Sr Manager, Sales Development

Responsibilities

• Lead the SDR team and manage your own targets, modeling the prospecting habits, outreach discipline, and pipeline behaviors you expect from the group.
• Hire, onboard, and coach a diverse cadre of SDRs, using regular feedback, data‑driven performance reviews, and creative incentives to develop early‑career talent into sales‑ready contributors and future Account Executives.
• Own outbound prospecting strategy and execution across Kai's target accounts and verticals, ensuring the team generates qualified pipeline that maps to quarterly revenue goals.
• Build and optimize the processes, playbooks, and tooling that underpin SDR productivity, from outreach sequences and cadence strategy to lead routing, follow‑up SLAs, and pipeline handoff to Account Executives.
• Partner cross‑functionally with marketing, sales leadership, and RevOps to align on campaign follow‑up, lead flow, pipeline quality, and market priorities.
• Track, analyze, and report on team and individual performance against goals, manage forecast accuracy, and use data to identify gaps and drive continuous improvement.

Requirements

• 5+ years of experience in sales development or inside sales, including at least 3 years in a team leadership role, with a track record of personally hitting or exceeding quota as an individual contributor.
• Proven ability to build and develop high‑performing SDR teams, with a coaching style that grows early‑career talent and fosters a culture of curiosity, accountability, and continuous improvement.
• Experience owning pipeline targets in a fast‑paced, high‑growth B2B SaaS or technology environment, with a demonstrated ability to hit or exceed goals consistently.
• Strong operational instincts, including experience building outbound playbooks, ramp frameworks, and performance management processes from the ground up.
• Fluency with CRM and sales engagement tools such as Salesforce and Outreach or Salesloft, with a data‑driven approach to managing performance and forecasting pipeline contribution.
• Hands‑on experience using AI tools to increase personal and team productivity, from prospecting research and outreach personalization to sequence optimization and performance analysis.
• Excellent cross‑functional collaboration and communication skills, with experience working closely with marketing, sales, and RevOps to align on GTM priorities and execution.

Technologies

• Salesforce
• Outreach
• Salesloft