Manager, Sales Development - job 1 of 2

Introduction to Demandbase:

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

About the Role

As Demandbase’s SDR organization continues to scale, we are seeking a Manager, Sales Development who is passionate about people, performance, and pipeline. In this role, you will lead a team of Sales Development Representatives responsible for account-based outbound prospecting across mid-market accounts and high-quality conversion of inbound marketing demand. You will drive pipeline creation through structured outbound plays, timely inbound follow-up, buying group engagement, and close alignment with Sales and Marketing.

The Manager, Sales Development will ensure the team operates with rigor across daily execution, weekly pipeline progression, and monthly performance targets, balancing speed, quality, and consistency in opportunity creation. As a member of the SDR leadership team, you will partner cross-functionally to refine processes, improve productivity, and continuously elevate outbound effectiveness and inbound conversion rates. This is a hybrid role requiring in-office presence three days per week in Austin.

What You’ll Do

• Lead, hire, and develop a high-performing team of SDRs, many early in their careers, focused on pipeline generation across target accounts

• Coach reps on account-based prospecting, inbound signal conversion, discovery, qualification, and multi-threaded engagement across buying groups

• Drive disciplined daily execution including activity quality, rapid inbound follow-up, and effective use of account intelligence and intent data

• Execute account-based outbound plays across prioritized accounts, integrating inbound signals and coordinated multi-channel outreach

• Own team performance across KPIs including activity, speed-to-lead, meetings, pipeline creation, and conversion metrics

• Conduct regular 1:1s, call reviews, and pipeline inspections to improve opportunity quality and buying group penetration

• Partner cross-functionally with Sales, Marketing, RevOps, and Enablement to align account ownership, messaging, and pipeline goals

• Forecast pipeline contribution, manage coverage and capacity planning, and ensure CRM hygiene and data integrity

• Continuously refine playbooks and messaging to improve lead-to-meeting and meeting-to-opportunity conversion

Who You Are

• 2+ years of experience in Sales or Sales Development, with at least 1+ year leading an SDR team, ideally managing five or more representatives

• Background in B2B SaaS with exposure to mid-market and/or enterprise account-based selling environments

• Strong familiarity with account-based prospecting strategies, buying group engagement, and outbound pipeline creation

• Hands-on experience with Salesforce.com and CRM reporting, pipeline tracking, and funnel analytics

• Experience using modern SDR tooling such as Outreach, Gong, LinkedIn Sales Navigator, Google Workspace, Qualified, Regie.ai, Nooks, or Orum

• Proven ability to hire, onboard, coach, and ramp early-career SDR talent in a structured environment

• Data-driven mindset with the ability to analyze performance metrics and improve conversion and pipeline outcomes

• Background in ABM, web marketing, analytics, AdTech, or CRM-related platforms is a plus

Our Commitment to Diversity, Equity, and Inclusion at Demandbase

At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.

We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!

We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.

Unsolicited Submissions

At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.