Sales Development Manager

*Please note that we do not accept unsolicited candidate introductions, referrals, or resumes from external recruiters or staffing agencies.

Location: Candidates must be located in the PST time zone

Background Check Requirement

As part of our hiring process, Frontline Wildfire Defense conducts comprehensive background checks for all new hires. These checks typically cover the past 7–10 years and may include employment and education verification. For roles that require work in the field, driving record verification is also required. Employment offers are contingent upon the successful completion of these background checks.

About Frontline Wildfire Defense

Founded in 2017, Frontline developed the first fully integrated wildfire defense system to stop the leading cause of home loss in wildfires: ember-driven ignition. The system combines exterior sprinklers, full-coverage design, and connected software for remote monitoring and response, allowing homes to protect themselves long after families evacuate or infrastructure fails.

Proven effective during the 2025 Los Angeles wildfires, 96% of homes with Frontline systems survived. That success has earned top industry recognition, including Frontline being recognized as one of TIME’s Best Inventions 2025 in the Green Tech category and receiving the PCBC Gold Nugget Award for “Most Innovative Housing Concept” and the Best of IBS Award for “Best Home Technology.”

As wildfires grow hotter and more frequent, our vision is to give people the tools and strategies to live safely with fire. We’re building a mission-driven team creating real-world solutions in wildfire safety and climate tech.

About This Opportunity

As a Sales Development Manager, you will lead and scale Frontline’s Sales Development function, overseeing a team of SDRs responsible for generating and qualifying pipeline for the field sales team. Reporting directly to the COO, you will be accountable for optimizing lead flow, improving conversion rates, and building a high-performing, tech-enabled SDR organization.

You will collaborate closely with Marketing, Sales, and Operations to ensure seamless lead management, data integrity, and customer experience from first touch through handoff. This is an exciting opportunity to build and operationalize a modern, automation-driven sales development engine at a fast-growing climate tech company with real-world impact.

Key Responsibilities

Sales Development Strategy & Operations

• Own SDR function performance – Drive pipeline generation, lead qualification quality, and appointment setting to meet company growth targets.
• Design and optimize lead flow – Build scalable processes for inbound and outbound lead management, including routing, prioritization, and follow-up SLAs.
• Define and track KPIs – Establish clear performance metrics (conversion rates, speed-to-lead, pipeline contribution) and drive accountability across the team.
• Forecast pipeline contribution – Partner with sales leadership to ensure predictable pipeline creation and alignment with revenue goals.

Team Leadership & Development

• Manage and develop SDR team – Coach, mentor, and scale a high-performing team of SDRs, fostering a culture of accountability, growth, and continuous improvement.
• Implement structured training programs – Build onboarding and ongoing training focused on product knowledge, sales skills, and systems usage.
• Drive performance management – Monitor individual and team performance, provide regular feedback, and implement improvement plans as needed.
• Recruit and scale the team – Partner with leadership to hire top SDR talent as the company grows.

Technology, Automation & Innovation

• Own sales tech stack for SDRs – Administer and optimize tools such as Zoho CRM, dialing platforms, sequencing tools, and chat systems.
• Implement automation and AI-driven workflows – Leverage technology to improve lead qualification, routing, follow-up, and data enrichment.
• Improve data quality and reporting – Ensure CRM accuracy, build dashboards, and provide actionable insights to leadership.
• Continuously optimize systems – Identify inefficiencies and implement solutions to increase productivity, speed, and conversion rates.

Cross-Functional Collaboration

• Align with Marketing on lead quality – Provide feedback on campaigns, targeting, and lead sources to improve pipeline efficiency.
• Partner with field sales – Ensure seamless handoff of qualified opportunities and consistent customer experience.
• Drive customer-first engagement strategy – Ensure SDR interactions reflect Frontline’s mission with professionalism, empathy, and urgency.

Qualifications

Must-Have:

• Bachelor’s degree or equivalent experience.
• 4–7+ years of experience in sales development, inside sales, or revenue operations, with at least 2 years managing or leading SDR teams.
• Proven track record of building and scaling SDR functions that drive measurable pipeline growth.
• Hands-on experience with CRM systems (Zoho preferred) and modern sales engagement tools.
• Strong analytical and operational mindset with the ability to use data to drive decisions and process improvements.

Nice-to-Have

• Experience implementing automation, AI tools, or advanced workflows in a sales development environment.
• Background in home services, proptech, climate tech, or related industries.
• Experience in high-growth startup environments or building teams from the ground up.

Compensation & Benefits

• Competitive base salary: $90,000 to $115,000 + Performance Bonuses
• Company-provided cell phone and laptop
• Medical, Dental, and Vision Insurance
• 401(k) retirement plan
• Flexible time off + 14 paid holidays (yes, your birthday is one of them!)
• Work-from-home stipend to support your remote setup
• Join a high-performing, mission-driven team doing work that truly matters
• And much more!

Join Our Mission!

If you're excited about building technology that protects homes and families from wildfire disasters, we want to hear from you! Apply today and become part of a fast-growing team with purpose and innovation at its core.

Diversity and inclusion are essential values at Frontline. We know we'll do our best and most impactful work when we feel represented and we belong. We encourage talented people from a wide variety of backgrounds and experiences to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Pay: $90,000.00 - $115,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Work Location: Remote