Sales Development (SDR) Manager

Documo is seeking an experienced Sales Development Manager to build and lead its SDR program. The role oversees account research, multichannel outreach, lead qualification, pipeline performance, and coaching while establishing scalable processes for the sales development team.

Responsibilities:

• Lead, manage, and scale Documo’s sales development function
• Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes
• Design outbound campaigns across cold calling, email, social selling, and events
• Select, configure, and drive adoption of the SDR tech stack, including Salesforce
• Document the program in a repeatable SDR playbook that scales as the team grows
• Guide SDRs to consistently exceed performance targets
• Own metrics for activity, meetings booked, opportunity conversion, and pipeline generation
• Report pipeline metrics, conversion rates, and coaching progress to executive leadership
• Coach reps on account research, messaging, prospecting calls, and objection handling
• Put the Documo Sales Playbook and ICP Persona Playbooks into practice
• Run call reviews, email reviews, and roleplays that give reps specific, actionable feedback
• Assess each rep’s strengths and gaps and build individual development plans
• Motivate through skill-building and understanding rather than pressure
• Partner with Enablement and Product Marketing to make sure reps know the product and value proposition well

Requirements:

• Proven background in B2B SaaS sales development, both as an SDR and as an SDR manager
• Track record of hitting team pipeline targets
• Strong grasp of sales methodologies (e.g., Challenger, MEDDIC) and experience coaching early-career reps
• Passionate about coaching, mentoring, and developing sales talent
• Highly organized, with a disciplined approach to onboarding and training cadences
• Hands-on leader who joins calls, reviews recordings, and gives real-time feedback
• Data-driven, using Salesforce and sales engagement metrics as coaching inputs
• Thrives working independently in a fast-paced, fully remote environment
• Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus