Sales Development Manager

Position Summary and Business Impact:

We are seeking a highly motivated and performance-driven Manager of Sales Development to lead and grow a team of inbound and outbound Sales Development Representatives (SDRs). This role plays a critical part in driving our commercial growth by ensuring consistent pipeline generation and high-quality meeting conversions for our sales organization. The ideal candidate will have proven experience leading and coaching SDR teams, managing to KPIs, and developing a culture of accountability, motivation, and continuous improvement.

What You Will Do (Key Responsibilities):

• Lead, coach, and develop a team of inbound and outbound SDRs responsible for generating qualified sales meetings.

• Monitor and manage daily, weekly, and monthly KPIs tied to activity volume, meeting conversion, and pipeline contribution.

• Implement data-driven performance management processes with consistent 1:1s, pipeline reviews, and call coaching sessions.

• Collaborate closely with Marketing and Sales leadership to align campaigns, lead quality, and conversion targets.

• Analyze team performance metrics to identify trends, gaps, and opportunities for improvement.

• Motivate the team through recognition, incentive programs, and development of career paths for top performers.

• Ensure CRM (Salesforce.com) data accuracy and adherence to SDR process standards.

• Partner with Enablement and HR to onboard, train, and continuously develop SDR team members.

• Foster collaboration and knowledge sharing between inbound and outbound teams to optimize lead handling and conversion rates.

• Provide regular reporting and insights to Commercial leadership on SDR performance and pipeline health.

Who You Are (Education and Qualification Requirements):

• Bachelors degree or similar education level is preferred

• 5+ years of sales or business development experience, including 2+ years managing SDR or inside sales teams.

• Proven success leading teams to exceed activity-based and qualified meeting KPIs in a high-growth environment.

• Demonstrated ability to use Salesforce.com and sales engagement tools for pipeline visibility and performance tracking.

• Strong understanding of inbound and outbound prospecting workflows and metrics.

• Excellent communication, leadership, and coaching skills with a passion for developing talent.

• Analytical mindset with the ability to turn data into actionable insights.

• Fluency in English required; additional languages (e.g., French) a plus.

Demonstrated Competencies:

• Performance Management: Skilled in setting clear expectations, monitoring progress, and driving accountability.

• Coaching & Motivation: Inspires high performance through positive reinforcement and developmental feedback.

• Results Orientation: Focused on achieving measurable outcomes aligned with revenue growth goals.

• Collaboration: Works cross-functionally with Marketing, Sales, and Enablement to align pipeline objectives.

• Analytical Thinking: Leverages CRM and performance data to optimize team strategy and outcomes.

• Adaptability: Thrives in a dynamic, fast-paced, and evolving commercial organization.