Manager, Sales Development

Summary

Join Field Nation as the Manager, Sales Development and lead a high-performing team responsible for qualifying accounts, driving pipeline growth, and generating revenue. This critical role involves recruiting, training, and developing the Sales Development Representatives (SDRs), establishing performance goals, and providing coaching. You will monitor key metrics, collaborate with the marketing team to align sales development activities, and develop playbooks and outreach strategies. The ideal candidate possesses 5+ years in business development or sales, including 2-3 years in leadership, a proven track record of exceeding targets, and strong analytical skills. Expertise in B2B SaaS or technology is preferred. Field Nation offers unlimited paid time off, an annual vacation bonus, individualized growth plans, competitive benefits, and exposure to cutting-edge technologies.

Requirements

• 5+ years in business development, sales, or demand generation roles, including 2-3 years in leadership or team management
• Proven track record of exceeding pipeline and revenue targets; experience in B2B SaaS or technology industries and consumption-model environments is strongly preferred
• Exceptional ability to lead, coach, and motivate teams with a customer-first mindset, ensuring prospects remain at the core of strategies
• Strong analytical skills with experience interpreting performance metrics (e.g., outreach effectiveness, touchpoints, pipeline health) to optimize strategies and drive results
• In-depth understanding of pipeline development, marketing-to-sales alignment, and demand generation best practices
• Skilled in using CRM systems (e.g., Salesforce) and sales enablement tools (e.g., Outreach, LinkedIn Sales Navigator, ZoomInfo)
• Proven success in fostering alignment between marketing and sales teams to achieve pipeline and revenue goals

Responsibilities

• Recruit, train, and develop a high-performing team of Sales Development Reps skilled in lead qualification, opportunity creation, and account support
• Establish clear performance goals, foster a culture of accountability and growth, and provide regular coaching to enhance outreach techniques and objection handling
• Monitor and analyze key metrics like meeting-to-opportunity conversion rates and outreach touchpoints to refine processes and drive continuous improvement
• Collaborate with the marketing team to align Sales Development activities with campaigns, ICPs, and pipeline goals, ensuring consistent messaging and effective engagement strategies
• Create and maintain playbooks, scripts, and outreach templates to standardize and optimize team execution
• Work closely with Revenue Marketing and Marketing Operations to prioritize target accounts, refine ICPs, implement workflows, and streamline lead management
• Develop and manage approaches to drive engagement and usage for new accounts, ensuring alignment with broader marketing efforts and pipeline objectives

Preferred Qualifications

Familiarity with Account-Based Marketing (ABM) and target account strategies is a plus

Benefits

• Unlimited paid time off
• Annual vacation bonus - yes, we’ll pay you a bonus to take paid time off!
• Individualized growth + development plans
• Strong values around work/life balance
• Community involvement opportunities
• Competitive benefits: medical, dental, vision, paid parental leave + 401K
• Exposure to cutting-edge technologies to solve meaningful problems