Manager, Sales Development Representatives

Role Summary

This position is responsible for Managing a Sales Development Representative (SDR) team and contributing to shaping a high-performing, efficient lead-qualification and pipeline-creation function.

The role centers on developing and supporting a diverse team of phone-based SDRs who drive both outbound new-logo development and inbound opportunity qualification. In addition to overseeing early-stage pipeline activities, the Sales Development Manager collaborates with Marketing and Sales leadership to design and implement processes that accelerate go-to-market execution, including strategic call-downs, targeted campaigns, and new-logo hyper-growth initiatives.

This position will oversee SDR operations and team management across the mid-market segments in North America region and is based in Dallas, Texas. This role is hybrid and requires an in-office presence three days per week.

What You Will Do

• Partner with Regional Marketing and Sales leadership to drive Americas pipeline strategy, including new-logo development and cross/upsell initiatives.
• Lead, coach, and develop a geographically dispersed SDR team, ensuring consistent performance and high-quality pipeline generation.
• Oversee inbound lead qualification and outbound prospecting to deliver sales-ready opportunities that meet monthly and quarterly targets.
• Build strong relationships with Sales, Channel, and Marketing teams to ensure alignment, smooth handoffs, and effective GTM execution.
• Collaborate with Marketing Managers to execute targeted call-downs and direct-to-market campaigns that accelerate pipeline creation.
• Work with Sales/Marketing Operations and IT to enhance SDR tools, workflows, and systems (e.g., SFDC) for greater efficiency.
• Recruit, onboard, and mentor new SDR team members; manage performance through regular coaching, feedback, and formal reviews.
• Provide clear, data-driven reporting on team productivity, pipeline contribution, and attainment to regional leadership.
• Support global SDR initiatives by contributing insights, refining processes, and aligning regional execution to global standards.
• Drive continuous improvement through proactive feedback, performance optimization, and recognition of top contributors.

What You Will Bring

• 1-2 years minimum relevant SDR Management experience
• Prior inside sales / sales development experience would be an asset
• Experience leading teams across multiple countries, languages and time zones an asset
• Experienced in a high-volume outbound, phone based lead generation/sales
• Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcomes
• Experience with technical products in the hi-tech industry. Cyber security experience an asset
• Process oriented in lead management
• Working in a channel based company, understanding of the IT channel