Manager, Sales Development

Summary

Join Instructure as a Sales Development Manager to lead a team of Sales Development Representatives focused on the Higher Education market. You will manage daily operations, pipeline development, and coaching of SDRs. Responsibilities include hiring, onboarding, and supporting SDR career growth. You will be data-driven, setting targets and analyzing performance using tools like Salesforce and Tableau. This fully remote role requires building cross-functional relationships and implementing creative strategies to maximize market engagement. The ideal candidate will have 2+ years of software/SaaS sales experience and a proven track record of success managing inbound and outbound SDR functions.

Requirements

• 2+ years of experience in software/SaaS sales with a strong performance track record
• Demonstrated success managing or supporting both inbound and outbound SDR functions
• Passion for coaching and mentoring emerging talent
• Ability to collaborate effectively across departments and with senior stakeholders
• Executive presence; confident in leading meetings with senior leadership
• Coachable, receptive to feedback, and committed to continuous learning
• Exceptional written and verbal communication skills
• Strategic thinker with the ability to plan, prioritize, and drive innovative lead generation strategies

Responsibilities

• Manage all day-to-day operations of the SDR team, including both inbound and outbound functions
• Own pipeline development strategies and execution across the Higher Education (HIED) market
• Coach and mentor SDRs to drive individual and team performance
• Support SDR career growth, including internal mobility and promotions
• Hire and onboard high-performing SDRs as needed
• Drive the generation of high-quality pipeline for the Sales team that contributes to revenue goals
• Be data-driven: Set targets, forecast pipeline generation, analyze performance, and leverage tools like Salesforce and Tableau
• Build cross-functional relationships with Sales, Marketing, RevOps, and other stakeholders
• Oversee multiple projects and initiatives to scale SDR impact
• Continuously evolve and implement creative inbound and outbound strategies to maximize market engagement

Preferred Qualifications

Experience or familiarity with Higher Education (HIED) sales or go-to-market strategies is strongly preferred

Benefits

• Competitive salary and 401k
• Medical, dental, disability, and life insurance
• HSA program, vision, voluntary life, and AD&D
• Tuition reimbursement
• Paid time off, 11 paid holidays, and flexible work schedules
• LifeStyle Spending Account