Sales Development Manager

GelSight® is a pioneering tactile imaging company redefining the boundaries of 3D surface characterization and digital touch. Our proprietary technology translates the sense of touch into rich digital data, helping customers in aerospace, defense, energy, and advanced manufacturing make products safer, more reliable, and more human-centric through our proprietary solutions.

Our imaging-based metrology systems combine advanced optics, computer vision, Artificial Intelligence/Machine Learning, and scalable software to deliver precision insights anywhere - from the lab to factory floors to field environments.

Job Description

The Sales Development Manager is a senior, hands-on role responsible for owning GelSight’s top-of-funnel execution and early-stage technical engagement. This position sits at the intersection of engineering, sales, and marketing, with full accountability for HubSpot operations, outbound email programs, lead qualification, and technical product demonstrations.

The Sales Development Manager is expected to operate with minimal oversight, bring structure to a fast-growing sales organization, and convert technical interest into high-quality, sales-ready pipeline. Success in this role requires deep experience in fast-growth B2B environments, strong technical credibility with engineering audiences, and disciplined use of data and reporting to continuously improve funnel performance.

We are looking for this Sales Development Manager to work in our Waltham, MA offices.

Responsibilities

• Own end-to-end top-of-funnel execution, from first touch through sales-qualified opportunity.
• Operate and govern HubSpot: lead lifecycle stages, lists, sequences, dashboards, and reporting.
• Build, manage, and execute targeted outbound email lists and campaigns segmented by industry, application, and persona.
• Qualify inbound and outbound leads through structured technical discovery with engineers, quality leaders, and program managers.
• Deliver high-quality technical product demonstrations (virtual, on-site, events) aligned to customer use cases.
• Ensure clean CRM data, disciplined activity logging, and accurate funnel reporting
• Track and report funnel performance, outbound effectiveness, and demo-to-pipeline conversion.
• Collaborate closely with Sales, Marketing, and Applications to improve messaging, conversion rates, and deal progression.
• Provide voice-of-customer feedback to inform product, applications, and go-to-market strategy.

Qualifications

• 10+ years of experience in fast-growth B2B technology companies, preferably selling complex hardware-software systems.
• Bachelor’s degree in engineering, computer science, materials science, or a related technical field (or equivalent practical experience).
• Proven ownership of top-of-funnel execution, including inbound, outbound, and demo-driven pipeline creation.
• Expert-level, hands-on experience with HubSpot, including:
  • Designing and managing lead lifecycle stages and handoff logic.
  • Building and maintaining dynamic outbound email lists.
  • Creating and optimizing sequences, workflows, and automation.
  • Developing dashboards and reports used by sales leadership.
  • Enforcing CRM discipline, data hygiene, and system governance.
• Demonstrated success building and executing outbound email programs with measurable pipeline impact.
• Strong technical discovery skills; able to engage credibly with engineers, quality leaders, and program managers.
• Experience delivering technical product demonstrations that convert to qualified opportunities.
• Comfortable operating in fast-changing, ambiguous environments with limited structure
• Highly disciplined operator with strong attention to detail and follow-through.
• Clear, concise written and verbal communication skills for technical and executive audiences.