Sales Development (SDR) Manager

Role overview

Responsibilities

• Coach and develop SDRs through one-to-ones, call reviews, deal coaching, and pipeline reviews; use performance data to guide coaching and development plans.
• Own qualified pipeline, conversion, and productivity targets; oversee inbound follow-up, outbound prospecting, and account-based plays.
• Improve cadences, messaging, and call approaches, and ensure Sales handoffs include buyer pain, relevance, and next steps.
• Partner with Sales on territories, account priorities, and handoffs; work with Field Marketing and operations on campaigns, reporting, capacity planning, and data quality.
• Build outreach, qualification, handoff, and re-engagement processes and improve adoption of playbooks, talk tracks, and tools.
• Work with AI Technical Program Managers on automation and AI for research, personalization, and coaching.
• Plan headcount, hire and onboard SDRs, and build an accountable team culture across office, hybrid, and remote teammates.

What the role requires

• At least 4 years in B2B sales development, including outbound prospecting, and at least 2 years managing SDRs or formally leading a team.
• A record of leading teams to qualified pipeline and conversion goals.
• Ability to coach calls, written outreach, discovery, qualification, and objection handling.
• Experience improving inbound, outbound, and account-based SDR processes; strong analytical judgment and experience developing talent.
• Clear, collaborative communication across Sales, Marketing, and Operations.
• Working knowledge of Salesforce, Salesloft or similar, LinkedIn Sales Navigator, and Gong or similar; curiosity about practical AI for SDR teams.
• Ability to travel within North America when needed.

Bonus experience

• SaaS or B2B software experience, selling to C-suite or senior business leaders, or managing hybrid or geographically distributed teams is a bonus.
• Experience with Orum or another parallel dialer, or AI-supported sales workflows, is a bonus.

Rewards and benefits

• Benefits include flexible hybrid work, an online learning platform, employee communities and philanthropy opportunities, comprehensive rewards, and an employee assistance program.

Workplace approach

• The role follows a hybrid schedule with two days per week in the Markham office; the team includes office, hybrid, and remote colleagues.