Sales Development Representative (SDR) Manager 2026

PSTrax is one of the fastest growing software companies in the public service industry, providing a SaaS solution for First Responders. The SDR Manager will lead a team of Sales Development Representatives to drive pipeline growth, generate high-quality leads, and ensure a strong sales pipeline.

Responsibilities:

• Collaborate with the Chief Revenue Officer, Sales Director, and the Marketing team to develop, implement, and execute a sales development strategy
• Monitor the market trends and competitor products and activities
• Develop and maintain SDR enablement resources including call scripts, email templates, outbound cadences, objection-handling guides, and best-practice playbooks to ensure consistent messaging and scalable prospecting success
• Manage, mentor, and develop a team of between 5 to 12 SDRs, providing regular training, feedback, and career development guidance
• Set clear performance expectations and ensure accountability through KPIs and weekly reviews
• Provide regular 1:1 coaching, call reviews, and feedback sessions
• Recruit and hire team members as needed
• Develop sales training programs
• Motivate the SDR team to achieve their goals
• Leverage AI tools to improve processes, streamline workflows, and support data-driven decision-making
• Utilize and embrace AI to streamline processes and create efficiencies
• Track and report on metrics relevant to the team, such as outreach volume, response rates, meetings booked, and pipeline generation
• Create sales reports and provide sales updates to the Leadership team and at company meetings
• Implement, evaluate, and improve sales tools, workflows, and playbooks to drive productivity and scalability
• Ensure accurate data entry and reporting in CRM systems
• Work closely with Account Executives to ensure smooth handoffs and pipeline progression
• Collaborate cross-functionally with Product and Customer Success to provide feedback from the market

Requirements:

• 5+ years of experience in sales development, business development, or inside sales, with 3+ years in a SaaS technology sales leadership role
• Proven success in building, managing, and scaling SDR teams in high-growth environments, with consistent achievement of sales targets
• Expertise in outbound and inbound prospecting strategies, pipeline development, and B2B SaaS sales cycles
• Deep knowledge of CRM and sales enablement tools (preferably with HubSpot, Gong, and Zoom), and ability to leverage them effectively
• Experience developing sales enablement materials, including scripts, cadences, and playbooks
• Strong analytical skills to interpret data, identify trends, and drive process improvements
• Excellent communication, leadership, and coaching abilities, with a proven track record of developing early-career sales talent
• Inspirational leader with excellent communication, coaching, and collaboration skills; passionate about developing early-career sales talent
• Strategic thinker able to translate company objectives into actionable sales development plans and collaborate cross-functionally with marketing, product, and sales leadership
• Highly adaptable, resilient, and resourceful, with strong organizational and project management skills
• Familiarity with AI tools (including Claude and Gemini) and how to utilize them in the role (e.g., for content generation, research, or operational efficiency)
• Proficiency with Google Suite and Microsoft Office
• Associate or Bachelor's degree in a related field preferred
• Experience in the first responder industry a plus