Manager, Sales Development

This is NOT a remote role, we have a hybrid model of 3 days at the office.

The Company:

It's no surprise that 6sense is named a top workplace year after year — we have industry-leading technology developed and taken to market by a world-class team.

6sense reinvents the way organizations create, manage, and convert pipeline to revenue. The 6sense Revenue AI captures anonymous buying signals, predicts the right accounts to target at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably.

About The Role

• Lead and mentor a team of outbound BDRs, helping them develop their prospecting skills, enhance performance, and achieve team and individual targets.

• Coach BDRs on best practices for cold calls, emails, social selling, and outbound prospecting, ensuring they consistently build a robust pipeline.

• Collaborate with sales leadership to develop strategies that target key accounts, align with market trends, and drive pipeline generation.

• Own and refine the BDR playbook, implementing new strategies to improve outreach efficiency, increase lead quality, and drive higher conversion rates.

• Track performance through KPIs and regularly review individual and team metrics, identifying areas for improvement and creating actionable plans.

• Support team members in using the value framework and lead qualification methodologies, such as MEDDPICC, to ensure high-quality opportunities are handed over to sales.

• Develop team talent by conducting 1:1s, team training sessions, and feedback loops to help each SDR achieve their goals and continue their growth path.

• Collaborate closely with Marketing to ensure alignment on messaging, campaigns, and lead handoff, optimizing the effectiveness of inbound leads.

Your Experience & Skills

• Experience: 3+ years of sales development or business development experience in a SaaS or technology-related field, with at least 1+ year in a leadership or mentorship role.

• Proven Success: Track record of exceeding SDR or BDR targets, including generating qualified leads and building sales pipelines.

• Leadership Skills: Demonstrated ability to mentor and lead a high-performing SDR team, with experience in performance management and coaching.

• Sales Skills: Strong prospecting, qualifying, and outbound sales skills. Experience with cold outreach and consultative selling.

• Coachable: A passion for growth with a proactive attitude toward seeking and implementing feedback, both for yourself and your team.

• Communication: Excellent verbal and written communication and negotiation skills, able to articulate complex concepts clearly and effectively.

• Data-Driven: Able to analyze performance data, identify trends, and make decisions that improve the team's performance.

• Tech-Savvy: Comfortable with technology, especially CRM tools and sales automation platforms. Able to quickly learn and demo software solutions.

• Team Player: Ability to collaborate across departments, particularly with Sales and Marketing, to ensure alignment and shared goals.

• 3 days per week in the office

30/60/90 Day Plan:

Within 30 days, you will:

Build relationships with each member of your team and understand where their performance is and what things need to be worked on

Learn the current BDR process - what works, what doesn't?

Learn 6sense product and value prop

Evaluate and present team strengths and weaknesses

Within 60 days, you will:

Begin coaching each rep to their weaknesses

Build relationships with sales leaders to ensure alignment is as high as possible

Onboard new creative strategies to add to our outreach campaigns (calls, cadences, video, etc.)

Have learned internal tools (Salesforce, Salesloft, Orum, Gong Sendoso, etc)

Within 90 days, you will:

Proactively understand patterns of BDR activity and get ahead of underperformance

Develop career plans with each of your direct reports

Forecast for the quarters ahead

Base Salary Range: $87,570.00 - $128,436.00. The base salary range represents the anticipated low and high end of the base salary range for this position. Actual salaries may vary and may be above or below the range based on various factors, including but not limited to work location and experience. The base salary is one component of 6sense's total compensation package for this position. Other compensation may include a bonus program or commission plan, and stock options if approved by 6sense's board. In addition, 6sense provides a variety of benefits, including generous health insurance coverage, life, and disability insurance, a 401K employer matching program, paid holidays, self-care days, and paid time off (PTO). #Li-remote