Sales Development Manager

Summary:

The Sales Development Manager will lead, mentor, and develop a high-performing, geographically dispersed team of Sales Development Representatives (SDRs) who play a critical role in pipeline generation and revenue growth. This role is integral to optimizing the way SDRs identify prospects, qualify inbound leads, generate new outbound opportunities, and exceed performance targets. This position is focused on people, processes, and accountability metrics, with the primary goal of scaling SDR success and driving business growth.

Essential Functions and Primary Duties:

SDR Performance & Pipeline Acceleration

• Metrics & Accountability:
  • Establish and monitor key performance indicators (KPIs) for lead qualification, outreach activity, and conversion rates.
  • Analyze performance data to identify trends, refine outreach strategies, and maximize SDR efficiency.
  • Ensure SDRs meet and exceed sales-ready conversation and conversion targets.
• Prospect Engagement & Lead Qualification:
  • Oversee inbound and outbound prospecting strategies to optimize engagement.
  • Convert brand awareness and marketing interest into qualified, sales-ready meetings.
  • Maintain high-touch, value-driven communication standards with prospects.
• Lead Nurturing & Sales Strategy Execution:
  • Implement multi-channel (phone, email, social) prospecting strategies to drive engagement.
  • Ensure accurate tracking of all sales activities in Salesforce and Salesloft.
  • Stay ahead of industry trends to refine messaging and outreach techniques.

SDR Team Leadership & Development

• Hiring, Training & Developing:
  • Recruit, onboard, and mentor talented team members who are eager for career progression in client facing roles to include business development and client management, all the while fostering a high-energy, goal-driven culture.
  • Utilize the Sales Development training techniques for accountability to enhance SDR sales acumen and objection handling.
  • Set clear performance expectations and provide ongoing feedback through one-on-ones, team meetings, and accountability sessions.
  • Promote career growth opportunities within the sales organization.
• Process & Technology Optimization:
  • Ensure SDRs maximize the use of Salesforce, Salesloft, LinkedIn Sales Navigator, and other sales tools.
  • Drive adoption of best practices in pipeline development, lead qualification, and outbound prospecting.

Cross-Department Collaboration & Strategic Impact

• Align with Marketing & Sales Teams:
  • Partner with Marketing to refine messaging, improve lead qualification, and optimize inbound/outbound strategies.
  • Work closely with Sales Leadership to improve SDR-to-producer lead handoff and ensure pipeline efficiency and coaching and peer mentoring as necessary.
  • Support event outreach and follow-up to maximize lead conversion from industry conferences and webinars.
• Reporting & Insights:
  • Provide weekly performance reports and strategic insights to senior leadership.
  • Identify and implement process improvements to enhance SDR efficiency and output.
  • Regularly refine value-selling approaches to align with business objectives and market trends.

SDR Engagement & Hands-On Leadership

• Foster a collaborative, motivated, and performance-driven culture.

Preferred Qualifications:

• Monitor and analyze sales performance metrics to track progress toward targets, ensuring performance-based bonuses are accurately calculated and distributed in alignment with individual and team achievements.
• 1+ years of experience leading, managing and motivating individual contributor sales development or business development professionals
• Experience with CRM (Salesforce) and Sales Cadence (Salesloft) technology
• Strong coaching, mentoring, and collaboration skills
• Strong oral and written communication; strong presentation skills

Minimum Qualifications:

• High School Diploma or GED equivalent required
• Demonstrate industry experience and technical knowledge in the area of expertise
• Proficient use of applicable technology
• Demonstrated ability to communicate verbally and in writing throughout all levels of the organization, both internally and externally
• Strong communication skills both oral and written with all levels of an organization, both internally and externally