Manager, Sales Development Operations

Bottomline•Portsmouth, NH

About The Position

The Manager, Sales Development Operations is the operational partner to the Head of Global Sales Development and SDR Managers, helping the global SDR organization operate efficiently and build capabilities for the future. The role connects people, processes, data, technology, reporting, and AI so SDRs and managers can focus on execution, coaching, and pipeline creation. It translates frontline needs into practical workflows, operating standards, trusted reporting, connected systems, and responsive support across North America and the UK. This strategic, hands-on role owns the roadmap for the SDR technology ecosystem and stays close to daily team needs, including lead and account flow, system access, reporting, process questions, adoption, and issue resolution. The manager establishes and leads an SDR Operations Center of Excellence focused on intake and prioritization, process ownership, documentation, training, governance, adoption, and continuous improvement. The role leads two direct reports, one in North America and one in the UK, to provide regional coverage and a consistent global service model.

Requirements

7+ years of experience in Sales Development Operations, Revenue Operations, Marketing Operations, Demand Generation Operations, or a related B2B technology environment.
Proven experience supporting SDR or sales teams through day-to-day operations and larger process, reporting, systems, or AI transformation initiatives.
Strong understanding of frontline SDR and manager workflows, including lead and account management, routing, handoffs, data quality, reporting, coaching, and pipeline processes.
Deep expertise with Salesforce and modern GTM technology, including hands-on experience translating business needs into workflows, dashboards, documentation, and scalable operating processes.
Experience connecting multiple tools and data sources into clear end-to-end workflows and improving adoption across teams.
Strong systems thinking and analytical skills, combined with a practical, service-oriented approach to operational support and problem solving.
Ability to prioritize competing requests, distinguish urgent support from strategic work, and create transparency around ownership, timing, dependencies, and decisions.
Strong communication and cross-functional partnership skills across Sales Development, Marketing, Sales, IT, Data and Reporting, and Sales Operations.
Experience leading teams, vendors, or cross-functional programs across multiple regions.

Nice To Haves

Experience building or leading an operations Center of Excellence, shared-service model, or structured business intake and prioritization process.
Experience with AI transformation, workflow automation, GTM orchestration, and responsible AI governance grounded in frontline business use cases.
Experience with Nooks, Clay, Salesforce, ZoomInfo, Cognism, LinkedIn Sales Navigator, Power BI, and related sales technology.
Knowledge of CRM architecture, lead and contact management, routing, attribution, funnel reporting, enablement, and global operating models.

Responsibilities

Serve as the primary operational partner to the Head of Global Sales Development and SDR Managers, maintaining visibility into priorities, operational pain points, and support needs.
Build and run an SDR Operations Center of Excellence with clear ownership, service standards, intake and prioritization, documentation, training, governance, and continuous improvement.
Lead day-to-day SDR operational support across North America and the UK, ensuring requests and issues are captured, prioritized, routed, resolved, documented, and communicated consistently.
Own and improve SDR workflows for lead and account routing, assignment, ownership changes, handoffs, recycling, attribution, territory updates, tool access, and exception management.
Map connections among SDR tools, data, and processes; identify gaps and duplicate work; and design simpler workflows that reduce manual effort and improve speed, quality, and adoption.
Ensure SDRs and SDR Managers have accurate, accessible, actionable reporting for execution, coaching, performance, pipeline, capacity, account coverage, and conversion.
Own SDR business requirements and governance for Salesforce workflows, fields, dashboards, and reports, partnering with Data and Reporting, IT, Marketing Integration, and Sales Operations on delivery and data quality.
Serve as business owner for the SDR technology ecosystem, including Salesforce, Nooks, Clay, ZoomInfo, Cognism, LinkedIn Sales Navigator, data providers, and related AI and automation capabilities.
Own the Nooks operating model, administration, adoption, and optimization across sequencing, calling, coaching, and workflow management.
Lead Clay strategy, governance, intake, prioritization, and delivery for SDR use cases, coordinating dependencies with Marketing, Sales, Data, IT, and Salesforce.
Apply AI and automation to defined SDR and manager needs, including research, targeting, prioritization, enrichment, sequencing, calling, coaching, qualification, handoff, and reporting.
Create a governance model for AI and automation covering use-case intake, business value, testing, risk, documentation, adoption, measurement, and decisions to scale, adjust, or stop.
Develop and maintain global operating standards, SLAs, process maps, playbooks, release communications, training resources, and adoption plans.
Establish feedback loops with SDRs and managers to identify friction, evaluate workflows, and prioritize improvements based on business impact.
Lead and develop two direct reports, setting priorities, accountability, service standards, regional coverage, and growth expectations.
Manage vendor relationships, platform roadmaps, investment recommendations, licenses, adoption, and value realization for the SDR technology portfolio.