Sales Development Manager

Role Overview

• Design and execute the end-to-end outbound motion targeting dental service organizations, group practices, and private practices across the U.S.
• Build and maintain a clean, enriched prospect database in a market known for sparse, fragmented, and often invalid data. Develop creative sourcing strategies across dental-specific data providers, communities, and enrichment tools
• Define ICP segmentation, persona-based messaging, multi-channel sequencing (email, phone, LinkedIn, events), qualification criteria, and handoff workflows to AEs
• Establish baseline metrics where none exist: contact rates, conversion rates, cost per qualified opportunity, and capacity forecasting
• Select and implement the SDR tooling stack (sequencing, dialing, intent data, enrichment) in concert with Hubspot
• Leverage AI-native tools from day one (intent, research, personalization, scoring) to build best-in-class scalability and unit economics
• Instrument systems to surface proactive insights on channel performance, segment effectiveness, and team productivity
• Own qualified pipeline generation targets across DSO, group, and private practice segments
• Design process and accountabilities between SDR and AE teams that enable high conversion rates, clean handoffs, and team productivity
• Build proactive outbound motion to accelerate pipeline in coordination with Sales and Marketing (differentiated between DSOs, groups, and private practices)
• Partner with Marketing to align on target accounts, campaign and experiment coordination, content needs, and feedback loops that improve conversion at every stage
• Be an engaged partner to the CEO and leadership team to shape Pearly’s culture and model our values
• Hire, onboard, train, and coach a team of SDRs with clear ramp plans, KPIs, and a performance culture grounded in accountability and development
• Drive cross-functional initiatives with Sales, Marketing, Product, and Operations

Requirements

• 3-5+ years in sales development with at least 1-2 years in a team lead or manager capacity
• Demonstrable track record of generating qualified pipeline in the dental industry or a structurally similar market with a mix of private practices and multi-location groups
• Hands-on experience navigating complex data environments, synthesizing and enriching data across fragmented sources
• Deep comfort with multi-persona outbound crafting
• Hands-on experience implementing tools, process, and AI
• Strong operational instincts: you think in systems, build repeatable processes, and instrument everything for measurement
• Experience selecting and implementing SDR tech stacks (sequencing platforms, dialers, CRM workflows, intent/signal tools)
• Experience building and managing teams of 2-5+ people
• Based in Atlanta, GA or Santa Barbara, CA. Remote considered for an exceptional candidate with periodic travel to Atlanta and Santa Barbara

Benefits

• Competitive salary, equity, and healthcare benefits
• Meeting-light culture
• Work with an A+ smart and passionate team
• Flexible vacation/time-off policy
• Opportunity to make your mark at an accelerating company with great product-market fit