Manager of Sales Development

Summary

Join DebtBook as the Manager of Sales Development to lead and mentor a team of Business Development Representatives (BDRs) in exceeding pipeline generation targets. You will refine outbound prospecting strategies, collaborate with sales, marketing, and leadership, and oversee hiring and training. This player-coach role demands building processes, developing talent, and delivering measurable results. You will analyze performance metrics, optimize team processes, and maintain hands-on involvement in outreach initiatives. Reporting on team KPIs and staying informed on market trends are also key responsibilities. The ideal candidate possesses 3–5+ years of sales development experience, including 2–3+ years leading BDR teams, ideally in SaaS, B2B, or GovTech/FinTech.

Requirements

• 3–5+ years of experience in sales development or business development, with 2–3+ years of proven success in a BDR/SDR leadership role
• Track record of exceeding pipeline goals and leading high-performing BDR teams (ideally in SaaS, B2B, or GovTech/FinTech verticals)
• Experience in hiring, coaching, and developing early-career sales talent
• Familiarity with modern tech stack (Salesforce, Outreach/HubSpot, ZoomInfo, etc.)
• Demonstrated success in building or optimizing outbound programs, processes, and metrics
• Clear and confident communicator who leads with accountability and inspires high performance
• Experience working cross-functionally with AEs, Marketing, Sales Enablement, and RevOps
• Coach-first mentality with the ability to create career development pathways
• Comfortable owning, reporting, and presenting performance metrics to executive leadership
• Ability to think both strategically and tactically — rolling up sleeves to build processes, troubleshoot pipeline blockers & cold call when necessary
• Deep understanding of pipeline generation strategies and BDR compensation planning
• Data-driven and fluent in funnel metrics, conversion rates, and forecasting

Responsibilities

• Lead, coach, and develop a team of Business Development Representatives to meet or exceed pipeline generation targets consistently
• Build and refine outbound prospecting strategies, messaging, and workflows to optimize lead conversion rates
• Analyze performance metrics and continuously optimize team processes to improve efficiency and effectiveness
• Partner closely with marketing and sales leadership to align campaigns, messaging, and territory plans
• Oversee hiring, onboarding, and training for new BDR team members to ensure quick ramp-up and high performance
• Conduct regular team meetings, 1:1s, and performance reviews to foster development and accountability
• Maintain hands-on involvement in key outreach initiatives to stay close to team activities and market dynamics
• Track and report on team KPIs, pipeline contribution, and forecasted results to revenue leadership
• Stay informed on market trends, industry challenges, and competitive dynamics to help shape outbound strategies

Benefits

• Competitive salaries plus equity (stock options) for all employees
• Comprehensive health, dental, and vision insurance, 401(k) with 4% employer match
• Flexible work schedules and generous leave policies (including unlimited PTO)
• Professional development opportunities and tuition reimbursement
• Family and wellness perks