Sales Development Manager

ClearGov provides financial planning, budgeting, reporting, compliance, and transparency software for local governments and school districts. The Sales Development Manager will build, lead, and scale the sales development team by hiring, coaching, managing performance, and creating a steady flow of qualified opportunities for Account Executives.

Responsibilities:

• Help to hire, onboard, and train a high-performing team of SDRs
• Coach and develop SDRs through regular 1:1s, call shadowing, scorecarding, and performance reviews
• Set and manage team quotas and KPIs, including cold call volume, email volume, and demos booked per rep, per quarter
• Partner with across Sales (Account Executives) to develop strategic plans that optimize pipeline creation and growth
• Own team performance against pipeline generation targets, ensuring a steady flow of qualified opportunities to the sales org
• Refine and continuously improve outbound prospecting strategy, messaging, and objection-handling playbooks
• Partner with Marketing to manage inbound lead flow, ensure SLAs are met, and deliver feedback on lead quality
• Own CRM (Salesforce.com) and prospecting tool (Gong) processes for the SDR team, ensuring accurate, timely, and detailed data hygiene
• Analyze team metrics and reporting to identify trends, coaching opportunities, and process improvements
• Foster a positive, competitive, and collaborative team culture that reinforces ClearGov's core values
• Support career development and pathing for SDRs, including promotion readiness to Solutions Advisor and other internal roles

Requirements:

• 4+ years of SaaS sales development experience, including 1+ year in a management, team lead, or mentorship capacity
• Proven track record of building, coaching, and scaling a high-performing SDR or sales team
• Superior pre-call planning, opportunity qualification, and objection-handling skills, with the ability to teach these skills to others
• Consistent track record of achieving or exceeding team lead generation and pipeline targets
• Strong communication and presentation skills, both verbal and written
• Salesforce.com (or other CRM) and Gong (or other prospecting tool) experience required
• Proven ability to influence via indirect authority, both with reps and cross-functional partners
• Ability to thrive and lead in a fast-paced, startup environment
• Experience selling to government entities a PLUS
• Experience building an SDR function from an early stage a PLUS