Sales Development Manager

The Sales Development Manager will lead a high-performance SDR team onsite in Palm Beach Gardens, FL, owning the top of the sales funnel to drive qualified healthcare appointments and support Dedicated IT's aggressive growth trajectory.

Responsibilities

• Own the top of the sales funnel by building, coaching, and holding the SDR team accountable for results.
• Drive consistent qualified appointment generation with healthcare decision makers across SMB and Mid-Market segments, fueling the company’s growth and contributing to its leadership position among privately owned MSPs in the United States.
• Lead, coach, and manage a team of 5–10 SDRs.
• Foster a culture of ownership, urgency, accountability, and continuous improvement.
• Develop talent through clear expectations, ongoing feedback, and structured performance management.
• Partner with HR and leadership to maintain a staffing pipeline of A-Players for the SDR function.
• Define growth paths across the team, including progression from Data Enrichment to Jr. SDR and SDR roles.
• Own the team’s cadence with daily, weekly, and quarterly performance rituals, using scorecards, metrics, coaching, and follow-through.
• Collaborate with Dedicated IT’s in-house Salesforce developer to optimize workflows, reporting, fields, and CRM usability.
• Ensure Salesforce data hygiene, accurate prospect records, SOP adherence, and strong CRM hygiene.
• Improve handoffs between data enrichment, qualification, outreach, marketing campaigns, and senior sales resources.
• Use data to identify performance gaps, bottlenecks, and opportunities to improve conversion.
• Own top-of-funnel production for healthcare growth across SMB and Mid-Market segments.
• Drive consistent, qualified appointments with healthcare decision-makers and maintain healthy lead flow for year-round pipeline visibility.
• Coach the team on outbound execution, multi-touch campaigns, objection handling, and high-quality appointment setting.
• Performance floor: 150 qualified appointments per year; target: 300 qualified appointments per year.

Requirements

• Proven coaching ability with a track record of developing sales talent.
• Comfort with setting clear expectations and holding team members accountable.
• Ability to identify, hire, and develop A-Players.
• Confident in managing underperformance with structure and care.
• Creates energy, clarity, and alignment across the team.
• Motivated by measurable goals, scoreboards, and concrete outcomes.
• Strong understanding of activity, conversion, and pipeline metrics; capable of forecasting volume and hiring needs.
• Decisive and able to move quickly without waiting for perfect conditions.
• Leverages data to identify root causes of underperformance and opportunity gaps.
• Deep knowledge of outbound sales, cold outreach, and multi-touch campaigns.
• Experience coaching SDRs through gatekeeper and decision-maker objections, with a track record of setting appointments at volume.
• Understanding of how top-of-funnel quality influences downstream close rates.
• Curiosity about healthcare IT buyers, compliance pressures, and decision-making dynamics in healthcare.
• Functional Salesforce fluency and comfort partnering with technical CRM resources.
• Strong CRM hygiene and data-quality standards; adept at building efficient handoff workflows between enrichment, qualification, and outreach.
• Willingness to adopt and improve sales tools and workflows; disciplined in reporting with no scoreboard surprises.
• Experience operating within EOS-style meeting cadences and accountability rhythms.
• Demonstrates extreme ownership of team outcomes and communicates directly, clearly, and with care.
• Opens to feedback and improves rapidly; collaborates effectively with Marketing, Account Executives, HR, and leadership.
• Leads with empathy while maintaining high standards and builds trust through honesty and follow-through.

Technologies

• Salesforce
• EOS

What success looks like

• The SDR team consistently meets or exceeds qualified appointment targets.
• Salesforce data remains clean, consistent, and reliable.
• Outbound activity is structured, measured, coached, and continuously improved.
• Team members understand their goals, the scoreboard, and receive ongoing feedback.
• SDR workflows are clearly defined and well-managed.
• Leadership has accurate visibility into performance, pipeline health, and hiring needs.
• The SDR function operates as a disciplined, scalable engine for Dedicated IT's growth.

Why this role matters

The sales development function is a critical driver of Dedicated IT's growth trajectory. By building and refining a high-performing SDR team, the Sales Development Manager directly enables the generation of qualified conversations that convert into healthcare client relationships. This role emphasizes discipline, accountability, and a culture of high performance, with a direct impact on the company’s future.

Compensation

• Base Salary: $120,000 – $140,000 annually, commensurate with experience.
• Appointment Bonus: $50 per qualified appointment attended by the client.
• Closed Deal Commission: 1% of ARR on deals closed that originated from the SDR team. Begins once the SDR program is proven successful and approved by the CRO.