Manager, Sales Development

The Role:

We're hiring a Sales Development Manager to lead a team of SDRs focused on Nasuni's core platform. This isn't a "learn management on the job" role — it's a leadership seat for someone who has already managed a team, knows how to read a funnel, and can coach reps to hit numbers consistently.

What You'll Own

Pipeline & Performance

• Full ownership of your team's pipeline generation targets for Nasuni's core platform
• Weekly and monthly reporting on rep activity, meetings booked, SALs, SQLs, conversion rates, and pipeline dollars — you know your numbers cold
• SAL-to-SQL and SQL-to-Opportunity conversion quality — you don't just book meetings, you book meetings that convert
• Forecasting your team's output and flagging risks before they become misses

Coaching, Mentorship & Talent Development

• Direct management and daily coaching of 8+ SDRs with a focus on skill-building, call quality, and prospecting effectiveness
• Serve as a mentor and career advocate for every rep on your team — helping them develop not just as SDRs but as future AEs, managers, and sales professionals
• Structured 1:1s grounded in data — you show reps exactly where they stand and build plans that move the needle
• Create an environment of high accountability and high support — reps should feel challenged and invested in, not micromanaged
• Execution of a 30-60-90 onboarding program that accelerates new hires to productivity
• Performance management that's direct and development-oriented — you have tough conversations early so they don't become bigger problems later
• Building a bench of talent that the broader sales org wants to promote from — your success is measured partly by how many reps grow into their next role

Process & Operations

• Design and iterate on prospecting playbooks, outreach sequences, and territory strategies for the Nasuni market
• Monitor and enforce speed-to-lead standards, activity benchmarks, and CRM hygiene across your team
• Partner with RevOps on Salesforce reporting, lead routing, and process improvements
• Identify bottlenecks in the funnel and bring solutions — not just observations — to leadership

Cross-Functional Partnership

• Work directly with AEs and Sales Leadership on handoff quality, feedback loops, and territory alignment
• Collaborate with Marketing on campaign execution, lead flow, and event support
• Partner with Product Marketing on competitive positioning, messaging, and talk tracks
• Represent your team's performance and insights in leadership meetings with confidence and precision

What You Bring

Required

• 1+ years managing or team-leading an SDR/BDR team in a B2B SaaS environment, with direct ownership of a team pipeline number
• 3+ years total experience in Sales Development (IC + management combined)
• Demonstrated ability to coach reps using data — you can pull a rep's metrics, diagnose what's broken, and build a plan on the spot
• Fluency in Salesforce reporting, pipeline metrics, and funnel math (conversion rates, coverage ratios, activity-to-outcome analysis)
• Experience running structured 1:1s and performance reviews that drive real behavior change
• Track record of cross-functional collaboration with AEs, Marketing, and RevOps
• Strong written and verbal communication — you can present to leadership and write a Slack message that gets people moving with equal skill

Preferred

• Experience in file storage, infrastructure, cloud, or data management SaaS
• Familiarity with sales engagement platforms (Outreach, Salesloft, or similar)
• Background in managing against both inbound and outbound motions

What Makes This Role Different

• Real ownership. You run a team against Nasuni's core pipeline number. Your team, your number, your playbook.
• Data-driven culture. Our SDR org is built on metrics, not gut feel. You'll have the tools, dashboards, and leadership support to manage by the numbers.
• Growth trajectory. You're joining a scaling SDR org led by a director who invests in manager development.
• Strategic exposure. You'll work across Sales, Marketing, RevOps, and Product — building the cross-functional muscle that separates managers from future directors.