Manager, Sales Development

TrueNAS•Tampa, FL

1d•$114,000 - $142,000•Hybrid

About The Position

TrueNAS is seeking a Manager, Sales Development to build, lead, and scale a high-performing Sales Development Representative (SDR) organization. Reporting to the Vice President, Sales, the role is responsible for generating high-quality pipeline to accelerate enterprise revenue growth and developing SDR talent for advancement into Account Executive (AE) roles. The manager will work with Sales Leadership, Account Executives, Marketing, Sales Engineering, Channel Sales, and Revenue Operations to create a repeatable, data-driven sales development engine. This is a hybrid position based in Tampa, Florida.

Requirements

Proven success recruiting, managing, coaching, and scaling SDR or BDR teams in a B2B technology sales environment.
Demonstrated history of leading SDR teams that consistently met or exceeded qualified opportunity and pipeline creation objectives.
Documented experience developing SDRs who advanced into Account Executive or other quota-carrying sales roles, including establishing structured onboarding, enablement, coaching, and career progression programs.
A combination of professional or educational experience that provides the knowledge, skills, and abilities described for the role.

Nice To Haves

Previous experience as a successful Account Executive or other quota-carrying B2B sales professional.
Experience in enterprise infrastructure, storage, cloud, cybersecurity, or data management markets.
Experience teaching or applying structured enterprise qualification methodologies such as MEDDIC/MEDDPICC.

Responsibilities

Recruit, hire, onboard, and retain SDR talent using defined success profiles, structured interviews, and practical assessments.
Build an SDR organization that consistently meets or exceeds qualified pipeline and opportunity-generation targets, and establish a culture of high performance, learning, feedback, collaboration, and accountability.
Own SDR performance against qualified opportunity creation, sourced pipeline, pipeline conversion, and other agreed-upon revenue contribution objectives.
Establish qualification and handoff standards that prioritize genuine sales opportunities rather than meeting volume alone.
Provide hands-on coaching through call reviews, prospecting reviews, role-play, account planning, and regular performance feedback.
Coach SDRs in uncovering customer pain, conducting discovery, understanding buying priorities, and communicating the value of TrueNAS solutions to enterprise infrastructure buyers.
Design and own a structured SDR-to-Account Executive development program, including skills and performance standards, individualized development plans, and objective promotion-readiness evaluations.
Track SDR graduates’ performance after promotion, including AE ramp, productivity, and retention, while maintaining SDR team capacity.
Partner with Sales Leadership and Account Executives on prospecting strategies, account plans, and opportunity handoffs.
Collaborate with Marketing, Channel Sales, Sales Engineering, and Revenue Operations to improve campaign effectiveness, market coverage, and pipeline quality.
Use CRM, sales engagement, conversation intelligence, prospecting data, and AI technologies to improve SDR effectiveness.
Introduce responsible use of AI and large language models for account research, prospect prioritization, outreach development, and sales coaching, and teach SDRs to critically evaluate AI-generated information.
Analyze prospecting-funnel conversion rates to optimize target selection, messaging, and engagement strategies.
Develop dashboards and reporting for activity, conversion, pipeline quality, productivity, and talent development, and partner with Revenue Operations on scalable processes.