Sales Development Manager (SDR)

Summary

Join AirGarage, a company revolutionizing urban real estate by digitizing and optimizing parking spaces, as a Sales Development Manager. You will lead a team of SDRs, driving outbound performance, team development, and pipeline contribution. This role involves coaching reps, hiring new talent, refining outbound strategies, and collaborating with leadership to build a strong foundation for long-term success. You will be responsible for evaluating the current sales process, identifying areas for improvement, and defining a future playbook for success. This is a unique opportunity to shape and scale the top-of-funnel function at a fast-growing startup tackling one of the last offline industries.

Requirements

• 2+ years experience managing an SDR team in a consultative outbound sales environment
• Strong passion for coaching reps through real-time feedback, call reviews, and structured 1:1s
• Deep understanding of outbound sales metrics and how to drive pipeline production
• Proven experience hiring, ramping, and developing high-performing SDRs
• Comfortable operating in a remote, performance-oriented environment
• Strong organizational and analytical skills; you love reviewing data to find insights
• Experience using tools like Salesforce, ZoomInfo, and outreach platforms like Outreach or Salesloft
• Direct and effective communication style with both team members and leadership
• Previous experience in early-stage startups where sales playbooks need development

Responsibilities

• Lead and manage the SDR team
• Run daily standups, weekly 1:1s, and ongoing training sessions
• Coach SDRs on calls, email outreach, and qualification to drive consistent performance
• Foster a high-performance, curiosity-driven culture
• Own pipeline generation strategy
• Track and report on SDR metrics including outreach volume, meetings booked, and pipeline sourced
• Partner with Sales Enablement to iterate on talk tracks, cadences, and outbound strategy
• Analyze call data and performance trends to optimize results and run experiments
• Coach for excellence
• Run regular call coaching and feedback sessions
• Create clear development plans to help SDRs level up into closing roles
• Build a strong bench of talent through career pathing and mentorship
• Recruit and onboard top talent
• Own hiring for the SDR team including sourcing, interviews, and selection
• Build and execute onboarding and ramp programs to get new reps productive quickly
• Partner with Enablement to ensure scalable systems for training and development
• Collaborate cross-functionally
• Partner with Sales, Marketing, and Ops to align messaging and go-to-market execution
• Provide feedback from the field to inform GTM strategy
• Share learnings to improve team-wide processes and performance

Preferred Qualifications

• Experience working with or selling to real estate, property management, or similar traditional industries
• Previous experience as a startup's SDR manager

Benefits

• Equity: Have a stake in the business that you’re helping to build and grow
• Work remotely: Live and work wherever you like! We believe in folks working where they are happiest and most productive. We currently hire teammates that are located anywhere within North America
• Health insurance: We offer health insurance and currently cover 85% of the cost of medical plans for the primary employee and 50% of the cost of plans for dependents
• Home office setup: Get a laptop + additional equipment needed to set you up for success
• Time to recharge: We have an unlimited PTO policy with a minimum requirement of 10 days per year
• 401k: Make financial planning right for you with a 401k retirement savings program
• Team Off-sites: ~2 times per year our team comes together for a full week in places like Tahoe, Puerto Vallarta, San Diego, and Austin
• BookGarage: Our team loves to learn and grow together so join us for our optional recurring book club
• Room to grow:  Our team will be orders of magnitude larger within a few years, as a part of our foundational team you'll have opportunities to grow with us
• Transform our cities: The opportunity to change the way that the world thinks about real estate use in our cities
• Work with a diverse team: At AirGarage, we've always been committed to building a thriving team that represents the communities we serve. Our team is currently 40% female and 30%+ from underrepresented communities