Sales Development Manager

Key Responsibilities

• Manage the day-to-day performance of SDs.
• Conduct regular 1:1s, coaching sessions, and performance reviews.
• Establish clear expectations around activity, meetings, SQLs, pipeline, and quality.
• Identify individual strengths and development opportunities.
• Create and execute performance improvement plans when necessary.
• Build a culture of accountability, resilience, and continuous improvement.
• Own SDR team attainment against meeting, SQL, and pipeline goals.
• Monitor funnel metrics from activity through opportunity creation.
• Identify gaps in conversion rates and develop corrective action plans.
• Ensure SDR activity is focused on the company's highest-priority ICPs and verticals.
• Partner with Sales Leadership to ensure SDR-generated opportunities are aligned with revenue objectives.
• Conduct call reviews and provide actionable feedback.
• Coach SDRs on prospecting, cold-call openers, objection handling, discovery, qualification, and messaging.
• Reinforce MEDDICC/qualification methodology and sales process.
• Develop and maintain SDR training and certification programs.
• Help SDRs develop the skills necessary to progress through the organization's career path.
• Partner closely with AEs to improve SDR-to-AE handoffs and opportunity quality.
• Participate in pipeline and opportunity reviews to understand what makes SDR-generated opportunities successful.
• Collaborate with Marketing on campaigns, messaging, lead quality, and ICP targeting.
• Partner with Sales Operations on reporting, routing, technology, and performance analytics.
• Develop a working understanding of the full sales cycle, including discovery, demos, negotiation, and closing.
• Establish consistent daily, weekly, and monthly operating rhythms.
• Maintain SDR dashboards and performance reporting.
• Identify opportunities to improve technology, processes, messaging, and productivity.
• Help define appropriate SDR targets and KPIs as the business and sales motion evolve.
• Continuously evaluate what is working and make data-driven recommendations to Sales Leadership.

Skills, Knowledge & Expertise

• 1+ years of experience as a top-performing SDR/BDR, with demonstrated mastery of the company's products, ICPs, and prospecting methodology.
• Prior people leadership, mentorship, or "SDR lead" experience strongly preferred.
• Proven track record of consistently meeting or exceeding meeting, SQL, and pipeline targets.
• Working knowledge of a qualification framework such as MEDDICC, and of modern prospecting tooling (CRM, sales engagement platforms, call intelligence/conversation-recording tools, intent data).
• Strong coaching instincts — able to give direct, actionable feedback on calls, messaging, and objection handling.
• Comfortable operating with data: reading funnel/conversion metrics, diagnosing gaps, and translating them into action plans.
• Excellent cross-functional collaborator, with experience partnering across AEs, Marketing, and Sales Operations.
• High accountability, resilience under pressure, and a genuine passion for developing early-career sales talent.
• Bachelor's degree or equivalent practical experience.

Success Metrics

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