Manager, Sales Development

Location

Somerville, Massachusetts, United States

Smart Bear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended. Our solution spans deep test automation, API lifecycle management, and observability, setting a new quality standard for application delivery teams.

Lead and develop a high‑performing team of 8‑10 SDRs responsible for generating top‑of‑funnel pipeline for Smart Bear’s sales organization. Coach and mentor future Account Executives through structured sales development training, career progression, and performance management. Partner cross‑functionally with Sales Leadership, Marketing, and Enablement teams to drive outbound and inbound pipeline generation strategies.

• Lead day‑to‑day operations of a team of SDRs to consistently achieve and exceed pipeline generation KPIs and business objectives.
• Coach SDRs on prospecting fundamentals, call execution, email strategy, Linked In engagement, and consultative selling techniques.
• Develop and execute onboarding, enablement, and ongoing performance development programs for SDR talent.
• Collaborate cross‑functionally with Sales Leadership, Sales Enablement, and Marketing to optimize inbound and outbound campaigns.
• Participate in all phases of recruiting, interviewing, hiring, and onboarding new SDR talent.
• Foster a culture of accountability, continuous learning, and career growth aligned with Smart Bear’s promote‑from‑within philosophy.

• 3+ years of experience in SaaS or technology sales environments.
• 1–2 years of leadership, management, or team lead experience within Sales Development or Inside Sales.
• Strong knowledge of modern sales tools including Salesforce, Outreach, Zoom Info, Gong, Linked In Sales Navigator, and 6
  
  Sense.
• Excellent coaching, communication, and leadership skills with a passion for developing early‑career sales talent.
• Strong organizational, prioritization, and time management abilities in a fast‑paced environment.
• A growth mindset with strong coachability, curiosity, and drive to continuously improve.

• This role reports to the Director of Sales Development.
• Direct management responsibility for a team of 8‑10 SDRs based in Somerville, MA.

• Grow your career at every level.
• Invest in your success and the spaces where teams collaborate and have fun.
• Celebrate Smart Bears with opportunities to take birthdays off.
• Guided by a People and Culture organization, we consider the whole person.
• Celebrate differences in experiences, viewpoints, and identities for better outcomes.

Estimated Annual Cash Compensation (Base + On‑Target Commission): $135,000 - $135,000 USD

Your Smart Bear total rewards compensation package includes base salary and may also include a commission. Compensations are based on experience, skills, internal equity, and geographic location.

Smart Bear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal‑opportunity employer and base employment decisions on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws.