Sales Development Manager

Sales Development Manager Triumvirate Environmental is seeking a Sales Development Manager to lead and coach our Sales Development Representatives (SDRs) and Business Development Associates (BDAs). This role drives the quality of our top-of-funnel pipeline through the Sandler Selling System and owns the sales workstream for company acquisitions. The manager partners with the dedicated M&A Integration team, sales systems teams, and Sales Leadership to bring newly acquired accounts and sales representatives onto Triumvirate’s processes.

This position reports to the Director of Sales and is based at our corporate office in Somerville, MA.Responsibilities:

Sales Development Leadership Lead, coach, and develop a team of 10–12 SDRs and BDAs, primarily professionals with 0–2 years of experience. Build proficiency in the Sandler Selling System and consultative selling to improve cold-call conversion, email outreach, new door meeting quality, and qualified pipeline generation.

Coach representatives to lead and win their own calls rather than closing on their behalf. Measure success by the team’s collective output and pipeline quality, not the manager’s personal production.

Build, document, and continually refine scalable, repeatable sales processes and playbooks. Establish the process discipline needed to scale the team.

Own top-of-funnel strategy and execution, with new door meetings as the top priority. Maintain visibility into SDR/BDA prospect lists and opportunities; ensure each opportunity is qualified, properly dispositioned, and pursued collaboratively with the assigned Sales Representative to uncover quantifiable business problems.

Use CRM systems, power dialers, and AI-based coaching tools to monitor activity, measure effectiveness, and improve team performance.

Use QA/QM call summaries, scoring, and AI-generated insights to give targeted feedback on prospecting, objection handling, and sales techniques.

Provide structured coaching and performance management through daily check-ins, one-on-ones, call reviews, ride-alongs, weekly team meetings, group collaboration meetings, and semiannual evaluations.

Observe and coach live prospecting calls. Use recorded calls and QA/QM scoring to reinforce Sandler principles and effective sales practices.

Partner with Sales Leadership to source, interview, hire, and onboard SDRs and BDAs who will contribute to Triumvirate’s sales culture.

Manage outsourced SDR vendors by setting expectations, tracking scorecard metrics and KPIs, aligning messaging and Sandler practices, and recommending vendor retention, expansion, or replacement.

Deliver structured training on the sales process from prospecting through negotiation and close; CRM and pipeline management; proposal creation using Configure, Price, Quote (CPQ) tools;
Triumvirate’s services and value proposition; consultative selling; dialers, conversation intelligence, AI coaching summaries, and prospecting tools; and time management, organization, and other essential soft skills.

Assist with the creation, review, and approval of proposals and pricing structures to ensure accuracy and competitiveness.

Support annual revenue forecasting for the SDR and BDA teams and hold team members accountable for meeting or exceeding goals.

Collaborate with Marketing to identify new business prospects and opportunities to expand services within the current book of business.

Track and analyze KPIs, including call volume, connect rates, meeting conversion, pipeline contribution, and revenue attribution. Hold team members accountable to performance standards.

Acquisition Sales Integration Own the sales workstream for each company acquisition, from diligence through post-close integration. Work with the dedicated M&A Integration team…