Manager, Sales Development

What are we looking for

As an Enterprise Sales Development Manager you will lead a strategic SDR team focused on generating high-value qualified pipeline within complex enterprise organizations.

You will build and manage a team of 68 Enterprise SDRs who specialize in account-based prospecting multi-threaded outreach and sophisticated qualification of enterprise opportunities.

This role requires a modern frontline leader with deep understanding of enterprise sales environments strong outbound discipline and the ability to elevate prospecting quality and account penetration across large complex territories.

You will be accountable for ensuring your team generates strategic high-conversion pipeline in partnership with Enterprise Sales.

What will you do

Team Leadership & Coaching

• Build lead and scale a team of 68 Enterprise SDRs aligned 1:4 with Enterprise AEs
• Drive high operational rigor through call reviews pipeline inspections outbound strategy sessions and skill development
• Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment
• Hire onboard and ramp new Enterprise SDR talent
• Mentor SDRs on strategic prospecting and long-term career development

Enterprise Prospecting Strategy

• Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts
• Establish and enforce Enterprise prospecting standards across research messaging and account penetration
• Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach
• Increase white space coverage and executive-level engagement within assigned territories
• Build and iterate on outbound plays aligned to enterprise segments

Pipeline Ownership & Operational Excellence

• Establish and track KPIs focused on qualified meetings qualified pipeline and account penetration
• Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage
• Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs
• Ensure disciplined execution across Salesforce SalesLoft ZoomInfo LinkedIn Sales Navigator and AI-enabled prospecting tools
• Drive data accuracy reporting clarity and operational rigor

AI-Enabled Prospecting Leadership

• Champion adoption of modern prospecting tools and AI-driven workflows
• Leverage AI for account prioritization personalization and signal-based outreach
• Integrate data-driven insights into team prospecting strategy and daily execution

What Success Looks Like

• Elevated outbound prospecting quality and strategic account penetration
• Strong meeting-to-qualified pipeline conversion
• Clear Enterprise prospecting standards operationalized across the team
• High-trust partnership between SDRs and Enterprise Sales
• A disciplined strategic SDR team operating as business partners not activity executors
• Successfully developing and coaching BDRs to be future company AEs

What skills and experience should you bring

• 2 years of experience managing SDR/BDR teams with experience supporting Enterprise sellers
• Proven track record of building teams that successfully prospect into complex enterprise organizations
• Strong understanding of enterprise sales cycles and account-based prospecting strategies
• Experience developing structured prospecting systems and performance frameworks
• Fluency in Salesforce SalesLoft (or similar engagement platforms) ZoomInfo LinkedIn Sales Navigator and modern prospecting tools
• Demonstrated coaching excellence and performance improvement track record
• Experience hiring and ramping SDR talent
• Bachelors degree or equivalent work experience

Preferred Experience

• Experience managing teams prospecting to Fortune 500 or Global 2000 accounts
• Track record of developing SDRs who transition successfully into Enterprise AE roles
• Experience building enterprise prospecting playbooks and outbound standards
• Cybersecurity or relevant industry experience
• Personal closing experience is a plus but not required

Why us

You will be joining a cutting-edge company where you will tackle extraordinary challenges and work with the very best in the industry.

• Medical Vision Dental 401(k) Commuter Health and Dependent FSA
• Unlimited PTO
• Industry-leading gender-neutral parental leave
• Paid Company Holidays
• Paid Sick Time
• Employee stock purchase program
• Disability and life insurance
• Employee assistance program
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events including regular happy hours and team-building events

Required Experience:

Manager