Senior Manager, Sales Development

About the Job:

We're looking for a leader to own our inbound pipeline-generation discipline, turning inbound, lead, account, and product demand into qualified pipeline for sales. This team sits at the center of how we grow. You'll own the output, operating model, and team to deliver across more than one motion: responding to inbound leads and hand-raisers, engaging marketing-engaged accounts, and capturing product-led demand from trials and product usage.

This is a builder's role. You'll inherit a team producing great results and a function we're investing in, with new sources, expanding motions, and a team covering multiple geographies. We want someone who can sustain the momentum, build incremental growth, and develop early-career reps into the next generation of top sellers.

Responsibilities:

• Own inbound pipeline generation across three distinct motions: responding to inbound leads and hand-raisers, marketing-engaged accounts, and capturing product-led demand. Build the plays, enablement, and metrics each motion needs.
• Build and own the operating model: SDR pipe forecasting, pipeline-gen reviews, performance management, and the SLAs and routing that move demand across self-serve, product-led, and enterprise paths. These are procedures that span marketing, sales, and product.
• Lead, coach, and develop the team. Build the growth path to AE. Define what progression looks like, develop reps toward it, partner with sales leadership on how and when people graduate, and keep that path equitable across geographies. This is a core part of the job as many of our best AEs are graduated SDRs.
• Stand up repeatable processes, playbooks, and onboarding so performance is consistent and not dependent on heroics.
• Partner across demand generation, ABM and field marketing, sales leadership, RevOps, and product and DevRel. Engage prospects, customers, and external stakeholders directly when it moves the work forward.
• Own the conversion economics across all three motions, from demand to qualified pipeline and clean handoff. Know the math, find the leaks, and improve conversion and handoff quality, recognizing decisions here carry real near-term pipeline and cost impact.
• Act as the primary stakeholder for the lead-flow engine and SDR tech stack; partnering closely with RevOps and Marketing to identify friction in the funnel, improve follow-up automation, and ensure our tooling empowers reps rather than slowing them down.
• Bring modern tooling and AI into the team's workflow to make reps faster and more effective, not to replace them.

Qualifications:

• Experience leading an inbound or SDR func