Sales Development Manager

Role Summary

The Sales Development Manager leads the Sales Development team and is responsible for building a predictable pipeline of qualified opportunities for the sales organization. This role ensures SDR productivity, quality of lead qualification, and alignment between SDRs and Sales Closers.

The SDR Manager is both a people leader and a process owner.

Key Responsibilities

Team Leadership

• Recruit, train, and onboard SDR team members
  
  
• Conduct regular coaching and call reviews
  
  
• Set daily, weekly, and monthly activity targets
  
  
• Monitor performance and provide ongoing feedback
  
  

Pipeline Quality Management

• Ensure SDRs follow qualification standards
  
  
• Maintain high-quality SQL delivery to Sales Closers
  
  
• Monitor lead acceptance and feedback from sales team
  
  
• Improve lead scoring and qualification frameworks
  
  

Process & Performance

• Design and optimize SDR workflows and scripts
  
  
• Track KPIs including calls, conversations, SQLs, and conversion rates
  
  
• Identify bottlenecks in the early sales funnel
  
  
• Improve show-up rates for booked meetings
  
  

Cross-Team Alignment

• Work closely with Sales Managers to align on lead quality expectations
  
  
• Coordinate with Marketing (if applicable) on campaigns and targeting
  
  
• Provide feedback on common customer objections and market trends
  
  

Required Skills & Competencies

• Strong leadership and coaching ability
  
  
• Deep understanding of sales qualification methodologies
  
  
• Data-driven decision making
  
  
• Ability to analyze funnel metrics and optimize performance
  
  
• Strong communication and cross-team collaboration
  
  
• Process-oriented mindset
  
  
  

Preferred Background

• 3–6 years in sales, inside sales, or sales development
  
  
• At least 1–2 years managing a sales or SDR team
  
  
• Experience in SaaS, B2B services, or financial services preferred
  
  
• Experience using CRM and sales engagement tools