Senior Manager, Global Sales Development Representatives

Airlock Digital is a global leader in application control and allowlisting, committed to empowering organizations to operate free from malware and ransomware. The Senior Manager, Global Sales Development Representatives will build and lead a global Sales Development program, focusing on designing the SDR function, developing outbound programs, and managing a distributed team to generate enterprise and mid-market pipeline.

Responsibilities:

• Lead the design and build of a global SDR organization from inception, establishing the operating model, team structure, workflows, KPIs, and performance cadence required to scale pipeline generation
• Develop and operationalize inbound and outbound SDR playbooks, qualification frameworks, messaging, and prospecting strategies aligned to enterprise security buyers and complex sales cycles
• Lead the design and implementation of an AI-enabled SDR technology stack, including engagement platforms, data intelligence tools, and reporting systems to drive scalable and efficient pipeline generation
• Own the SDR hiring strategy, talent profile design, and onboarding framework to attract and retain high-performing SDR talent while accelerating time-to-productivity
• Create a culture of performance tied to revenue achievement, pipeline contribution, and conversion metrics
• Lead the recruitment, onboarding, and management of a distributed SDR team operating across multiple time zones to support global pipeline generation
• Provide ongoing coaching, mentorship, and individualized development plans to drive performance, skill development, and long-term career progression
• Establish clear performance expectations, monitor team productivity, and ensure consistent achievement of activity, pipeline generation, and revenue contribution targets
• Partner with Sales Leadership to align SDR strategy and activities with target account plans and regional revenue objectives
• Collaborate closely with Marketing to support targeted campaigns, refine the Ideal Customer Profile (ICP), and develop persona-based outreach strategies
• Enable Channel Sales by equipping SDRs to effectively support and accelerate partner-driven pipeline generation
• Establish a structured feedback loop across SDR, Sales, Channel, and Marketing teams to share market insights, improve outreach effectiveness, and continuously optimize pipeline generation strategies
• Own quarterly and annual SDR-sourced pipeline targets, including pipeline coverage ratios, forecasting accuracy, and contribution to overall revenue goals
• Partner with Sales Operations to model SDR capacity planning, productivity benchmarks, and pipeline-per-rep economics to support scalable growth
• Partner with Finance, Sales Operations, and People & Culture to design and evolve SDR compensation plans that align incentives with pipeline generation, performance outcomes, and company revenue objectives
• Define qualification standards and acceptance criteria with Sales to ensure high-quality pipeline generation and improved conversion and win rates
• Develop and execute a phased global expansion plan for the SDR organization across the United States, Australia, and European markets to support scalable pipeline growth
• Adapt SDR outreach strategies and engagement models to align with regional market dynamics, buyer behaviors, and enterprise security purchasing patterns

Requirements:

• 7+ years of experience in Sales and Sales Development, including at least 4 years leading and scaling remote SDR teams in high-growth or scale-up environments
• Demonstrated success building and scaling an SDR function from the ground up, including designing processes, operating frameworks, and scalable outbound and inbound programs
• Passion for hiring, developing, and promoting high-performing talent, with a track record of partnering with leadership to create clear career pathways and internal mobility within the organization
• Proven ability to consistently meet or exceed pipeline generation targets through a combination of inbound demand capture and outbound prospecting strategies
• Strong analytical mindset with the ability to evaluate and optimize performance using funnel metrics such as response rates, conversion rates, pipeline velocity, and win rates
• Highly operational leader with the ability to build structure, consistency, and predictability within a fast-paced revenue organization
• Experience with modern sales engagement and revenue technologies such as HubSpot CRM, ZoomInfo, LinkedIn Sales Navigator, Gong, Salesloft or Outreach, and other data intelligence tools, with the ability to leverage these platforms to drive measurable business outcomes
• Experience in cybersecurity, enterprise software, or other complex B2B technology markets
• Experience working with channel partners and supporting partner-influenced or partner-sourced pipeline generation
• Prior experience launching or scaling SDR teams in new geographic regions or international markets