As the Manager of Sales Development, you will lead a high-performing team of outbound SDRs responsible for creating qualified pipeline opportunities for the sales organization. You'll be both a coach and a strategist with a track record of driving execution, optimizing team performance through data, and collaborating cross-functionally. This is a critical leadership role that contributes directly to the company's top-line growth in a fast-moving HR Tech SaaS environment.

Responsibilities

The primary responsibilities of this role include:

• Hire, onboard, mentor, and lead a team of SDRs to exceed pipeline generation targets.
• Conduct weekly 1:1s and team stand-ups to ensure clarity of goals and ongoing development.
• Foster a culture of accountability, learning, and collaboration.
• Partner with Revenue Enablement to continuously improve messaging, objection handling, and outreach sequences.
• Own daily, weekly, and monthly SDR activity and conversion metrics (calls, emails, connects, meetings booked, opportunities created).
• Work closely with Sales and Marketing to align on ICP, messaging, and lead handoff.
• Ensure high-quality opportunity qualification aligned with sales readiness criteria.
• Partner with Sales and Business Operations to define and maintain accurate performance dashboards and forecasts.
• Drive adoption of sales tools (e.g., Salesforce, Outreach, Gong, ZoomInfo) to improve SDR productivity.
• Continuously analyze SDR performance data to identify trends and areas for improvement.
• Develop and refine processes, sequences, and tech stack utilization to maximize efficiency.
• Partner with Marketing on campaign alignment and inbound lead follow-up.
• Work with Sales Engineering and AEs to create feedback loops on lead quality and pipeline performance.
• Contribute to strategic planning, sales plays, and experimentation efforts across go-to-market teams.

Requirements

To be successful in this role the incumbent will demonstrate the following:

• 2+ years experience leading a high-performing SDR or inside sales team at a SaaS or B2B tech company.
• 2+ years of successful experience as an SDR or AE with outbound sales motions.
• Proven ability to coach early-career talent and scale high-velocity teams.
• Deep understanding of pipeline metrics, lead funnel performance, and sales automation tools.
• Strong communication skills with the ability to influence across all levels of the organization.
• Operational mindset with a passion for continuous improvement and growth