SDR Manager - E-Invoicing & Reporting

What You’ll Do

We are looking for an experienced Sales Development Representative (SDR) Manager to lead and scale our E-Invoicing & Live Reporting sales development function. Reporting to the Senior Director, Global Sales, you will own the top of the funnel: building, coaching, and inspiring a high-performing team of SDRs who generate qualified pipeline for our global e-invoicing and live reporting solution.

You will lead a team of 6 SDRs responsible for both outbound prospecting and inbound demand qualification, generating qualified pipeline across the full top of the funnel.

This is a leadership role for someone who thrives in a fast-moving, mandate-driven market. As governments worldwide accelerate e-invoicing and continuous transaction control (CTC) mandates, demand for compliant, scalable solutions is surging. You will be at the front of that wave, shaping how we identify, engage, and qualify the right multinational prospects.

• Recruit, onboard, and retain a team of 6 XDRs (SDRs) responsible for both outbound prospecting and inbound demand qualification for the ELR solution.
• Coach reps on prospecting fundamentals, messaging, objection handling, and qualification frameworks across both outbound and inbound motions.
• Run regular 1:1s, call reviews, and skills-development sessions to build a culture of continuous improvement.
• Create clear career pathing to develop XDRs into future Account Executives and specialists.

• Own and consistently exceed team targets for qualified meetings, opportunities, and sourced pipeline.
• Set and manage KPIs across activity, conversion, and pipeline quality; hold the team accountable to a metrics-driven cadence.
• Balance and optimise the team’s split across outbound-sourced and inbound-sourced pipeline, ensuring both motions consistently deliver.
• Partner with Marketing to convert campaigns, events, and inbound demand into qualified pipeline.
• Ensure alignment with the Ideal Customer Profile (ICP)

• Refine outbound sequences, messaging, and territory/account plans in line with the ELR messaging architecture and mandate-driven market dynamics.
• Continuously improve prospecting playbooks, cadences, and tooling to increase efficiency and effectiveness.
• Maintain data hygiene and accurate forecasting in Salesforce; report on team performance to leadership.
• Coach the team to challenge prospects to think strategically about a global e-invoicing strategy rather than solving mandates country-by-country.

• Work closely with Sales Leaders and Executives to ensure smooth handoffs and shared pipeline ownership.
• Partner with Sales Enablement to keep the team current on evolving global mandates, product capabilities, and competitive positioning.
• Collaborate with Marketing, Rev Ops, and Partnerships to optimise the end-to-end demand funnel.

• 5+ years in sales development or inside sales, including 2+ years managing or leading an SDR/BDR/XDR team across both outbound and inbound motions.
• Proven track record of building and hitting/exceeding pipeline generation targets in a B2B SaaS environment.
• Strong coaching ability with a demonstrated history of developing and promoting reps.
• Experience with modern sales tech stack (Salesforce, sales engagement platforms, prospecting/intent tools).
• Data-driven approach to managing team activity, conversion, and pipeline quality.
• Excellent communication skills and the ability to operate across regions and time zones.
• Experience selling into finance, tax, or compliance buyers, or within the indirect tax / e-invoicing / fintech space.
• Familiarity with selling to multinational / Mid…