Manager, Sales Development - Chicago

Manager of Sales Development

Horizon
3.ai is building a world-class outbound motion, and we're looking for a Manager of Sales Development to help lead, coach, and scale our SDR organization. This role will be one of several frontline SDR leaders, each responsible for managing a pod of 7–10 SDRs, while operating as part of a broader, globally distributed team of roughly 30 SDRs.

As an SDR Manager, you'll collaborate closely with peer managers across regions to drive consistency in execution, share best practices, and collectively deliver pipeline impact. This role is ideal for a hands-on leader who loves developing talent, driving results, and operating with rigor in a fast-growing cybersecurity company.

• Lead and develop the SDR team:
  Build, motivate, and manage a high-performing Sales Development Representative (SDR) team to consistently generate high-quality sales pipeline from target accounts.

• Develop high-impact sales skills:
  Coach SDRs on cold calling, objection handling, qualification, and multi-channel outreach to develop them into top sellers.

• Optimize SDR operations:
  Partner with Rev Ops, Enablement, and other cross-functional teams to continuously improve tools, processes, and playbooks for efficiency, consistency, and scalability.

• Cultivate a strong team culture:
  Celebrate success, learn from mistakes, ensure psychological safety, and use healthy competition and games to maintain high energy and performance.

• Drive performance and process:
  Own the SDR sales funnel end-to-end. Analyze data to forecast pipeline, refine strategies, and ensure accountability to targets and SLAs.

• Hire and onboard top talent:
  Recruit, onboard, and ramp new SDRs with clear expectations and structured training to ensure rapid productivity.

• Maintain a culture of excellence:
  Champion ownership, continuous improvement, and process discipline (including CRM hygiene and SLAs), while continually refining tools and playbooks.

• Provide market intelligence:
  Translate daily SDR conversations into actionable insights (objections, use cases, competitive intel) that inform GTM strategy, campaigns, and sales plays.

Location:

Chicago, IL - We're office first with one day a week remote flexibility

Travel Required:

This job may require up to 15% of travel to be successful.

Compensation and Values:
At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations.

In accordance with various State's transparency regulations, we provide the following salary range information for this position:

• Total On-Target Compensation: $150k - $160k OTE annually on a 60/40 split. The exact salary will be determined based on the selected candidate's location, qualifications, experience, and relevant skills.

• Additional compensation:
  All full-time roles are eligible for an equity package in the form of stock options.

Perks of Horizon
3.ai:

• Inclusive Team:
  We value diversity and promote an inclusive culture where everyone can thrive.

• Growth Opportunities:
  Be part of a dynamic and growing team with numerous career development opportunities.

• Innovative Culture:
  Work in a collaborative environment that encourages creativity and out-of-the-box thinking.

• Hybrid & Remote Work:
  We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence.

• Competitive Compensation:
  We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave.

You Belong Here:
Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and…