Sales Development Manager

Position Summary

The Sales Development Manager oversees implementation and administration of the organization's sales development program – including efforts to generate, pursue, and close sales with prospective customers.

The role also includes management of a team of Sales Development Representatives assessing customer needs and positioning the organization's products or services as potential solutions. 

Remote role.

Essential Duties and Responsibilities

Responsibilities may include but are not limited to:

·      Assesses potential new markets, evaluates business opportunities, and develops strategies for targeting potential customers.

·      Establishes and enforces standards governing lead generation, prospect contact and follow-up, and opportunity qualification.

·      Acquires new business through channel partners, vendors, and aggregators, brokers and builds and maintains strong channel partner relationships.

·      Works with product specialists, application engineers, marketing associates, and sales leaders to determine the most effective channels to market.

·      Researches opportunities to drive sales while managing prospect pipelines and aggressively pursuing opportunities for new business.

·      Builds and maintains internal and external relationships that lead to increased revenue.

·      Trains and supports users in the Salesforce sites and explains effects of designs and changes to users.

·      Develops, maintains, and enhances sales channel partner relationships, assures the right selection of channel partners has been made, and facilitates the daily transactional activities of channel partners.

·      Develops and coordinates dissemination of product information and new sales methods to sales channel partners, driving them to achieve and exceed product sales targets

·      Fosters potential leads or partner opportunities through to the sales process.

·      Implements a successful channel strategy that increases sales revenue for the company.

·      Supports, contributes to, and drives alternate sales channel strategies.

Knowledge, Skills, and Competencies

• Highly motivated leader with a true player/coach mindset, equally comfortable carrying an individual quota while leading and elevating SDR team performance; has personally closed deals while managing SDRs.
• Strong pipeline ownership mentality, accountable for both individual contribution and overall team pipeline targets and outcomes.
• Outbound sequence expert, with proven ability to build, test, and optimize multi-touch sequences by persona, industry, and channel.
• Message-to-market fluency, translating value propositions into compelling outbound messaging that drives responses and meetings—not just activity.
• Proven experience executing cold, warm, and partner-led outreach across email, phone, and LinkedIn to generate qualified pipeline.
• Deep working knowledge of Salesforce, using it to manage pipeline, track SDR activity, analyze funnel performance, and ensure accurate forecasting and reporting.
• Hands-on experience with Revenue.io or similar platforms, including building, executing, and optimizing email sequences and outbound campaigns to drive high-quality pipeline.
• Hands-on experience with ZoomInfo, using intent signals, account insights, and list-building tools to power targeted outbound and partner-led prospecting.
• Demonstrated ability to continuously refine multi-touch outbound strategies (email, call, voicemail, social) based on prospect engagement and performance data.
• Data-driven approach to outbound strategy, leveraging sequence performance, open and click-through rates, and conversion metrics to improve results week over week.
• Strong cross-functional collaborator, working closely with Marketing and Sales to align messaging, targeting, and campaign timing.
• Hungry, competitive, and resilient, thriving in a fast-paced environment and motivated by results, growth, and continuous improvement.

Educational Qualifications/Job Experience Requirements

Education

·      Bachelor’s degree preferred

Experience

• 5+ years of sales and channel development

·      Experience managing and coaching a team of sales development reps

·      Previously used Salesforce, Zoom info, Reven.io or similar platforms

·      Strong prospecting skills and the ability to develop business in new and existing accounts

·      Experience being held to metrics and consistently achieving targets

·      Problem solver with a desire to work in a fast-paced, team-lead environment

Working Conditions/Physical Requirements

Schedule:

·      Regular weekly schedule; weekends or holidays as needed

The working conditions and physical environments described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical requirements:

·      Extended periods of work seated at a desk; repetitive hand motions; prolonged use of computer; occasionally lift and carry up to 25 lbs.

·      Ability to speak clearly (use of voice)

·      Vision requirements include close vision, distance vision, moderate peripheral vision, depth perception and ability to adjust focus

Environment:

·      Office environment generally mild to moderate conditions including varying temperatures and noise levels conducive to a busy workplace and office equipment

·      Lighting varies based on building requirements and may be adjusted within reason

·      Time constraints and related pressures to complete work are high

Travel: 5%