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
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Recruit, train, and onboard SDR team members
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Conduct regular coaching and call reviews
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Set daily, weekly, and monthly activity targets
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Monitor performance and provide ongoing feedback
Pipeline Quality Management
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Ensure SDRs follow qualification standards
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Maintain high-quality SQL delivery to Sales Closers
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Monitor lead acceptance and feedback from sales team
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Improve lead scoring and qualification frameworks
Process & Performance
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Design and optimize SDR workflows and scripts
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Track KPIs including calls, conversations, SQLs, and conversion rates
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Identify bottlenecks in the early sales funnel
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Improve show-up rates for booked meetings
Cross-Team Alignment
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Work closely with Sales Managers to align on lead quality expectations
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Coordinate with Marketing (if applicable) on campaigns and targeting
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Provide feedback on common customer objections and market trends
Required Skills & Competencies
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Strong leadership and coaching ability
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Deep understanding of sales qualification methodologies
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Data-driven decision making
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Ability to analyze funnel metrics and optimize performance
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Strong communication and cross-team collaboration
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Process-oriented mindset
Preferred Background
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3–6 years in sales, inside sales, or sales development
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At least 1–2 years managing a sales or SDR team
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Experience in SaaS, B2B services, or financial services preferred
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Experience using CRM and sales engagement tools
