Senior Manager, Sales Development

About This Role

Lead and scale an inbound sales development team expanding go-to-market efforts to build a robust pipeline for Account Executives. This role involves building processes, hiring talent, coaching team members, and ensuring consistent lead follow up and pipeline generation across all segments.

Responsibilities

• Build, lead, and scale a high-performing team of Sales Development Representatives
• Develop and implement SDR processes, playbooks, and best practices for inbound and warm-outbound channels
• Coach and mentor SDRs on qualification methodology, objection handling, and pipeline generation techniques
• Partner with sales leadership to provide feedback on territory assignments, quotas, performance metrics, and lead handoff processes
• Collaborate with marketing to optimize lead routing, provide feedback on campaign effectiveness, and improve lead quality and conversion
• Analyze team performance data and implement strategies to improve conversion rates and meeting quality
• Recruit, hire, and onboard new SDR team members as the organization scales
• Maintain accountability for team quota attainment and individual SDR development
• Uphold CRM hygiene and reporting accuracy across the SDR organization
• Stay current on industry trends and competitive landscape to inform team strategy

Requirements

• 4+ years of sales development experience with at least 3 years in a leadership or management role
• Proven track record of building and scaling SDR teams
• Strong individual contributor background with deep understanding of inbound prospecting and demand gen strategies
• Excellent coaching and mentoring abilities
• Data-driven approach to performance management and process optimization
• Outstanding written and verbal communication skills
• Experience with CRM systems and sales tools (e.g., Hubspot/SFDC, LinkedIn, ZoomInfo, Clay, SmartLead, Outreach)
• Ability to recruit, interview, and assess SDR candidates effectively
• Strong cross-functional collaboration skills, particularly with marketing and sales teams
• Passion for technology and ability to quickly learn and teach complex technical concepts
• Willingness to relocate to or be based in the Salt Lake City area if not already

Qualifications

• 4+ years of sales development experience with at least 3 years in a leadership or management role, preferably with a technical ICP

Nice to Have

• Active Replit user
• Experience at an early-stage startup or in developer tools
• Experience building inbound SDR programs from 0-1 and/or scaling from early stage
• Basic understanding of software development or coding concepts
• Experience with multi-channel prospecting (email, phone, social)
• Degree in Computer Science or related field (or equivalent practical experience)
• Experience with or strong interest in AI and machine learning

Skills

* Required skills

Benefits