Sales Development Manager

Reporting to the Vice President of Commercial Operations, the Sales Development Manager leads, coaches, and holds accountable THMA’s Member Development Representative (MDR) team to drive consistent pipeline generation, conversion performance, and high-quality member outreach. This role is responsible for hiring, ramping, retaining, and developing MDR talent while building a high-performance culture rooted in clear expectations, disciplined execution, and continuous improvement. You’ll partner closely with sales, marketing, and Sales Operations leadership to develop an inside sales strategy and program focused on pipeline generation and customer acquisition. You will be accountable for team hiring, ramp, performance, and retention, as well as for building a team that consistently hits its pipeline and revenue targets. This role leads a hybrid team and must be based in Arlington, VA.

• Partner with Sales, Marketing, and Sales Operations leaders to optimize lead generation strategy, operational processes, and performance visibility in support of THMA’s growth projections.
• Lead, manage, and hold accountable a team of 8-12 Member Development Representatives (MDRs) to achieve pipeline generation, activity, and conversion goals while significantly increasing the productivity of sales efforts.
• Identify skills and competency gaps, provide consistent coaching and feedback, and manage performance to ensure MDRs meet expectations and continue developing.
• Drive consistent KPI performance across the team by reinforcing disciplined time management, effective outreach prioritization, and strong daily execution.
• Partner with Sales Operations and Marketing to improve messaging frameworks, scripts, tooling, and campaign execution that increase MDR productivity and prospect engagement.
• Identify opportunities to improve team effectiveness and efficiency through process refinement, enablement partnership, product knowledge, and ongoing employee development.
• Reinforce CRM hygiene and Salesforce discipline across the MDR team, partnering with Sales Operations to ensure data accuracy, usability, and reporting integrity.
• Develop and deliver a best-in-class MDR onboarding and ramp program that accelerates productivity, shortens time to proficiency, and supports long-term retention.
• Design and deliver ongoing training, coaching, and performance management rhythms to continually enhance team skills and reinforce a high-performance culture.
• Track, analyze, and report on success metrics including pipeline generated, meetings set, conversion rates, MDR activity quality, ramp time, CRM hygiene, and performance against targets; provide regular updates and recommendations to sales leadership.

• Bachelor’s Degree required 
• 4-6 years of experience in sales or marketing, preferably B2B
• 2+ years of experience managing, coaching, and holding accountable a team, preferably of MDRs or equivalent
• Existing track record of proven success achieving sales targets, improving team KPI performance, and driving revenue growth
• Experience making decisions based on data, proactively inspecting and managing to KPIs in a CRM system, and running a consistent, repeatable sales process
• Ability to hire, ramp, retain, and manage 8-12 direct reports in an ongoing capacity
• Previous experience in training and development, people management and/or mentoring
• Experience managing and auditing data in a CRM (Salesforce strongly preferred)
• Experience partnering with Sales Operations on sales engagement and intelligence tools (Gong, ZoomInfo, or similar) is strongly preferred
• Experience partnering with Marketing on prospect-facing email campaigns, messaging, or outreach strategy
• Experience thriving in a fast-paced, ever-changing, and ambiguous environment
• Passionate about Healthcare  

• Collaborative
• Excellent people manager; able to motivate others to action
• Results and outcomes-driven
• Passionate about mentoring entry-level professionals
• Excellent organizational skills & attention to detail
• Sincere, truly invested in overall team and individual team member success
• Strategic and creative problem solver
• Excellent presentation skills with the ability to influence and impact an audience
• Member-centric or customer service approach to sales and marketing
• Process-oriented with the ability to drive achievement of the goal
• Self-motivated, with high energy and an engaging level of enthusiasm
• Excellent written and verbal communication skills

The Academy is committed to providing equal employment opportunity to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, The Academy will provide reasonable accommodations for qualified individuals with disabilities. The Academy’s goal is for our people to reflect the communities in which we live and serve and to ensure representation of women, people of color, veterans and individuals with disabilities in our organization.