Manager, Sales Development

In this leadership role overseeing an outbound SDR team focused on the US SMB restaurant market, you will drive pipeline creation through disciplined coaching, data-driven performance management, and process excellence. You will assess skill levels, create individualized development plans, and provide regular coaching via one-on-ones, call reviews, and targeted training to ensure consistent, high-quality outbound prospecting. A strong command of English (written and verbal) and prior experience managing SDR/BDR teams are essential to succeed in this role. The team’s primary mandate is to generate qualified opportunities for Account Executives by engaging restaurant SMB prospects across phone, email, social, and other outbound channels.   How you'll add value:

Performance Management & Coaching: Deliver daily guidance and structured weekly 1:1s to review metrics, pipeline health, and call/email strategy; conduct regular call coaching and messaging reviews to improve connect rates, meetings set, and SQL conversion.  

Outbound Excellence (US SMB Restaurant Market): Own outbound motion design and execution for SMB restaurants in the United States, including ideal customer profile (ICP) clarity, list strategy, sequencing, objection handling, and territory/cadence alignment with AEs.  

Goal Attainment: Meet and exceed quotas for qualified opportunities and pipeline generated; maintain a high standard of quality in prospect interactions and rigorous adherence to SLAs.  

Training & Enablement: Lead ongoing training on outbound best practices (cold calling, email copy, social touches), discovery, qualification frameworks, and product/value messaging tailored to the restaurant SMB segment.  

Process & Systems: Partner with Marketing, RevOps, and Marketing Ops to optimize lead/account routing, sequencing, and CRM hygiene; standardize workflows that increase efficiency and predictability.  

KPI Tracking & Reporting: Establish, track, and analyze SDR KPIs (e.g., activities, connects, meetings set, show rate, SQO/SQL conversion, pipeline sourced); leverage data to identify trends and drive targeted improvements.  

Leadership & Culture: Foster a positive, inclusive, high-performance culture built on accountability, continuous learning, and team recognition.  

Cross-Functional Collaboration: Work closely with Marketing on campaign alignment and feedback loops; partner with AE Leadership on account plans, persona messaging, and handoff quality to improve downstream conversion.  

Strategic Input: Contribute to quarterly planning for capacity, coverage, tools, and enablement; recommend experiments to improve outbound effectiveness in the SMB restaurant market.  

Additional duties as assigned.  

What you'll need to be successful in this role:

Prior experience directly managing SDR/BDR teams is required, with a consistent track record of helping teams meet or exceed pipeline creation goals.  

Strong proficiency in English (written and verbal), with the ability to coach high-quality prospecting outreach, discovery, and objection handling.  

Deep familiarity with outbound SDR motions for SMB segments, including cold calling, email sequencing, and multi-channel cadences tailored to US-based prospects.  

Proficiency with SDR/BDR tools and methodologies (e.g., CRM, sequencing/engagement platforms, data providers, conversation intelligence) and the ability to train the team on best practices.  

Strong analytical skills to interpret performance data, identify trends, and inform decisions on coaching, targeting, and process optimization.  

Proven ability to teach, coach, and elevate individual contributors; adept at change management and building scalable processes.  

Excellent organization and time management; able to operate autonomously, set priorities, and deliver results in a fast-paced environment.  

Experience collaborating with cross-functional teams (Marketing, RevOps, Marketing Ops, Enablement) to improve campaign alignment, lead flow, and handoff quality.