Manager, Sales Development

Black Kite seeks a hands-on Manager of Sales Development in Boston, MA (onsite) to lead a team of outbound-focused SDRs, drive enablement and performance, and collaborate across Marketing, RevOps, and Sales to translate outbound activity into measurable pipeline impact.

Responsibilities

• Lead, coach, and mentor a team of outbound-focused SDRs
• Drive ongoing enablement, skill development, and performance management to build a high-output SDR team
• Establish clear expectations, KPIs, and accountability structures aligned with campaign goals
• Contribute personally to outbound prospecting to help book meetings and convert pipeline
• Collaborate with Demand Generation to align outbound activity with current and upcoming marketing campaigns
• Partner with Revenue Operations to monitor campaign performance, pipeline contribution, and SDR productivity metrics
• Coordinate with Sales and Product leadership to ensure SDRs have current messaging, positioning, and competitive intelligence
• Serve as the liaison among Marketing, Sales, and RevOps, translating campaign intent into outbound execution
• Contribute to campaign planning by sharing frontline insights from prospect conversations and common objection patterns
• Provide regular reporting to the Chief Marketing Officer on team performance and campaign impact
• Collaborate with Regional Sales Managers to guide Account Executives on pipeline generation, outbound strategy coaching, campaigns, talk tracks, and call scripts

Requirements

• 3+ years of SDR/BDR experience, including 1–2 years in a team lead or management role focused on outbound strategies
• Proven track record coaching early-career sales talent and improving outbound conversion metrics
• Solid understanding of outbound sales motions, sequencing tools, and maintaining clean pipeline hygiene
• Experience collaborating with Demand Gen, Revenue Operations, and Sales
• Data-driven mindset, comfortable interpreting campaign and activity metrics to inform decisions
• Clear, direct communicator able to translate marketing strategy into SDR execution

Technologies

• Salesforce
• AmpleMarket
• Outreach
• Salesloft
• Clay
• ZoomInfo

Benefits

• Performance-based bonuses
• Equity
• Flexible healthcare options
• Paid time off
• Retirement savings

Bonus Points

• Experience in the cybersecurity or risk management space with the ability to communicate with technical personas such as CISOs and IT security leaders
• Deep familiarity with modern sales engagement and intelligence tools (Salesforce, AmpleMarket/Outreach/Salesloft, Clay, ZoomInfo)

Compensation

Salary: USD 120,000 - 130,000 per year