Manager, Sales Development

How you'll add value:

• Performance Management & Coaching: Deliver daily guidance and structured weekly 1:1s to review metrics, pipeline health, and call/email strategy; conduct regular call coaching and messaging reviews to improve connect rates, meetings set, and SQL conversion. 
• Outbound Excellence (US SMB Restaurant Market): Own outbound motion design and execution for SMB restaurants in the United States, including ideal customer profile (ICP) clarity, list strategy, sequencing, objection handling, and territory/cadence alignment with AEs. 
• Goal Attainment: Meet and exceed quotas for qualified opportunities and pipeline generated; maintain a high standard of quality in prospect interactions and rigorous adherence to SLAs. 
• Training & Enablement: Lead ongoing training on outbound best practices (cold calling, email copy, social touches), discovery, qualification frameworks, and product/value messaging tailored to the restaurant SMB segment. 
• Process & Systems: Partner with Marketing, RevOps, and Marketing Ops to optimize lead/account routing, sequencing, and CRM hygiene; standardize workflows that increase efficiency and predictability. 
• KPI Tracking & Reporting: Establish, track, and analyze SDR KPIs (e.g., activities, connects, meetings set, show rate, SQO/SQL conversion, pipeline sourced); leverage data to identify trends and drive targeted improvements. 
• Leadership & Culture: Foster a positive, inclusive, high-performance culture built on accountability, continuous learning, and team recognition. 
• Cross-Functional Collaboration: Work closely with Marketing on campaign alignment and feedback loops; partner with AE Leadership on account plans, persona messaging, and handoff quality to improve downstream conversion. 
• Strategic Input: Contribute to quarterly planning for capacity, coverage, tools, and enablement; recommend experiments to improve outbound effectiveness in the SMB restaurant market. 
• Additional duties as assigned. 

What you'll need to be successful in this role:

• Prior experience directly managing SDR/BDR teams is required, with a consistent track record of helping teams meet or exceed pipeline creation goals. 
• Strong proficiency in English (written and verbal), with the ability to coach high-quality prospecting outreach, discovery, and objection handling. 
• Deep familiarity with outbound SDR motions for SMB segments, including cold calling, email sequencing, and multi-channel cadences tailored to US-based prospects. 
• Proficiency with SDR/BDR tools and methodologies (e.g., CRM, sequencing/engagement platforms, data providers, conversation intelligence) and the ability to train the team on best practices. 
• Strong analytical skills to interpret performance data, identify trends, and inform decisions on coaching, targeting, and process optimization. 
• Proven ability to teach, coach, and elevate individual contributors; adept at change management and building scalable processes. 
• Excellent organization and time management; able to operate autonomously, set priorities, and deliver results in a fast-paced environment. 
• Experience collaborating with cross-functional teams (Marketing, RevOps, Marketing Ops, Enablement) to improve campaign alignment, lead flow, and handoff quality.