Manager, Sales Development

ClickUp is expanding its go-to-market engine with a Manager, Sales Development role based in San Diego, CA (hybrid). In this position, you will lead a frontline team focused on converting inbound interest into qualified pipeline, while building the next generation of Account Executive talent.

As the team scales, the emphasis is on improving conversion performance across lead sources, strengthening execution quality through coaching and operating cadence, and creating scalable systems that help SDRs move faster, learn quicker, and deliver more consistently.

What you will do

• Lead, coach, and develop Sales Development Representatives with clear accountability for pipeline creation, lead conversion, and day-to-day execution quality.
• Manage a team of 6–10 Sales Development Representatives.
• Improve conversion across inbound lead sources by tightening process, prioritization, and follow-up discipline.
• Establish an operating cadence using metrics, pipeline reviews, coaching, performance management, and team accountability.
• Hire, onboard, and develop team members who can succeed in the role and grow into future Account Executive opportunities.
• Partner with Marketing, Revenue Operations, Enablement, and sales leadership to improve funnel quality, routing, messaging, and pipeline efficiency.
• Create scalable systems and workflows that support faster execution and consistent results.
• Foster an inclusive, high-energy team culture grounded in accountability, growth, and strong customer interactions.
• Use data to identify performance trends, diagnose gaps, and develop practical action plans.
• Report to Revenue Development leadership with full ownership of frontline sales development and pipeline creation.

What you bring

• 2+ years of experience leading SDR, BDR, or similar frontline pipeline-generation teams in a B2B SaaS environment, with a proven track record of exceeding goals across both inbound and outbound sales motions. Internal candidates with strong individual contributor experience but no direct management experience will also be considered.
• 2+ years of direct sales development, business development, or pipeline generation experience.
• Proven ability to improve conversion, pipeline quality, or team productivity through strong management, coaching, and a highly data-driven approach to process optimization.
• Strong people-management skills including recruiting, hiring, onboarding, performance management, feedback, career development, and the ability to retain and motivate SDR and BDR talent.
• High emotional intelligence to coach diverse personality types with empathy, clarity, and accountability.
• Operating rigor including proficiency with Salesforce and sales enablement tools (Outreach, Sales Navigator), comfort with dashboards and CRM discipline, and familiarity with funnel metrics and repeatable team systems.
• Ability to drive team efficiency, manage multiple priorities, and identify conversion improvement opportunities.
• Strong cross-functional collaboration with Demand Generation, Marketing, Enablement, Revenue Operations, and downstream sales partners.
• Excellent communication skills, sound judgment, and a bias toward execution in a fast-paced environment with high ownership and adaptability.
• Willingness to work in-office at least 2 days per week (Monday and Thursday).

Technologies

• Salesforce
• Outreach
• Sales Navigator

Compensation

• OTE: $160K – $200K (Offers Equity)
• Compensation range: $160K – $200K

Benefits

• Equity
• 401k
• Health, Dental, and Vision insurance
• Spending accounts
• Life & Disability
• Paid parental leave
• Flexible paid time off
• Enhanced employee assistance program
• Employee wellness stipend
• Professional development stipend

Location and work setup

• Location type: Hybrid
• Preferred locations: San Diego, CA; Dallas, TX; or Boston, MA with a hybrid schedule of 2–3 days per week in-office.
• Must be able to work effectively across core U.S. business hours and collaborate with cross-functional partners.
• Some travel may be required for team events, planning sessions, or key in-person meetings.

Employment type: Full time