SDR Manager

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Develop, manage, and enhance the outbound engine.

• Create and continually improve the outbound playbook, which includes defining the Ideal Customer Profile (ICP), tiering accounts, crafting persona-based messaging, sequencing across multiple channels, and establishing qualification criteria.

• Maintain a reduced personal outbound quota while exemplifying expected behaviors for the team.

• Oversee the transition between Sales Development Representatives (SDRs) and Account Executives, ensuring adherence to meeting quality standards and Service Level Agreements (SLAs).

• Manage and enhance outbound and Account-Based Marketing (ABM) agents.

• Broaden outreach efforts utilizing Large Language Models (LLMs), AI SDR platforms, enrichment and intent tools, as well as custom agents and workflows.

• Create and preserve reusable AI resources such as prompts, agents, research workflows, and personalization engines.

• Conduct structured experiments within the AI-for-sales domain.

• Reactivate inactive contacts in the database through lead-scored Marketing Qualified Leads (MQLs), re-engagement initiatives, trigger-based outreach, and strategies to win back closed-lost or no-decision accounts.

• Understand and leverage CRM, enrichment, intent, engagement, and AI-tooling data in daily prospecting activities.

• Collaborate with Marketing and Revenue Operations (RevOps) on lead routing, scoring, and maintaining data hygiene.

• Recruit, onboard, and mentor SDRs.

• Conduct one-on-ones, call reviews, and messaging workshops; develop ramp plans and career trajectories.

• Establish weekly activity and outcome goals and ensure team accountability.

• Manage SDR reporting, covering activity metrics, connection and response rates, meetings, qualified pipeline, conversion rates, and representative performance.

• Provide decision-ready reports to sales leadership and refine the playbook based on data insights.

⛳️ Requirements

• A minimum of 5 years in sales development.

• At least 2 years of experience in leading or managing SDRs/BDRs.

• Extensive, hands-on experience in establishing effective B2B outbound strategies.

• Experience in expanding outreach through AI technologies, including LLMs like Claude, AI SDR platforms, and automated research/personalization workflows.

• Strong knowledge of sales technology and data management, including CRM systems, enrichment, intent, and engagement tools.

• Proven track record in developing and mentoring early-career SDRs into high-performing individuals.

• Demonstrated ability to construct and present SDR metrics and reporting to leadership.

• Effective strategies for activating existing database contacts and converting them into pipeline opportunities.

• Comfortable managing a team while also achieving personal outbound quotas.

• Preferred: Background in B2B Enterprise SaaS sales targeting complex, multi-stakeholder buying groups.

• Preferred: Familiarity with HubSpot or Salesforce, sales engagement platforms, and data enrichment/intent providers.

• Preferred: Experience in selling to regulated industries such as financial services.

🏝️ Benefits

• Flexible remote work options.

• Commitment to diversity and inclusion.

• A welcoming and supportive workplace culture.

• Chance to engage in high-impact projects.

• Collaboration with ambitious teams across the globe.

• Opportunity to influence a platform that is defining the Governed Communication Intelligence category.