Job Description

Enterprise SDR Manager - What You’ll Do:

The Enterprise SDR Manager will lead and scale our outbound SDR program to meet and exceed pipeline and revenue targets. This role requires a disciplined, data-driven leader who excels in building and managing high-performing teams. You will define and implement program strategies, drive daily operations, build and lead trainings on prospecting, account planning, messaging, cold calling, qualification, and more. You will use data to drive daily countermeasures with reps, campaigns, and funnel metrics to meet and exceed pipeline targets. As a motivational player-coach, you will drive accountability with discipline, consistency, and a strategic mindset and guide SDRs to secure initial demo meetings with Enterprise Facilities Managers, Workplace Experience Strategists, and Commercial Real Estate teams. The Enterprise SDR Manager will report into the Senior Director of Demand Generation. 

This is a unique opportunity for those who are financially motivated with a performance-driven compensation structure that rewards overachievement on team performance. Responsibilities will include: 

• Leadership & Development: Recruit, train, and guide teams to operate playbooks with consistency and excellence–achieving pipeline attainment to target with data-driven coaching and operational excellence.

  • Why You’re a Great Fit: You seek out and are energized by overcoming challenges with personal effort, study, and mastery. You actively study principles of leadership, sales, business development, SaaS, and psychology. You thrive on building teams, systems, and programs from the ground up. You have independently built proven playbooks that build pipeline. You prefer environments where you can operate with autonomy, reap the rewards of your own efforts, and work with other highly-accountable professionals. You have a keen ability and passion for identifying and developing world-class talent. You are intrinsically motivated to succeed and to help those around you succeed. You are energized by speed.

  • When You’re Not a Great Fit: You prefer to lead established teams with existing systems and playbooks. You are unfamiliar with the foundations of learning and development. You do not have experience in coaching methodologies. You prefer to be spontaneous and go with the flow. You prefer a slower, predictable pace.

• Playbook Development: Build and refine multi-threaded outbound playbooks with persona and industry relevance using proven methodologies from business development thought leaders and your own expertise. 

  • Why You’re a Great Fit: You avidly seek out and develop playbooks using proven methods. You enjoy testing, iterating, and deploying multiple playbooks at scale. You believe process and consistency trump talent. You’re intrigued by learning new personas, industries, and use cases to sell to. You’re energized by being the first to spot a new use case or emerging market trend. 

  • When You’re Not a Great Fit: You prefer for other teams to develop messaging and positioning. You dislike A/B testing. You prefer to operate one playbook at a time. You don’t have strong opinions on cadence structure. 

• Coaching & Skill Building: Develop and lead ongoing training and certifications in Enterprise and mid-market messaging, cold calling, nurturing, prospecting, multi-threading, and discovery qualification to develop SDR skills and program effectiveness. 

  • Why You’re a Great Fit: You seek out competitive and team environments. You apply external feedback and personal reflection to continuously improve. You have preferred sources for sales methodology books, podcasts, e-newsletters, trainings, and LinkedIn and apply them fanatically. You prefer mid-market and enterprise sales motions and are motivated by complexity. You have perfected the art of cold calling and prefer it to email. You are extremely energized by mapping and analyzing intent signals and developing outreach plans that work.

  • When You’re Not a Great Fit: You prefer inbound and high-velocity sales motions. You prefer email and LinkedIn outreach to cold calling. You prefer list management is led by Marketing and Demand Gen ops. You prefer coaching that comes from the Enablement team. 

• Data Analysis & Reporting: Build reports and scorecards to diagnose and drive countermeasures across rep, campaign, and funnel KPIs to ensure the SDR program delivers pipeline growth to plan weekly. Clearly and succinctly communicate problem statements, countermeasures and impact to C-level leaders. 

  • Why You’re a Great Fit: You are energized by analyzing data to find patterns and uncover issues. You enjoy solving puzzles. You have an intrinsic, extreme need for efficiency. You are disproportionately motivated when you see positive changes in data based on strategies you’ve created to improve outcomes. You feel a personal sense of urgency to take action when data and KPIs are not meeting expectations to plan. You enjoy rolling up your sleeves and building your own reports in Salesforce and Excel to review data, conduct analysis, and inform your thinking. You enjoy presenting data to leadership teams. 

  • When You’re Not a Great Fit: You prefer when data is provided to you by RevOps and SalesOps. You are unfamiliar with building your own reports in a variety of systems. You prefer to go by gut and patterns you can observe through conversations. You prefer to review data monthly or quarterly. You prefer to review data in one place only, vs different data in different systems. You believe data can overwhelm SDRs and should be used sparingly in coaching.

• GTM Leadership Interlock: Expertly diagnose and drive optimizations in the funnel via powerful interlocks with Demand Gen, Sales, and Account Management leaders.

  • Why You’re a Great Fit: You’ve been a high-performing AE and have a strong point of view on what makes a good SDR . You are comfortable initiating constructive, direct conversations with AEs, Heads of Sales, and Heads of DG to address problems. When you identify negative trends, you identify solutions quickly and enroll others to follow them. You are motivated by teamwork and results, and focus feedback on solutions. 

  • When You’re Not a Great Fit: You limit feedback to your own team. You are easily frustrated when other teams are falling short and impacting yours. You prefer to “stay in your own lane.” 

The Skills, Experience, and Mindset Required:

• Hybrid Policy: 4 Days / Week In-Office

• Experience: 6-8 years of experience in B2B SaaS with a successive track record that includes Enterprise SDR, AE, and team management roles. Demonstrated experience consistently meeting and exceeding pipeline quotas with targets and metrics included. 

• Enterprise Expertise: Deep understanding of enterprise sales cycles, including multi-threading, business outcome messaging, and strategies to navigate complex buying committees and access economic buyers in the Office of the COO, CIO, CFO.

• Operational Excellence : Extreme attention to detail, organization, operational rigor, consistency, and clarity in communication. 

• Data Analysis: Expert analytical skills and track record using data to drive decision-making.

• Tech Stack Operations: Expert in operating tools as a user and team admin including Salesforce, Salesloft, 6Sense, Drift, and LinkedIn Sales Navigator to drive results. Experience building customized Salesforce dashboards to track rep, pipeline, and funnel metrics to drive execution and countermeasures. Lead recurring engagements with our solution CSMs to train BDRs on new features and workflows in our BDR tech stack.

• AI: Experience using AI to optimize playbooks, workflows, conversational email, and outbound attainment, including ChatGPT.

• Communication : Exceptional communication, coaching, and interpersonal skills. Ability to independently develop and communicate strategies, data insights, performance results, and countermeasures to executive audiences. 

• AE Interlock: Expertise in developing and operating pipeline pods with SDR-AE interlocks to with AEs to effectively account plan, prospect, and hit weekly targets for SAL, SQL, and pipeline ARR.

• Continuous Improvement : Evaluate, analyze, and refine SDR processes, workflows, and performance plans to maximize team efficiency and effectiveness. Conduct routine inspection of SDR content, messaging, calls, and meetings to tailor coaching to drive performance improvement and consistent delivery of playbooks. 

Candidates based in the US:

The OTE range for this role is $165,000- $175,000 USD. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.

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