Sr. Sales Development Representative Manager

Location: Austin, TX
Reports To: Director, Global SDR Team

Overview
We’re building a world-class Sales and Account Development team and are looking for a strategic, hands-on leader to help drive that vision across the Americas. You’ll lead a high-performing team of SDRs and ADRs, partner cross-functionally with Sales, Marketing, and Sales Operations, and deliver scalable outbound and inbound programs that generate qualified pipeline and accelerate revenue. You bring experience in cloud infrastructure or data platforms, a strong outbound and inbound background, a positive attitude, and a winning mindset. You lead with accountability and bring a track record of driving process excellence in high-growth environments.

Key Responsibilities

Revenue and GTM Strategy

• Serve as a key contributor to the pipeline generation strategy for the Americas
• Align with Sales and Marketing on outbound campaigns, inbound conversion, and territory planning
• Identify and close performance and process gaps across the development funnel
• Partner with Sales leadership to align on shared goals, feedback loops, and regional strategy

Team Leadership

• Hire, onboard, and develop high-performing SDRs and ADRs
• Build a culture of performance, accountability, and internal career growth
• Deliver ongoing coaching to elevate prospecting, discovery, qualification, and meeting conversion
• Coach the team to effectively engage with both technical and executive decision-makers

Outbound and Inbound Excellence

• Lead by example in outbound execution with calls, messaging, and live coaching
• Guide strategy for outbound prospecting and inbound lead conversion
• Develop messaging frameworks and sequences that resonate with technical and business audiences
• Champion rapid follow-up and conversion best practices for inbound leads

Process and Operational Excellence

• Ensure consistent execution across workflows, cadences, and handoffs
• Establish and enforce scalable process standards
• Use Salesforce, Outreach, 6sense, and Sales Navigator to drive insights and performance
• Track key performance metrics and maintain strong CRM hygiene

Horizontal / Cross-Functional Responsibilities

• Marketing Partnership: Co-develop GTM campaigns, nurture programs, and messaging themes for target segments and verticals. Provide SDR feedback to optimize content and campaign ROI.
• Sales Collaboration: Partner with Sales leaders on account prioritization, sales plays, pipeline coverage, and discovery handoffs. 
• Sales Enablement: Partner with Enablement to build and iterate onboarding, continuous learning paths, and certification programs that reinforce key skills and messaging.
• Sales Operations: Collaborate on KPI frameworks, reporting cadences, process automation, and data integrity to optimize funnel efficiency.
• Product and PMM Alignment: Provide structured feedback from the frontlines to Product Marketing and Product teams on messaging resonance, market objections, and feature gaps.
• People Partner Engagement: Work with our people team to drive inclusive hiring, career development programs, and employee engagement across the GTM org.
• Executive Communication: Serve as a key voice in Americas pipeline reviews and contribute to executive-level reporting on funnel generation, performance trends, and GTM risk mitigation.

Required Experience

• 4+ years managing high-performing SDR or ADR teams
• 2+ years in a quota-carrying role (SDR, ADR, or AE) with strong outbound success
• Experience supporting both enterprise and commercial segments
• Proven ability to drive pipeline through outbound and inbound strategy, process improvement, and coaching
• Experience in enterprise infrastructure software, ideally in data, cloud, or AI
• Familiar with Salesforce, Outreach, Sales Navigator, and enrichment or intent tools

Bonus

• Experience in product-led growth environments
• Knowledge of NoSQL, SQL, DBaaS, and real-time analytics
• Background in AI infrastructure or developer tools