Manager, Sales Development

Smartsheet is a company that has empowered teams to manage work seamlessly for over 20 years. They are looking for a dynamic and supportive Manager, Sales Development to lead a high-performing team of Sales Development Representatives, partnering with Sales and Marketing to drive qualified pipeline and accelerate revenue growth.

Responsibilities:

• Lead with Data & Accountability. Manage team against quota metrics including AQL-to-TQL conversion, TQL-to-SAL progression, and SAO attainment; coach reps on both leading indicators (activity, response times, contact diversity) and lagging indicators (conversion rates, pipeline value)
• Coach & Develop Emerging Sales Talent. Conduct regular call reviews and 1-on-1 coaching sessions; provide constructive feedback; mentor reps through complex deal scenarios and c-suite engagement; invest in rep retention and career progression
• Execute Blended Go-to-Market Strategy. Oversee inbound lead qualification and response protocols while ensuring the team efficiently executes strategic outbound campaigns with quality contacts and progressive messaging
• Optimize Team Performance. Manage scheduling, workload distribution, and pipeline velocity; identify gaps in skills or process; implement training programs that drive rep competency and confidence
• Design Incentive Structures. Develop SPIFFs and compensation plans that balance individual achievement with team collaboration; celebrate wins and maintain healthy competition
• Own the Tech Stack. Proficiently use Salesforce, BI tools (Tableau), and emerging sales technologies (AI-powered prospecting, video outreach, engagement platforms); drive adoption of new tools and continuously optimize workflows
• Partner Cross-Functionally. Collaborate with Sales, Marketing, and Customer Success to align on messaging, lead quality, retention metrics, and account-based strategies

Requirements:

• 3+ years sales experience in a SaaS or B2B enterprise environment, ideally as an SDR, Account Executive, or Customer Success professional
• 1+ years sales management or team leadership experience, with demonstrated success building and scaling high-performing teams
• Quota ownership mentality. Experience managing to and exceeding revenue or pipeline targets; comfort with data-driven decision making and metrics accountability
• Coaching excellence. Proven ability to identify rep strengths and development areas; skill in delivering both positive reinforcement and constructive feedback; track record of improving rep performance
• Blended expertise. Familiarity with both inbound demand generation and outbound prospecting; understanding of lead scoring, qualification frameworks (MEDDIC, SVS, etc.), and pipeline progression
• Technical aptitude. Proficiency with Salesforce, BI/analytics tools, comfort learning and adopting new technologies (AI tools, automation, engagement platforms)
• Remote leadership skills. Experience managing and motivating distributed teams; strong communication; ability to build culture and connection in a virtual environment
• Bachelor's degree or equivalent combination of education and professional experience
• Experience with Account-Based Sales/Marketing (ABM) strategies
• Exposure to customer retention or expansion metrics
• Experience using predictive analytics or AI-powered prospecting tools
• Previous experience hiring, onboarding, and retaining sales development talent