Senior Manager, Sales Development, Revenue Enablement

Role Overview

• Lead and scale the BDR team, providing daily stand-ups, quota attainment, and career development.
• Define and optimize the “Sales Ready” lead handoff to ensure our Regional Sales Directors (RSDs) are only spending time on the highest-quality institutional opportunities.
• Own the inbound response engine, ensuring we hit sub-5 minute response times for high-intent inquiries.
• Conduct weekly Gong call coaching and Salesloft sequence audits to constantly improve conversion rates and outbound momentum.
• Directly mentor and support the BDR Team to build internal leadership bench strength and operational consistency.
• Manage the "ramp to quota" for new hires and create long-term career development plans to transition BDRs into higher-level sales or customer success roles.
• Create and document the daily workflows for BDR, RSD, and CSM teams to ensure the tech stack investment maximizes revenue impact.
• Build the “Honorlock Way” playbooks including training articles, video tutorials, and live sessions that reduce the ramp to quota for every new hire.
• Orchestrate full-cycle support to ensure no revenue signal is missed, from conference follow up choreography to QBR and renewal triggers for CSMs.
• Turn tools like 6sense, GovSpend, and Starbridge into actionable triggers.
• Ensure that an expiring contract signal in GovSpend automatically triggers a tailored sequence in Gong Engage.
• Be the Gong Insights expert who surfaces trends from call recordings to iterate on our messaging, talk tracks, and competitive battle cards in real-time.
• Conduct monthly and quarterly audits on tool efficacy, providing data-backed recommendations for remediation or further investment in the revenue stack.
• Define and enforce "Sales Ready" lead criteria to ensure RSD's focus exclusively on high-quality opportunities.
• Optimize inbound response times and outbound prospecting workflows based on buyer insights and expiring contract data.
• Partner with Customer Success (CS) to identify at-risk signals or upsell opportunities within the existing user base through automated engagement triggers.

Requirements

• Bachelor's degree required in business, marketing, communications, or a related field
• 3+ years of experience in leading BDR/SDR teams in a high-growth B2B SaaS environment
• Advanced proficiency with Salesforce, Salesloft, and Gong
• Proven track record of building and executing onboarding programs and creating process documentation
• Demonstrated ability to design full-lifecycle sales playbooks that cover inbound, outbound, and customer expansion
• Ability to translate raw data from tools like 6sense or Salesforce into actionable coaching moments and executive-level reporting
• Prior experience working with Edtech or higher education
• Experience working in a high-growth, fast-paced SaaS environment where workflows are iterated upon frequently.

Benefits

• Unlimited PTO
• Remote-first company
• Choice of company-issued laptop
• Healthcare benefits
• Company matched 401K