Manager, Enterprise Sales Development Team

Axon•Boston, MA

8h•Hybrid

About The Position

As the Enterprise SDR Manager at Axon, you will build and lead a high-performing Sales Development organization responsible for generating qualified pipeline for our enterprise sales teams. This role sits at the center of our top-of-funnel engine and plays a critical part in how Axon introduces its mission, products, and platform to new customers. You will design and execute the strategy that drives consistent, scalable pipeline creation across enterprise segments. By partnering closely with Marketing and Sales leadership, you will ensure alignment on messaging, campaigns, and lead management while establishing the systems and processes that enable SDRs to operate at a high level. You will treat enablement and process as products: documented, measurable, and continuously improved. Through coaching, experimentation, and data-driven management, you will help build a disciplined outbound motion that improves connection rates, qualification quality, and conversion to revenue. This role requires a leader who leads from the front, holds a high bar for performance, and builds repeatable systems that allow a lean team to produce outsized results.

Requirements

Experience leading SDR or Business Development teams within an enterprise B2B technology company.
Demonstrated success building and scaling top-of-funnel pipeline generation programs.
Strong partnership experience with Marketing and Sales leadership to align campaign strategy and lead management.
A structured, systems-oriented mindset with experience building playbooks, messaging frameworks, and repeatable outbound processes.
Strong coaching ability with a track record of improving SDR call performance, discovery quality, and objection handling.
Analytical mindset with experience managing through dashboards, experimentation, and data-driven insights.
Familiarity with modern SDR and RevOps tooling such as Salesforce, outbound engagement platforms, and prospecting databases.
A bias toward action and operational rigor, with the ability to set a high performance bar while building scalable processes.
Strong attention to detail and the ability to operate deeply in both strategy and execution.

Responsibilities

Lead and manage the SDR team responsible for generating Sales Qualified Leads (SQLs) for enterprise sales.
Own attainment of SDR pipeline targets and establish clear performance metrics across the team.
Partner with Marketing to co-lead top-of-funnel strategy, including campaign planning, messaging alignment, inbound lead SLAs, and feedback loops.
Standardize SDR outreach motions including talk tracks, email sequences, and messaging frameworks by product, persona, vertical, and use case.
Build a scalable SDR playbook that defines ICPs, personas, qualification standards, discovery approaches, and handoff processes to Account Executives.
Coach SDRs through structured call reviews focused on objection handling, discovery quality, and call control.
Implement consistent account research and personalization frameworks to improve relevance and conversion rates.
Run structured A/B testing across outreach sequences and messaging and use results to continuously refine the outbound strategy.
Establish a data-driven management cadence using dashboards, reporting, and pipeline analysis to inform decisions.
Partner with Revenue Operations to ensure CRM hygiene, workflow integrity, and accurate reporting across Salesforce and related systems.
Own the SDR technology stack, including evaluation, selection, and optimization of outbound engagement and prospecting platforms.
Continuously evaluate tools and processes that improve SDR productivity, connect rates, and pipeline generation.