SDR Manager

Location: Fully Remote

Compensation: $160K–$170K OTE

Comp Structure: Approximately 60/40 base-variable split

Employment Type: Full-Time

About Our Client

Our client is a growing B2B SaaS organization entering an exciting stage of its go-to-market evolution. The company is transforming its sales development function into a more AI-forward, efficient, and quality-focused revenue engine, combining AI-powered prospect engagement with a high-performing human SDR team.

As the organization expands its multi-product platform and evolves how it generates pipeline, our client is looking for an experienced SDR Manager to lead this transformation.

The Opportunity

This is not a first-time frontline management opportunity. Our client is looking for an experienced SDR leader who can coach people, build process, leverage AI, and create a scalable pipeline generation engine.

You'll lead the human SDR team while helping define how AI and automation fit into the modern sales development organization. You'll own the intersection of people leadership, inbound and outbound strategy, AI SDR optimization, qualification standards, pipeline creation, and SDR-to-AE handoffs.

The ideal candidate has operated in a modern SaaS sales environment and knows how to build repeatable systems rather than simply manage activity.

What You'll Do

Lead & Develop the SDR Team

• Lead, coach, and manage the day-to-day performance of the SDR organization.
• Establish clear expectations around qualification quality, held meetings, AE acceptance, pipeline contribution, and follow-up.
• Coach SDRs on discovery, qualification, objection handling, personalization, value creation, and meeting setting.
• Build a consistent operating cadence across 1:1s, team meetings, call reviews, pipeline reviews, and performance management.
• Assess, hire, and develop talent as the SDR organization evolves.

Build an AI-Forward SDR Motion

• Help lead the integration and optimization of AI-powered SDR technology alongside the human sales development team.
• Partner with RevOps and Sales leadership to determine how AI should qualify, route, engage, book, and escalate opportunities.
• Use conversion data, customer interactions, and AE feedback to continuously improve the AI SDR motion.
• Create effective handoff rules between AI-powered engagement and human SDRs.
• Help define what the SDR function should look like as AI becomes increasingly integrated into the revenue organization.

Strengthen Inbound & Qualification

• Ensure high-intent prospects receive fast, thoughtful follow-up and appropriate routing.
• Build effective human SDR coverage for prospects requiring additional qualification or engagement.
• Create strategies for converting medium- and lower-intent prospects who may not yet be actively evaluating a solution.
• Coach SDRs to create relevance and urgency instead of relying solely on existing buyer intent.
• Improve qualification quality and ensure opportunities passed to AEs contain meaningful customer context.

Build Outbound & Re-Engagement

• Develop repeatable outbound and re-engagement programs.
• Build plays across cold prospecting, target accounts, closed-loss opportunities, existing customers, cross-sell opportunities, and other pipeline sources.
• Partner with Marketing, RevOps, Customer Success, and Sales to identify accounts and intent signals worth pursuing.
• Coach the team on personalization, relevance, value creation, and objection handling.
• Create a scalable system for turning cold and lower-intent accounts into qualified opportunities rather than simply increasing activity volume.

Improve SDR-to-AE Handoffs

• Establish and reinforce clear qualification and AE handoff standards.
• Ensure SDRs provide useful context around customer pain points, current workflows, urgency, decision processes, and potential value.
• Monitor AE acceptance and downstream conversion to evaluate opportunity quality.
• Partner with AE leadership to continuously improve feedback loops and qualification standards.

Drive Performance Through Data

• Use CRM, sales engagement, call intelligence, AI, and reporting tools to identify opportunities for improvement.
• Track metrics including speed-to-lead, connect rate, meeting show rate, AE acceptance, MQL-to-SAL conversion, pipeline creation, and downstream revenue quality.
• Identify process gaps, stale leads, routing issues, and coaching opportunities.
• Build scalable dashboards, playbooks, documentation, and operating standards for the SDR organization.

What We're Looking For

• Previous experience leading SDR, BDR, or Sales Development teams within a B2B SaaS environment.
• An experienced people leader who has managed performance, coached reps, and developed SDR talent.
• Strong understanding of both inbound qualification and outbound prospecting.
• Proven ability to help SDRs create interest with cold, medium-intent, and lower-intent prospects.
• Experience coaching teams on qualification, objection handling, personalization, discovery, and meeting creation.
• Experience building or materially improving outbound, re-engagement, or pipeline-generation programs.
• Strong analytical skills with the ability to diagnose funnel and conversion issues.
• Experience partnering closely with RevOps, Marketing, Customer Success, AEs, and Sales leadership.
• Comfort working with CRM, sales engagement, call intelligence, reporting, automation, and AI-powered sales tools.
• Strong understanding of pipeline quality and downstream revenue impact, not just activity metrics.
• Ability to create structure, process, and accountability in a changing environment.
• Experience hiring, developing, and performance-managing SDR talent.
• Ability to operate independently and help build the function while the broader GTM model continues to evolve.

Bonus Points

• Experience implementing or optimizing an AI SDR or conversational sales platform.
• Experience with tools such as Salesforce, Outreach, Nooks, Qualified, Clay, or similar platforms.
• Experience standing up an outbound motion within a historically inbound-heavy organization.
• Experience within nonprofit technology, SMB, mid-market, or multi-product SaaS environments.
• Experience leading an SDR organization through a GTM transformation or role redesign.
• Experience creating SDR playbooks, qualification frameworks, coaching programs, call rubrics, and dashboards.
• Experience leading sales development across multiple products, brands, or ICPs.

Why This Opportunity

This is an opportunity to do more than manage an existing SDR team. You'll help redefine how sales development operates in an AI-forward organization.

You'll have the opportunity to build the systems, coaching culture, outbound strategy, AI-human workflows, and performance standards that shape the next stage of the company's growth.

For a leader who enjoys developing people while also thinking strategically about AI, automation, pipeline generation, and the future of sales development, this is a chance to have a significant impact on the organization.