Manager of Sales Development

Role Overview

We are seeking a high-impact Manager, Sales Development to lead and scale our Sales Development team

This leader will be responsible for driving pipeline generation, developing top-performing SDRs/BDRs, and creating a high-performance culture focused on measurable business outcomes

The ideal candidate combines strong coaching and leadership skills with operational rigor, data-driven decision making, and a deep understanding of modern outbound and inbound pipeline generation strategies

You will partner closely with Sales, Marketing, Revenue Operations, and Enablement to ensure the Sales Development organization consistently delivers qualified pipeline that fuels company growth

This position will report to the Chief Marketing Officer and operates on a hybrid model, with a mix of remote work and in-office collaboration at our Denver, CO location, specifically, working in-office a minimum of 4 days per week

Impact You Will Make in the Role

Team Leadership & Talent Development

Lead, coach, and develop a team of Business Development Representatives (BDRs), fostering a culture of accountability, continuous learning, and career growth

Conduct regular 1:1s, performance reviews, call coaching, pipeline reviews, and career development conversations

Recruit, onboard, and retain top Sales Development talent while building a strong internal promotion pipeline

Establish clear performance expectations and individual development plans to help team members achieve and exceed goals

Pipeline Generation & Revenue Impact

Own Sales Development performance metrics, including pipeline creation, meeting generation, conversion rates, activity effectiveness, and attainment against targets

Drive execution of inbound and outbound prospecting strategies across target accounts, industries, and buyer personas

Ensure high-quality opportunity qualification and seamless handoff processes to Account Executives

Monitor pipeline health and proactively identify risks, trends, and opportunities to improve performance

Coaching, Enablement & Methodology

Reinforce best practices in discovery, prospecting, messaging, objection handling, and multi-channel outreach

Leverage conversation intelligence, sales engagement platforms, and AI-powered tools to improve team effectiveness and productivity

Partner with Sales Enablement and Sales Leadership to implement ongoing training programs and reinforce sales methodologies

Create a culture of continuous improvement through call reviews, skill assessments, and performance analytics

Operational Excellence & Forecasting

Establish and manage KPIs, dashboards, scorecards, and reporting to provide visibility into team performance and pipeline contribution

Deliver accurate forecasts and performance insights to Sales Leadership using historical trends and leading indicators

Identify process improvements that increase efficiency, scalability, and rep productivity

Ensure CRM data quality, process compliance, and disciplined pipeline management practices

Cross-Functional Collaboration

Partner with Marketing to optimize lead management processes, campaign follow-up, account-based initiatives, and conversion performance

Collaborate with Revenue Operations to improve reporting, territory planning, routing, technology adoption, and operational workflows

Work closely with Account Executives and Sales Leadership to align pipeline generation efforts with business priorities and revenue goals

Support workforce planning, hiring, and organizational development initiatives in partnership with People Operations

Benefits

Online Legal Services (Rocket Lawyer)

Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public

Excellent healthcare package for you and your family

Discounted Pet Insurance (Embrace Pet Insurance)

Financial Planning Services (Origin)

Health and Wellness Reimbursement Program

Unlimited Paid Time Off

Paid Parental Leave

Savings and Investment – 401(k) match

We are a merit-based company - many opportunities to learn, excel and grow your career!

Travel Discounts

Educational Resources - Career & Personal Development Program

Employee Referral Bonus Program

Strong understanding of modern sales technology, including CRM, sales engagement, conversation intelligence, and AI-enabled prospecting tools

Proven success leading teams responsible for outbound prospecting, inbound qualification, and pipeline generation

Demonstrated ability to coach, develop, and retain high-performing sales talent

Strong cross-functional leadership and communication capabilities

Excellent analytical, forecasting, and operational management skills

Experience working in fast-paced, high-growth revenue organizations preferred

3+ years of Sales/Business Development lead or management experience within a B2B SaaS environment

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