Manager, Sales Development
$70,500–$105,000 year
On-site · Waltham, Massachusetts, United States or Bethesda, Maryland, United States
Job Summary
Manager, Sales Development lead and mentor for a Mid Market SDR team, accountable for building and training the team to identify, contact, and create qualified opportunities. Drive the evolution of AI-native selling and modern prospecting strategies, shape SDR performance metrics, coach through shadowing and role plays, and partner with Marketing and Account Management to develop territory-based campaigns. Oversee SDR reporting and dashboards for clear stakeholder visibility, iterate on processes, hiring profiles, training, and enablement aligned to ZoomInfo values. Also assist with recruiting, onboarding, and professional development of Sales Development Representatives. Requires experience managing SDRs in mid-market or enterprise environments, a proven outbound pipeline track record, familiarity with Salesforce and tools like Outreach and ZoomInfo, and a customer-centric, data-driven mindset.
Required Qualifications
- 1+ years management experience in Mid-Market or Enterprise sales or sales development
- track record of delivering sales pipeline in a fast-growing company
- understanding of outbound SDR motion and motivating early-career sellers
- ability to leverage AI/tools to evolve SDR role
- experience prospecting into Mid-Market accounts (100-1000 employees)
- proficiency with CRM and sales tech ecosystem (Salesforce, Outreach, ZoomInfo)
- excellent active listening and collaboration with prospects and colleagues
- ability to recruit, hire, and onboard new Sales Development Representatives
- familiarity with defining performance metrics and coaching methodologies
- experience building campaigns with marketing and account management teams
- ability to lead through shadowing, role plays, and 1:1 performance reviews
- comfort with data and dashboards for stakeholder reporting
- knowledge of ZoomInfo offerings and GTM solution exposure
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