Manager, Sales Development

Summary

Join Instructure's Sales team as a Sales Development Manager to lead a team of Sales Development Representatives focused on the Higher Education market. You will manage daily operations, develop pipeline strategies, coach and mentor SDRs, and hire high-performing individuals. Responsibilities include driving high-quality pipeline generation, leveraging data-driven strategies, building cross-functional relationships, and overseeing projects to scale SDR impact. This fully remote role requires experience in software/SaaS sales, managing inbound and outbound SDR functions, and a passion for coaching. The ideal candidate will possess strong communication, collaboration, and strategic thinking skills. Instructure offers a competitive salary, benefits package, and opportunities for professional growth.

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