Senior Manager, Sales Development

Senior Manager, Sales Development About Scribe

Scribe is where exceptional people come to do the best work of their careers. Our Workflow AI platform automatically captures and optimizes how work gets done — 94% of the Fortune 500 use it, and 45% are paying customers. We hit $100M ARR in May 2026 and have grown to over 5 million daily active users across 600,000 businesses. We're Series C and valued at $1.3 billion.

We're builders who hold a high bar, move fast, and care deeply about each other and our customers.

This is Scribe's first dedicated sales development leadership role, and it exists because we're ready to build something — not inherit it. You'll stand up the BDR program from the ground up, evolving us from a predominantly inbound motion to a true outbound and sales‑assisted engine. That means writing the playbook, hiring the team, and building the operating system that fuels pipeline 's a high‑leverage, hands‑on role for someone who's done this before and wants to do it at a company that's already proven the product works.

• Hire, onboard, and develop a team of BDRs with clear career paths into AE and CS roles — and a track record of actually getting them there.
• Coach in the trenches through live call reviews, email breakdowns, and structured 1:1s designed to move conversion rates, not just check boxes.
• Build the operating rhythm — dashboards, CRM hygiene standards, weekly pipeline reviews — so the team runs with rigor and consistency.
• Develop and refine the playbook in partnership with Sales Strategy, from cadences and talk tracks to qualification criteria, for a horizontal product that sells across industries and personas.
• Partner with Sales, Rev Ops, and Marketing to tighten lead routing, improve handoff quality, and close the gaps between pipeline generated and pipeline that closes.
• Test fast, operationalize what works, and cut what doesn’t — with a bias toward action over analysis.

• Has led a BDR or SDR team in SaaS for 2 or more years, with direct accountability for pipeline and team development outcomes.
• Has built or significantly rebuilt a sales development motion — not just run an existing one.
• Manages by the numbers and inspects what they expect, with the credibility to hold early‑career reps to high standards while investing genuinely in their growth.
• Gives direct, actionable feedback and has the coaching track record to show for it — promotions, turnarounds, and reps who credit them for their development.
• Comfortable selling and coaching across multiple buyer personas and use cases without a narrow playbook to fall back on.
• Prior quota‑carrying experience as an AE or equivalent is a meaningful plus.

• Experience building outbound motion from scratch at a product‑led or inbound‑first company making the transition.
• Familiarity with tools like Outreach, Salesforce, and Gong in a management context.
• Background selling a horizontal SaaS product across multiple verticals.

• Coaching and developing early‑career sellers doesn’t energize you — this role is at least as much about people as it is about pipeline.
• You want a defined playbook to execute rather than a blank page to fill.
• High‑performance standards and direct feedback feel uncomfortable to give or receive.

Hybrid. Based in San Francisco. We work from the office 3 days per week.

Salary varies by location. All full‑time employees receive equity in Scribe. Final offers depend on experience and scope.

• Health, dental, and vision insurance for you and your dependents.
• Flexible paid time off and company holidays.
• 401(k).
• Paid parental leave.
• Daily catered lunch (SF office).
• Commuter benefits.
• Home office stipend.

At Scribe, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. Scribe is proud to be an Equal Opportunity Employer.

Scribe TA 2026