Manager, Sales Development

Sumo Logic•Austin, TX

4d•$92,000 - $108,000

About The Position

As the Sales Development Manager, you will grow, manage, mentor, and enable the outbound Sales Development team across Austin, Texas, Costa Rica, and the UK. You will oversee Sales Development Representatives and be responsible for both people and process, including managing the team toward quotas, onboarding and training team members, and reinforcing sales processes. You will improve existing processes and plan for how to scale them alongside rapid company growth. The role works cross-functionally with Sales and Marketing leadership and requires an analytical approach. You will identify trends in sales data, communicate findings to leadership, and collaborate on solutions, using data to guide day-to-day decisions. Sumo Logic helps make the digital world secure, fast, and reliable by unifying security and operational data through its Intelligent Operations Platform. Customers rely on the platform for insights to protect against security threats, ensure reliability, and understand their digital environments. Employees are responsible for complying with applicable federal privacy laws and regulations, as well as organizational data-protection policies. Applicants must be authorized to work in the United States at the time of hire and throughout employment. The company cannot offer new non-immigrant visa sponsorship or OPT hiring for this position. The expected annual base salary range is $92,000–$108,000. Compensation varies based on factors including role level, skills, qualifications, location, and experience. Certain roles may also be eligible for bonus or commission plans and company benefits.

Requirements

At least 4 years of experience leading a sales development team for a technical product or SaaS company.
Established track record of managing and mentoring a growing team of SDRs.
Deep understanding of interpreting data analytics and metrics to drive better decision-making.
Familiarity with SaaS and/or subscription-based business sales models.
Desire for operational rigor and excellence, including fostering growth and evolving processes to accelerate success.
Must be authorized to work in the United States at the time of hire and for the duration of employment.

Responsibilities

Manage the daily, weekly, monthly, and quarterly activities of Inbound and Outbound SDRs through SFDC, including tracking call time and connect rates, and report weekly and monthly metrics.
Build and maintain a knowledge base and develop expertise in Sumo Logic products, sales personas, and services.
Identify and communicate recommendations to improve efficiency and productivity.
Assist with hiring, onboarding, and promoting SDR team members.
Work with Sales Operations and Business Operations to create standardized performance reports.
Teach customer-centric engagement and value-selling-oriented qualification.
Work closely with the Account Executive team to maintain a positive working relationship and maximize the impact and effectiveness of sales development efforts.
Work with Marketing and Sales to ensure efficient prospect and customer information exchange and hand-off.
Manage, mentor, and enable the Sales Development team, and manage performance toward quotas.
Work cross-functionally with Sales and Marketing leadership to identify trends in sales data, communicate findings, and develop solutions.
Improve existing processes and plan for scaling them as the company grows.
Comply with applicable federal privacy laws and regulations and organizational data-protection policies.