Senior Sales Development Manager

Summary

Join HST Pathways, a rapidly growing, fully remote SaaS company, as our Senior Sales Development Manager. Reporting to the VP of Marketing, you will lead and mentor a team of approximately 8 SDRs, driving pipeline creation and exceeding expectations. You will define and manage KPIs and OKRs, optimize the SDR tech stack, and develop and implement a roadmap for AI and automation enhancements. This role requires experience leading an outbound SDR team, strong communication and coaching skills, and a passion for pipeline and rep development. The company offers a remote work environment, comprehensive health benefits, flexible PTO, paid parental leave, 401k matching, and a learning and development allowance. HST Pathways is committed to fostering a diverse and inclusive workplace.

Requirements

• Experience leading an outbound SDR team
• Effective communicator, sales coach, and motivator
• Comfortable spanning across strategic decision making and tactical execution
• Motivated and driven to exceed expectations in a team environment
• Understanding of modern Sales Development philosophies
• Proven creativity and problem-solving skills; ability to work around obstacles and solve problems with minimal direction
• Strong organizational/time management skills; ability to prioritize work and meet deadlines in a fast-paced environment
• AI fluency to improve SDR processes
• When applying, please share your preferred cold calling framework. This can be created by someone else or one that you’ve created by combining others’ frameworks and your experience

Responsibilities

• Program Development Define, track, and manage team and individual KPIs and OKRs
• Partner with RevOps to optimize reporting and ad-hoc analysis
• Update and continuously improve the SDR playbook
• Optimize and improve the SDR tech stack (e.g. Outreach, Gong, our AI cold calling trainer, LinkedIn Sales Navigator, ChatGPT, Salesforce, ZoomInfo, etc.)
• Develop and implement a roadmap to add more AI and automation to help improve the SDRs (not replace them)
• Recruiting and Training Attract, hire, develop, and retain world-class SDRs that fit with the ideal candidate profile and are poised to succeed at HST
• Onboard and ramp new hires to get up to speed quickly on the company, industry, and job
• Ongoing Managing and Coaching Coach, mentor, and motivate a team of ~8 SDRs
• Help SDRs hit quota by providing candid feedback, conducting 1:1 coaching sessions, and advising on specific account pursuits
• Ensure adoption of key processes and tools across the team
• Conduct weekly trainings, run regular SPIFs, and develop a library of bite-sized trainings for common activities
• Prepare SDRs to progress in their careers at HST with options to become full cycle AEs, Inbound Marketers, Customer Success Managers, or RevOps Analysts
• Sequence and Campaign Development and Optimization Collaborate with Inbound Marketing to launch integrated Inbound + Outbound + Sales campaigns across specialized plays and ABM campaigns
• Leverage existing Sales and Marketing content to develop effective prospecting sequences, and track sequence performance over time to optimize them
• Ensure the team reaches out to the right accounts with the right message at the right time
• Leverage existing intent signals to help prioritize accounts to target

Benefits

• Remote work environment
• Health benefits paid for employee
• Flexible Paid Time Off Policy
• 11 company holidays per year
• Paid parental leave
• 401K with matching contributions
• Learning and development allowance