Manager, Sales Development

Manager, Sales Development role at Relay in Raleigh, NC (onsite) leading and coaching SDRs to drive pipeline and revenue goals for mid-market and enterprise accounts.

Responsibilities

• Support SDRs in executing their strategic plans.
• Train and coach the team to advance career growth.
• Participate in recruiting, interviewing, and hiring SDR talent.
• Collaborate cross-functionally with product, marketing, sales, and customer success to identify outbound SDR campaigns and opportunities.
• Build foundational pipeline generation skills in SDRs to support progression into full-cycle Account Executive roles.
• Develop proficiency with the CRM and the full sales tech stack.
• Become a Relay product expert.
• Model and reinforce Relay core CHASE values.
• Work with a close-knit team of sales experts focused on professional and personal growth.
• Manage a team focused on mid-market and enterprise level accounts, with potential to include AEs in the future.
• Train both new and tenured reps on pipeline creation, nurturing, and maximizing long-term success.
• Drive operational efficiency, including aptitude for documentation.
• Execute the plan to hit team metrics and revenue goals.
• Establish strategies with Marketing (Growth, ABM, Events) around targeting, messaging, intent, and event execution, and maintain a consistent feedback loop.

Requirements

• 1-2 years of sales team leadership experience, including managing an SDR team in a B2B SaaS environment.
• Completed SDR/BDR responsibilities successfully for 8+ months and exceeded quotas.
• Proven ability in recruiting, interviewing, and onboarding new SDRs.
• Demonstrated passion for developing others, including promoting SDRs through an internal development process.
• Proficiency with sales tools, including:
  • CRM: HubSpot
  • Lead sourcing/data tools: Clay, LinkedIn Sales Navigator (examples)
• Experience selecting, implementing, and using AI tooling to drive outcomes for Sales Development.
• Direct experience managing against KPIs (example KPIs: activity volume, conversion rates, SQOs/pipeline generation).
• Experience partnering with Sales (AEs) and Marketing to ensure lead quality and smooth hand-offs.

Technologies

• HubSpot
• Clay
• LinkedIn Sales Navigator

Benefits

• 100% paid insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents.
• Generous paid time off.
• 401(k) savings plan + company match.
• Baby Cash Reward + paid parental leave.
• Wellness perks: world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling.
• Team events and culture, including company celebrations and team outings.
• Latest tech, standing desks, and tools/software to support performance.

About the Team

• Motivated, collaborative, mission-focused group.
• Competitive, empathetic, and growth-oriented culture.
• Emphasis on development and mutual support in learning and growth.
• Humility and servant leadership guide how the team operates.

Required Qualifications

• Sales team leadership: 1-2 years managing an SDR team in a B2B SaaS environment.
• SDR/BDR role success: 8+ months and quota exceeded.
• Hiring and onboarding: recruiting, interviewing, and onboarding SDR talent.
• SDR development: internal development and promotion experience.
• Technology stack expertise: HubSpot; lead sourcing/data tools such as Clay and LinkedIn Sales Navigator (examples).
• AI tooling experience for Sales Development outcomes.
• KPI/metrics ownership: managing against KPIs including activity volume, conversion rates, SQOs/pipeline generation (examples).
• Cross-functional alignment: success working with AEs and Marketing on lead quality and hand-offs.

Preferred Qualifications

• 1+ year success and quota attainment in a closing role (Account Executive experience).
• Consistent track record hitting revenue targets in a B2B SaaS business.
• Remarkable work ethic with strong sense of urgency.
• Hunger and humility, with confidence and relentless curiosity.
• Entrepreneurial background and/or experience in early stage, high growth tech companies.

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