Lead and inspire a team of Sales Development Representatives (SDRs) to achieve and exceed targets in a phone-first prospecting environment.
Provide mentorship, guidance, and professional development opportunities for team members.
Execute regional sales development programs aligned with pipeline generation goals working closely with sales leadership, marketing leadership and our Revenue programs function.
Collaborate with cross-functional teams to ensure seamless coordination between sales development and other departments.
Continuously improve SDR processes including lead follow-up, prospecting workflows, and outreach effectiveness.
Implement best practices to maximize lead conversion rates and contribute to revenue growth.
Own team pipeline creation targets and drive consistent performance against monthly and quarterly goals.
Track and manage performance against key metrics including meetings booked, opportunities created, and pipeline generated.
Foster a collaborative culture within the sales development team and across departments.
Partner closely with regional sales leaders, AEs, and marketing to align SDR activity with territory priorities and pipeline programs.
Coach SDRs on prospecting, qualification, and discovery to improve pipeline conversion.
Stay informed about industry trends and provide ongoing education to team members.
Develop SDR talent for progression into future Account Executive and revenue roles within the organization.

5+ years of experience in SaaS sales, sales development, or sales leadership roles
Proven experience in sales development, with a track record of success in a managerial role being nice to have
Demonstrated track record of driving pipeline generation
Experience supporting an enterprise sales motion and working closely with Account Executives and regional sales leadership
Strong coaching and leadership skills with the ability to build accountability and performance within a team
Analytical mindset with experience managing performance through metrics and data
Experience selling or supporting technical products to technical buyers (e.g., security, infrastructure, IT, or engineering leaders)
Prior experience as a top-performing AE or SDR is strongly preferred
Experience operating in a high-growth SaaS or developer-focused company
Strong collaboration skills with marketing and sales leadership to drive pipeline programs
Ability to thrive in a fast-paced environment and continuously improve prospecting and pipeline generation processes
Comfort operating modern revenue tooling including CRM, sales engagement platforms, and prospecting/data tools.

Sales Development Manager

Key skills