Sales Development Manager

Location: Remote

Department: Sales

Documo is on a mission to help businesses digitize and streamline their document workflows. As a fast-growing B2B SaaS company, our platform makes it easier to handle unstructured files like faxes and forms through tools like Intelligent Document Processing - turning messy paperwork into structured, usable data. We believe great products start with great people. That’s why we invest in top talent, value strong culture, and prioritize customer success and design excellence.

If you’re excited to do impactful work and want to grow with a team that values innovation, collaboration, and purpose - we’d love to meet you!

Sales Manager - SMB & Mid-Market

Sales

SVP of Sales

Documo is seeking an experienced Sales Development Manager to build and lead our SDR program. Your team will research accounts, run multi-channel outreach, and qualify leads for Account Executives across healthcare, health tech, and other regulated industries.

We are looking for a strong coach and builder. The ideal candidate brings strong SaaS sales development experience, a passion for developing talent, and a track record of driving results. You will help reps research, message, and qualify efficiently, and you’ll build the program foundation that scales as the team grows.

This is a fully remote position. As a fully distributed company, we are open to hiring anywhere but work hours for this role follow Eastern Time business hours.

• Lead, manage, and scale Documo’s sales development function
• Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes
• Design outbound campaigns across cold calling, email, social selling, and events
• Select, configure, and drive adoption of the SDR tech stack, including Salesforce
• Document the program in a repeatable SDR playbook that scales as the team grows

• Guide SDRs to consistently exceed performance targets
• Own metrics for activity, meetings booked, opportunity conversion, and pipeline generation
• Report pipeline metrics, conversion rates, and coaching progress to executive leadership

• Coach reps on account research, messaging, prospecting calls, and objection handling
• Put the Documo Sales Playbook and ICP Persona Playbooks into practice
• Run call reviews, email reviews, and roleplays that give reps specific, actionable feedback
• Assess each rep’s strengths and gaps and build individual development plans
• Motivate through skill-building and understanding rather than pressure
• Partner with Enablement and Product Marketing to make sure reps know the product and value proposition well

• The flexibility to work remote, alongside people who love what they do
• A ground-floor opportunity to build Documo’s SDR program and shape how we generate pipeline
• A chance to be part of a company using AI to help healthcare run more efficiently, which leads to better patient care and outcomes
• A career in the fast-growing health-tech SaaS space

• Proven background in B2B SaaS sales development, both as an SDR and as an SDR manager
• Track record of hitting team pipeline targets
• Strong grasp of sales methodologies (e.g., Challenger, MEDDIC) and experience coaching early-career reps
• Passionate about coaching, mentoring, and developing sales talent
• Highly organized, with a disciplined approach to onboarding and training cadences
• Hands-on leader who joins calls, reviews recordings, and gives real-time feedback
• Data-driven, using Salesforce and sales engagement metrics as coaching inputs
• Thrives working independently in a fast-paced, fully remote environment
• Experience in technical or compliance-heavy sales (e.g., healthcare,…