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