Manager, Sales Development

Optimizely invites applications for a Manager of Sales Development in Austin, Texas. This onsite leadership role oversees an 8- to 10-person SDR team focused on generating outbound opportunities and qualifying inbound leads for Digital and Enterprise sales. The role emphasizes scalable processes and data-driven management using Salesforce, Outreach, and analytics.

Responsibilities

• Oversee and develop the current SDR team at Optimizely, fostering growth and performance.
• Lead pipeline generation efforts across all regions and market segments to achieve strong results.
• Expand the SDR headcount by driving recruiting in partnership with People Operations.
• Direct business planning, target attainment, measurement, continuous improvement, and compensation design to maximize team outcomes.
• Own and refine the pipeline capacity model and forecasting in collaboration with customer operations, marketing, and sales leadership.
• Collaborate with Sales and Marketing to systematically enhance lead qualification and pipeline conversion, boosting efficiency and lead quality.
• Provide weekly and monthly forecasts reflecting team performance and trajectory.
• Partner closely with Account Executives and Sales and Marketing Management to sustain alignment and maximize SDR effectiveness.
• Identify and remove obstacles that could impede SDR team success.

Requirements

• Strong, hands-on proficiency with Salesforce, Outreach, and analytics is essential.
• Experience leading and scaling a sales or sales development team, preferably in an enterprise-caliber SaaS environment; knowledge of marketing and product buyers is advantageous but not required.
• A proven track record in training, coaching, and mentoring SDRs and managers.
• Understanding of high-value enterprise sales processes and account seeding strategies is required.
• Ability to engage effectively with all management levels and across multiple departments, including sales, marketing, product marketing, and services.
• Aptitude for building reports and making data-driven decisions.

Technologies

• Salesforce
• Outreach

Competencies

• Communicating Effectively
• Accepting Responsibility
• Driving Continuous Improvement
• Developing Talent
• Adapting to Change

Education

Bachelor's degree or equivalent experience

Nearest Major Market

Austin