Manager, Sales Development

As a Sales Development Manager, you will lead and manage our sales development team to identify, qualify, and create new business opportunities across both inbound and outbound motions. You will own the strategy, execution, and coaching behind our outbound prospecting engine, including named-account targeting, multi-touch sequencing, and close partnership with Account Executives and Marketing, while also ensuring inbound leads are qualified and routed quickly. Your goal is to increase our sales pipeline and contribute to the achievement of our sales targets. 

What You Will Do 

• Lead from the front. Mentor and manage a team of inbound and outbound sales development representatives (SDRs) to achieve individual and team goals. Be visible and credible with your team every day. 

• Coach with precision. Create a culture of learning and develop your team through call listening, live call coaching, email and sequence reviews, objection handling, and role-play to build prospecting skill and consistency 

• Drive outbound results. Own the process for targeting ICP accounts, engaging key personas (such as practice owners, clinical leaders, and operations and billing leaders), and booking qualified discovery meetings. 

• Set weekly goals. Manage SDR activity, conversion, and pipeline-contribution targets (e.g., touches, connects, meetings set, meetings held, opportunities created, sourced pipeline), and inspect them through weekly scorecards and one-on-ones. 

• Experiment constantly. Design, test, and refine multi-channel outbound cadences (phone, email, LinkedIn, video) with segment- and persona-specific messaging. 

• Stay close to the market. Stay up-to-date with industry trends and competitive landscape to identify new opportunities for growth, and use account research and trigger-based signals (e.g., market and payer changes, growth, leadership changes, technology shifts) to personalize outreach and prioritize accounts. 

• Partner across the business. Collaborate with the marketing team to align on lead generation campaigns, account-based programs, and events, ensuring a steady flow of qualified leads and coordinated outbound support. 

• Keep data honest. Maintain data hygiene and accurate records of lead interactions, account activity, and progress in the CRM system. 

Required Experience 

• 3+ years of experience managing and coaching SDR/BDR teams, including at least 2 years leading an outbound-focused team with a track record of building pipeline through cold outreach and named-account prospecting. 

• 4+ years of total B2B sales or sales development experience, with SaaS preferred. 

• Demonstrated ability to develop reps' outbound skills (cold calling, messaging, objection handling) and improve measurable results such as connect rates, meetings set, and sourced pipeline. 

• Experience managing inbound lead qualification and routing alongside outbound activity, including balancing capacity and priorities across both motions. 

• Experience building and optimizing outbound sequences, cadences, and call/email playbooks. 

• Experience working closely with Account Executives on account targeting and meeting handoffs. 

• Familiarity with account-based prospecting; experience in healthcare, healthtech, or vertical SaaS is a plus. 

What You Bring 

• Proven track record of meeting or exceeding outbound pipeline goals, ideally as an SDR or BDR leader (or a high-performing individual contributor ready to lead) 

• A competitive, achievement-oriented mindset, and comfort with a fast-paced, challenging environment 

• Strong skills in outbound prospecting across phone, email, and social channels 

• Ability to coach and build a team, with a record of developing people who advance 

• Creativity and curiosity, with a bias toward testing ideas and learning quickly 

• Excellent written and verbal communication, with strong attention to detail 

• Authentic style that builds rapport and credibility with prospects and teammates 

• Coachability and openness to feedback 

• Motivation to grow your career by demonstrating business impact 

• You are coachable and receptive to feedback. 

• Possess a strong desire to work in technology sales to develop yourself professionally. 

• Salesforce.com experience is a plus; experience with sales engagement and prospecting tools is a plus. 

What Success Looks Like   

• A consistent, growing flow of qualified discovery meetings with target personas 

• Clear improvements in messaging effectiveness, supported by test results 

• SDRs who are developing, hitting goals, and ready for their next step 

• A team that shares what works and competes together