Manager – Sales Development Representative

About the Role :

As the Manager SDR, you will be responsible for leading the Sales Development team and driving the strategy, execution, and performance of the SDR function for India, SEA & META regions. You will work closely with Sales, Marketing, RevOps, and other cross-functional teams and build a predictable pipeline of qualified opportunities.

What will you do :

• Lead, coach, and develop the SDR team to consistently achieve pipeline and qualified meeting targets.
• Own the SDR strategy, including outbound prospecting, lead qualification, account segmentation, and outreach.
• Partner with Sales and Marketing teams to drive qualified pipeline
• Define and track key metrics such as meetings booked, opportunities created, conversion rates, and pipeline contribution.
• Build and optimize SDR processes, playbooks, cadences, and best practices.
• Leverage CRM, sales engagement, intent-data, and AI tools to improve team productivity and effectiveness.
• Conduct regular performance reviews, coaching sessions, and enablement initiatives for the team.
• Analyze funnel performance and implement improvements to increase productivity and conversion.
• Collaborate with RevOps and Sales Leadership on reporting, forecasting, territory planning, and GTM initiatives.
• Support hiring, onboarding, and scaling of the SDR function as the business grows.

What are we looking for?

Must Have :

• 8+ years of experience in Sales Development, Inside Sales, Business Development, or B2B SaaS sales.
• Prior experience managing and scaling SDR/BDR teams in a B2B SaaS environment.
• Strong understanding of outbound prospecting, lead qualification, account-based prospecting, and pipeline generation.
• Proven experience managing team performance against revenue/pipeline-oriented targets.
• Strong people-management, coaching, and stakeholder-management skills.
• Data-driven approach with strong understanding of sales metrics and funnel analytics.
• Experience working with CRM and sales engagement platforms such as Salesforce, HubSpot, Outreach, Salesloft, Apollo, ZoomInfo, or similar tools.
• Strong communication, presentation, negotiation, and problem-solving skills.
• Ability to work effectively with senior sales stakeholders and cross-functional teams.
• Comfortable operating in a fast-paced, high-growth SaaS environment.
• Strong ownership mindset with the ability to balance strategic thinking with hands-on execution.

Good to Have :

• Experience selling B2B SaaS / MarTech / Customer Engagement / AdTech / FinTech / Enterprise Technology solutions.
• Experience managing SDR teams across multiple geographies.
• Experience with enterprise sales motions and large-account prospecting.
• Exposure to ABM, intent data, sales intelligence, and AI-led prospecting.
• Experience building SDR playbooks, onboarding programs, and sales enablement frameworks.
• Experience partnering with Sales Leadership on territory planning and GTM strategy

Measures of Success :

• SDR team attainment against pipeline and qualified meeting targets
• Pipeline contribution and opportunity creation
• Lead-to-meeting and meeting-to-opportunity conversion
• SDR productivity and activity quality
• Process adoption and CRM hygiene
• Continuous improvement in SDR efficiency and productivity
• AI integration to optimize and automate sales processes, improve SDR productivity, and enhance prospecting and conversion efficiency