Manager, Sales Development

Responsibilities

• Own pipeline performance: drive the SDR team's contribution to pipeline generation across inbound and outbound channels, ensuring strong alignment with sales targets.
• Build and scale the team: hire, onboard, and develop a high-performing SDR team, helping establish the structure, operating cadence, and performance standards for the New York market.
• Coach and develop SDRs: deliver hands-on coaching through regular 1:1s, call reviews, and deal strategy sessions to accelerate rep development and performance.
• Design onboarding and enablement: partner with GTM enablement to create onboarding and ongoing training programs that ramp SDRs quickly and build strong product, industry, and prospecting expertise.
• Partner cross-functionally: collaborate closely with Sales, Marketing, and RevOps to improve lead routing, campaign effectiveness, and pipeline conversion.
• Refine targeting and messaging: continuously test and improve outbound strategies, messaging, and account targeting based on ICP fit and performance insights.
• Leverage data and tools: use platforms such as Salesforce, Salesloft, LinkedIn Sales Navigator, Gong, and ZoomInfo to track team performance and optimize workflows.
• Build a strong team culture: foster a high-performance culture grounded in ownership, learning, and collaboration.

Requirements

• 4+ years of experience in SaaS sales or business development, with 1-2 years of direct SDR or BDR leadership experience.
• Proven success in building and managing pipeline-generating teams in a high-growth, outbound-focused environment.
• Deep understanding of modern sales development tools (e.g., Salesforce, Salesloft, LinkedIn Sales Navigator, Gong).
• A data-driven mindset with the ability to analyze team performance, uncover insights, and iterate quickly.
• Experience building SDR processes from scratch; comfortable with ambiguity and capable of architecting something new.
• A coaching-first leadership style: invest in people, celebrate wins, and hold high standards with care.
• Excellent communication skills and executive presence—both internally and externally.
• Passion for AI, innovation, and the transformation of knowledge work, especially in professional services and legal.
• Ability to influence tech stack decisions and drive implementation through clear recommendations.
• Prior experience selling into legal or professional services firms is a plus but not required.

Technologies

• Salesforce
• Salesloft
• LinkedIn Sales Navigator
• Gong
• ZoomInfo

Benefits

• Equity
• Commission
• Health coverage
• Dental coverage
• Vision coverage
• 401k match up to 4%
• Flexible PTO

Location

San Francisco, CA (hybrid)

Compensation

USD 195,400 - 260,000 per yearly