SDR Manager

United StatesRemoteFull-timemid

SalesSales Development Rep

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Quick Summary

Key Responsibilities

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SalesSales Development Rep

This is an opportunity to build and scale a high-performing outbound sales development engine within a fast-growing B2B technology environment. As an SDR Manager, you will lead and develop a global team while maintaining a reduced personal outbound quota as a hands-on player-coach. You will own the outbound strategy end to end, from ideal customer profile definition and messaging to sequencing, technology, and performance reporting. A key focus will be using AI to improve prospect research, personalization, outreach efficiency, and pipeline generation. You will also activate existing database contacts and collaborate closely with Marketing, Revenue Operations, and Sales leadership. The role is ideal for a data-driven sales leader who enjoys building repeatable systems, coaching emerging talent, and turning innovation into measurable commercial results.

Design, implement, and continuously optimize the outbound sales playbook, including ideal customer profile (ICP) definition, account segmentation, persona-based messaging, multi-channel sequencing, and qualification criteria.
Maintain a reduced personal outbound quota while demonstrating effective prospecting practices and leading by example.
Own the SDR-to-Account Executive handoff process, establishing meeting-quality standards and service-level agreements (SLAs).
Manage and optimize existing outbound and account-based marketing (ABM) AI agents to improve prospecting performance.
Expand outreach capabilities through AI tools, including large language models (LLMs), AI SDR platforms, data enrichment and intent tools, and custom agents or workflows.
Build reusable AI resources such as prompts, research workflows, personalization engines, and automated prospecting processes for the team.
Monitor developments in AI-powered sales technology and run structured experiments to measure their impact on meetings and pipeline generation.
Develop strategies to reactivate dormant database contacts and convert them into qualified opportunities through lead scoring, MQL campaigns, re-engagement initiatives, trigger-based outreach, and closed-lost or no-decision win-back campaigns.
Understand and optimize the relationship between CRM, enrichment, intent, engagement, and AI platforms to support effective prospecting.
Partner with Marketing and Revenue Operations on lead routing, scoring, and database quality.
Support SDR recruitment, onboarding, coaching, and professional development.
Conduct regular one-to-one meetings, call reviews, and messaging workshops, while establishing clear ramp plans and career progression paths.
Set weekly activity and performance targets, monitor progress, and maintain team accountability.
Own SDR performance reporting, including activity levels, connection and reply rates, meetings booked and held, qualified pipeline sourced, conversion by channel and segment, and individual performance.
Present clear, actionable performance insights to sales leadership and use data to refine the outbound strategy.

Requirements

~2 min read

At least 5 years of experience in sales development, including 2 or more years leading or managing SDR or BDR teams.
Extensive hands-on experience building and scaling B2B outbound sales programs, including designing prospecting strategies and playbooks.
Strong practical experience using AI to improve sales outreach, including LLMs such as Claude, AI SDR platforms, automated research, and personalization workflows.
Ability to explain specific AI-powered sales solutions you have built, their results, and the lessons learned from experimentation.
Strong understanding of sales technology and data ecosystems, including CRM, enrichment, intent, and sales engagement platforms.
Demonstrated success coaching and developing early-career SDRs into consistent, high-performing pipeline contributors.
Experience building, analyzing, and presenting SDR performance metrics and reporting to leadership.
Proven ability to activate existing database contacts and convert them into qualified sales pipeline.
Comfortable carrying and achieving a personal outbound quota while managing and developing a team.
Strong analytical, communication, and leadership skills, with a direct, data-driven approach to decision-making.
Ability to work collaboratively across Sales, Marketing, and Revenue Operations.
Preferred: Background in B2B Enterprise SaaS, particularly selling into complex organizations with multiple stakeholders involved in purchasing decisions.
Preferred: Experience with HubSpot or Salesforce, sales engagement platforms, and data enrichment or intent providers.
Preferred: Experience selling into regulated industries, such as financial services.