The Sales Development Manager leads and coaches a team of SDRs, develops lead generation strategies, monitors performance, and collaborates with sales and marketing to optimize conversions.
About the Role
As the Sales Development Manager you will be responsible for leading, coaching, and managing a team of SDRs to generate qualified leads and build sales pipeline. This involves strategic planning, setting performance goals, developing team members, and collaborating with sales and marketing departments to optimize lead generation and conversion processes.
Team Dynamic
At Validity we have worked hard to build a culture focused on individual accountability driving towards a collective team goal. Above all else, we are a team that drives one another to be the very best we can be...with passion and a purpose.
Position Duties and Responsibilities
Team Leadership
The Sales Development Manager is a critical role that requires a unique blend of leadership, sales, and technical skills. To excel in this position, an individual must possess the following essential skills and qualifications:
As the Sales Development Manager you will be responsible for leading, coaching, and managing a team of SDRs to generate qualified leads and build sales pipeline. This involves strategic planning, setting performance goals, developing team members, and collaborating with sales and marketing departments to optimize lead generation and conversion processes.
Team Dynamic
At Validity we have worked hard to build a culture focused on individual accountability driving towards a collective team goal. Above all else, we are a team that drives one another to be the very best we can be...with passion and a purpose.
Position Duties and Responsibilities
Team Leadership
- Hire, train, onboard, and mentor SDRs to build a high-performing team and develop them into future sales-ready candidates.
- Develop and refine lead generation and qualification strategies in collaboration with Sales and Marketing teams.
- Work closely with the Demand Gen team to provide feedback on MQLs and campaigns.
- Monitor team and individual performance through dashboards and metrics and provide regular coaching and feedback to help the team meet or exceed targets.
- Conduct one-on-one meetings, provide Gong call coaching, and team coaching sessions to improve outreach efforts and professional growth.
- Manage Outreach sales engagement tools.
- Implement and oversee Validity approved AI tools for increased engagement.
- Manage BookIt and Qualified activity.
- Monitor outbound activities and ensure data accuracy. A
- Accurately report against weekly, monthly and quarterly KPIs.
- Act as a liaison between the SDR team, Sales team, and Marketing to provide feedback on lead quality and conversion.
- Work in collaboration with Marketing Program Managers, and Product Marketing to develop effective messaging to convert inbound interest into qualified pipeline.
The Sales Development Manager is a critical role that requires a unique blend of leadership, sales, and technical skills. To excel in this position, an individual must possess the following essential skills and qualifications:
- A track record of proven leadership and management skills, with 3-5 years of experience running SDR teams.
- Proven experience with both inbound and outbound campaign management and optimization.
- A deep understanding of sales processes and methodologies, including lead generation, qualification, and conversion.
- Familiarity with sales forecasting and pipeline management, including data analysis and reporting.
- Demonstrate strong communication and interpersonal skills to build trust and rapport with team members.
- Resolve conflicts and problems efficiently, with a focus on finding solutions that benefit the team and the organization.
- Proven Technical proficiency with Salesforce CRM, Outreach, Gong, LinkedIn, etc.
- Bachelor’s degree in business or marketing preferred, or equivalent combination of education and experience.
Top Skills
Gong
LinkedIn
Outreach
Salesforce CRM
Validity Inc. Boston, Massachusetts, USA Office
100 Summer St, Suite 2900, Boston, MA, United States, 02110
Similar Jobs
.png)
Fintech • Information Technology • Payments • Productivity • Software • Travel • Automation
Manage a team of sales development representatives, design training programs, optimize SDR processes, and drive pipeline growth through effective leadership and cross-functional collaboration.
Top Skills:
Data AnalysisReportingSaaS
Big Data • Cloud • Information Technology • Software • Database • Analytics • Big Data Analytics
Manage a team of SDRs, providing coaching, training, tracking performance metrics, collaborating with other departments, and driving pipeline generation.
Top Skills:
CRM
Artificial Intelligence • Fintech • Greentech • Sales • Software • Travel • Hospitality
As Sales Development Manager, lead a team of 12 SDRs to meet targets, provide mentorship, and develop training programs, boosting sales success.
Top Skills:
Crm SoftwareSaaS
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
