Sales Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Build, lead, and expand a team of 6–8 Enterprise SDRs with a ratio of 1:4 alongside Enterprise AEs.

• Foster high operational excellence through call evaluations, pipeline assessments, outbound strategy meetings, and skill enhancement.

• Enhance conversion rates from meetings to qualified pipeline by implementing effective qualification processes and improving AE collaboration.

• Recruit, onboard, and accelerate the growth of new Enterprise SDR talent.

• Provide mentorship to SDRs focusing on strategic prospecting and long-term career progression.

• Propel strategic pipeline creation through account-based prospecting and focused outbound initiatives targeting large enterprise accounts.

• Set and uphold Enterprise prospecting standards encompassing research, messaging, and account engagement.

• Assist SDRs in collaborating with Enterprise AEs to formulate account strategies and synchronize multi-threaded outreach efforts.

• Expand white space coverage and enhance executive-level engagement within designated territories.

• Develop and refine outbound strategies tailored to enterprise segments.

• Establish and monitor key performance indicators (KPIs) related to qualified meetings, qualified pipeline, and account engagement.

• Lead Enterprise Pipeline Reviews in collaboration with sales leadership, focusing on pipeline vitality and territory coverage.

• Collaborate with frontline Enterprise Sales Leaders to ensure alignment and seamless opportunity transitions.

• Guarantee disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-driven prospecting tools.

• Promote data integrity, clear reporting, and operational excellence.

• Advocate for the use of modern prospecting tools and AI-enhanced workflows.

• Utilize AI for account prioritization, tailored outreach, and signal-based engagement.

• Incorporate data-driven insights into the team's prospecting strategies and daily operations.

• Elevate the quality of outbound prospecting and strategic account engagement.

• Achieve strong conversion rates from meetings to qualified pipelines.

• Implement clear Enterprise prospecting standards across the team.

• Foster a high-trust collaboration between SDRs and Enterprise Sales.

• Maintain a disciplined, strategic SDR team functioning as business partners rather than mere activity executors.

• Successfully nurture and coach BDRs to evolve into future company AEs.

⛳️ Requirements

• Over 2 years of experience managing SDR/BDR teams, specifically supporting Enterprise sellers.

• Proven success in building teams that effectively prospect within complex enterprise organizations.

• Strong grasp of enterprise sales processes and account-based prospecting methodologies.

• Demonstrated experience in developing structured prospecting systems and performance measurement frameworks.

• Proficient in Salesforce, SalesLoft (or comparable engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools.

• Proven excellence in coaching and a track record of performance improvement.

• Experience in hiring and onboarding SDR talent.

• Bachelor's degree or equivalent professional experience.

• Experience leading teams that prospect to Fortune 500 or Global 2000 accounts.

• History of developing SDRs who successfully transition to Enterprise AE roles.

• Experience in crafting enterprise prospecting playbooks and outbound standards.

• Background in cybersecurity or a related industry is advantageous.

• Personal closing experience is a plus, though not mandatory.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

• Flexible time off

• Paid company holidays and sick leave

• Gender-neutral parental leave

• Grandparent leave

• Comprehensive medical, dental, and vision insurance

• 401(k) retirement plan with company matching

• Life and disability insurance

• Health and dependent care Flexible Spending Account (FSA)

• Optional benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal services

• Nationwide pet insurance coverage

• Cancer Care program

• Global business travel medical insurance

• Home office allowance

• Mobile phone reimbursement

• Access to a wellness coach

• Wellness/gym reimbursement

• Fertility assistance coverage

• Reimbursement for adoption and surrogacy expenses