Manager, Sales Development

The Manager of Sales Development leads Everway’s SDR and Tier D account motions, setting the strategic direction, operational framework, and performance standards for how intent is converted into qualified pipeline and closed revenue. This role oversees a blended team of inbound and outbound SDRs alongside Tier D account representatives, ensuring clear ownership, focus, and alignment across both motions.

The role is responsible for driving pipeline quality and deal value by aligning SDR execution to sales priorities, account tiers, and buying dynamics, while also ensuring Tier D accounts are effectively managed from first engagement through close. This includes establishing disciplined processes, removing operational friction, and creating the conditions for both teams to focus on revenue-generating activity.

As the owner of SDR engagement strategy and tooling, the Manager of Sales Development oversees Gong as a core outbound channel, defining best practices, flow governance, performance reporting, and continuous optimization. In parallel, the role ensures Tier D account reps are supported with the structure, enablement, and prioritization needed to efficiently manage high-volume, lower-complexity accounts.

This role partners closely with Growth Marketing, Customer Operations, Revenue Operations, Marketing Operations, and Sales leadership to ensure Sales Development and Tier D execution are aligned to campaigns, account-based strategies, and broader go-to-market priorities.

Sales development and Tier D strategy leadership

• Lead the combined Sales Development and Tier D account motions, ensuring clear ownership, focus, and accountability across both teams
• Define how inbound SDRs, outbound SDRs, and Tier D account reps work together to support pipeline creation and revenue conversion
• Ensure SDR execution is aligned to sales priorities, account tiers, deal size thresholds, and buying dynamics
• Establish the operating model for Tier D accounts, ensuring efficient progression from first engagement through close without unnecessary complexity

SDR execution and pipeline quality

• Own the day-to-day execution of inbound and outbound SDR motions, ensuring focus on Tier A through C accounts and higher-value opportunities
• Partner with Sales leadership to align SDR activity to territory design, account strategy, and opportunity goals
• Ensure SDR effort prioritizes decision-maker engagement, multi-threading, and opportunity progression over activity volume
• Maintain clear performance expectations tied to pipeline generation, opportunity quality, and SLA adherence

Tier D account ownership and revenue efficiency

• Oversee Tier D account reps responsible for managing Tier D opportunities end to end, from first outreach through closeEnsure Tier D execution is efficient, repeatable, and aligned to defined deal size and qualification standardsPartner with Revenue Operations and Sales to ensure Tier D routing, ownership, and handoffs are clean and unambiguousMonitor Tier D performance to ensure volume does not come at the expense of focus or operational drag on SDR teams
• Ensure pipeline and forecast hygiene

Gong ownership and outbound engagement strategy

• Serve as the single owner of Gong strategy across the Sales Development organization
• Define and maintain best practices for Gong flows, including sequencing, buyer-role differentiation, and channel mixLead the audit, consolidation, and ongoing optimization of Gong flows to eliminate redundancy and improve performance
• Establish clear standards for how SDRs engage with Gong, removing ambiguity and ad hoc usageOwn reporting and performance analysis for Gong-driven outreach, using insights to inform coaching and iteration

Performance management and operational excellence

• Establish and run weekly performance rhythms across SDRs and Tier D reps, tracking KPIs tied to discovery calls, opportunities, pipeline, conversion, and SLAs
• Ensure all inbound MQLs, high-intent forms, and sales line inquiries are followed up within defined SLAs
• Proactively identify and remove operational blockers related to routing, tooling, or process
• Partner closely with Marketing and Sales Operations to improve automation, reporting accuracy, and workflow efficiency

Coaching, enablement, and team development

• Act as a hands-on coach for SDRs and Tier D account reps, with a strong emphasis on skill development and confidence building
• Coach SDRs on outbound prospecting best practices, including calling, multi-channel engagement, and decision-maker conversations
• Ensure both teams are trained on Everway’s product suite, core solutions, and market focus
• Lead onboarding and ramp for new hires, ensuring readiness across tools, process, and messaging
• Foster a culture of accountability, learning, and continuous improvement

Cross-functional collaboration

• Partner closely with Growth Marketing to align SDR outreach with active campaigns and account-based efforts
• Collaborate with Sales, Revenue Operations, and Marketing leadership to ensure execution evolves alongside go-to-market strategy
• Represent Sales Development and Tier D execution in planning, forecasting, and alignment forums

• Bachelor’s degree in Business, Marketing, Communications, or a related education field
• 5+ years of experience in sales development, inside sales, or revenue operations
• At least 2 years of experience managing SDRs, BDRs, or inside sales teams
• Experience owning or administering outbound engagement 
• Demonstrated success driving pipeline quality and revenue outcomes, not just activity metrics

Skills and competencies

• Strong understanding of modern B2B buying dynamics and multi-stakeholder deals
• Proven ability to design and govern scalable SDR or inside sales processes
• Data-driven mindset with comfort using performance metrics to guide decisions and coaching
• Strong coaching and communication skills, particularly with early-career sales talent
• Ability to balance strategic planning with hands-on execution

Attributes and working style

• Structured, decisive leader who brings clarity to complex execution environments
• Comfortable setting standards, enforcing accountability, and driving change
• Collaborative partner who aligns Sales Development execution with Sales and Marketing priorities
• Motivated by building durable systems and developing people
• Operates with urgency, ownership, and a strong sense of responsibility for revenue outcomes

Please submit your application on our website by Tuesday 17th March 2026.

Please note: applications may close early due to high demand, so early submission is encouraged.