Sales Development Representative Manager

Description

The Edmunds GovTech (EGT) Sales Development Representative (SDR) Manager is a marketing and sales position with an industry-leading provider of local government ERP software solutions. This role owns the performance of the SDR team and is measured on pipeline growth and the quality of qualified opportunities passed to sales. This position is located in Northfield, NJ and reports to the VP of Marketing.  

Expectations

We rely on our Sales Development Representative Manager to: 

• Manage the SDR team, ensuring that the team is carrying out Salesloft campaigns with current messaging, measuring success of outreach and frequency, and adjusting future activities to increase pipeline
• Coach SDRs daily through live call shadowing, call recording reviews, and 1:1s, using Salesloft data to identify patterns, skill gaps, and coaching moments across the team
• Run and refine the outbound cadence and sequencing strategy in Salesloft, ensuring SDRs are executing plays consistently and effectively
• Make cold calls to model best practices, jump into live coaching moments, and stay close enough to the work to coach with credibility
• Own and continuously refine the lead qualification process (e.g., BANT), tightening criteria based on what converts downstream
• Drive team quota attainment for qualified meetings/opportunities and overall pipeline contribution
• Analyze call and activity data in Gong and Salesloft to spot trends, identify top performer behaviors, and scale them across the team
• Deliver structured feedback loops: call scorecards, roleplay sessions, and skill-building programs tied to specific competencies (discovery, objection handling, qualification, best practices, government trends)
• Create and build automation rules and flows in Salesloft and Gong
• Partner with Sales and Marketing leadership to align qualification standards, messaging, and lead routing
• Hire, onboard, and ramp new SDRs against a clear coaching and LMS platform
• Work with Regional Sales Directors, VP of Sales, and VP of Marketing to ensure quality assurance and proper lead qualification for additional coaching
• Assist with tasks assigned by VP of Marketing with input from the VP of Sales, Regional Sales Directors, and Chief Revenue Officer

Success

We find that the most successful Sales Development Representative Manager accomplishes: 

• Consistent, measurable improvement in team qualification-to-opportunity conversion rates
• A qualification process that's documented, understood, and consistently applied across the team
• SDRs who can point to specific coaching moments that changed how they work calls
• Pipeline growth that tracks ahead of win-rate metrics to support pipeline attainment

Edmunds GovTech retains the right to change or assign other duties to this position.

Requirements

We find that our most impactful Sales Development Representative Manager possesses: 

• Bachelor’s degree
• 2+ years managing or coaching an SDR/BDR team, ideally in a B2B or Government SaaS environment
• Hands-on proficiency with Salesforce, Salesloft, and Gong and comfortability building cadences, creating automations, being the system admin, pulling conversation analytics, and using both tools daily, not just reporting off them
• A track record of improving team performance through coaching, not just managing to a number
• Strong grasp of qualification frameworks and experience refining them based on downstream conversion data
• Excellent communication skills; especially to give direct, specific feedback on calls constantly
• Comfortable being on the phone and coaching in real time, not just after the fact
• Interest in remaining up-to-date on industry trends and insights, pivoting calls and priorities as trends develop
• Comfort level with technology, marketing campaigns, and marketing automation
• Desire to learn in fast-paced environment