Success on qualification and handoffs

• Team consistently meets or exceeds opportunity and activity targets
• Improved call quality and conversion rates
• Leads worked quickly and consistently
• Strong trust from Sales in MDR‑sourced opportunities
• A scalable, high‑performing MDR function

• 2‑4 years of B2B SaaS sales or sales development experience
• Experience as a high‑performing MDR/SDR
• Prior team leadership or coaching experience
• Strong knowledge of Salesforce, Outreach, and lead workflows
• Experience with dialing tools (Nooks preferred)
• Data‑driven, organized, and effective communicator, coaching, and organizational skills.

• Experie…