Sales Manager
About The Role The role leads a team of sales development representatives responsible for generating qualified pipeline for a fast-growing B2B SaaS business. This is a player-coach position: managing daily activity, coaching reps on discovery and outreach, and owning the numbers that connect marketing spend to sales revenue. The team operates in a metrics-driven environment built on tools like Salesforce, Outreach, and Gong. The role matters because pipeline generation is the growth engine — the quality and consistency of this team directly determines how much revenue the sales organization can close.
Key Responsibilities
Lead, coach, and develop a team of 6-10 SDRs through weekly 1:1s, call reviews, and shadowing sessions Own team quota for qualified meetings booked and sales-accepted pipeline generated each month Build and optimize outbound sequences across email, phone, and LinkedIn using Outreach and Salesloft Analyze funnel metrics — connect rates, meeting show rates, conversion to opportunity — and adjust playbook and territories accordingly Partner with marketing on lead routing, ICP definition, and campaign feedback loops Maintain forecasting accuracy and pipeline reporting in Salesforce for revenue leadership Hire, onboard, and ramp new reps; build career paths that retain top performers What We Are Looking For 3-6 years in B2B SaaS sales, including 2+ years managing an SDR or inside sales team Track record of hitting team pipeline and quota targets consistently Hands-on experience with Salesforce (or similar CRM) and sales-engagement platforms like Outreach or Salesloft Strong coaching skills with the ability to diagnose skill gaps and improve rep performance quickly Data fluency: comfortable building dashboards and making territory, sequencing, and staffing decisions from metrics Excellent written and verbal communication; able to represent the team to sales and marketing leadership Bonus: experience selling to technical buyers (developer tools, cloud, data infrastructure) or building an SDR function from scratch