Manager of Sales Development

Role Overview

• 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 operates on a hybrid model, with a mix of remote work and in-office collaboration at our Denver, CO location, specifically, working in-office a minimum of 4 days per week

• Team Leadership & Talent Development
  • 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
• Pipeline Generation & Revenue Impact
  • 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
• Coaching, Enablement & Methodology
  • 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
• Operational Excellence & Forecasting
  • 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
• Cross-Functional Collaboration
  • 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

• Online Legal Services (Rocket Lawyer)
• Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public
• Excellent healthcare package for you and your family
• Discounted Pet Insurance (Embrace Pet Insurance)
• Financial Planning Services (Origin)
• Health and Wellness Reimbursement Program
• Unlimited Paid Time Off
• Paid Parental Leave
• Savings and Investment – 401(k) match
• We are a merit-based company - many opportunities to learn, excel and grow your career!
• Travel Discounts
• Educational Resources - Career & Personal Development Program
• Employee Referral Bonus Program

Strong understanding of modern sales technology, including CRM, sales engagement, conversation intelligence, and AI-enabled prospecting tools

Proven success leading teams responsible for outbound prospecting, inbound qualification, and pipeline generation

Demonstrated ability to coach, develop, and retain high-performing sales talent

Strong cross-functional leadership and communication capabilities

Excellent analytical, forecasting, and operational management skills

Experience working in fast-paced, high-growth revenue organizations preferred

3+ years of Sales/Business Development lead or management experience within a B2B SaaS environment