Manager, Sales Development

Lighthouse • Denver, CO

8d • Hybrid

About The Position

Lighthouse is seeking a Manager, Sales Development to lead a team of Sales Development Representatives (SDRs) focused on driving top-of-funnel pipeline for the core revenue team. This is a hands-on, metrics-driven role where the manager will actively participate with their team, monitoring calls, reviewing sequences, and ensuring accountability for daily activity and output, with the ultimate goal of contributing pipeline to revenue. A key aspect of this role is leading the transformation of Lighthouse's AI-forward SDR function, optimizing workflows, integrating new tooling, and shaping modern SDR operations. The manager will be responsible for driving pipeline through disciplined activity management, owning KPIs, sequences, and daily rhythms. They will coach reps through direct feedback, 1:1s, and skill-building, and lead the team through change and ambiguity. Cross-functional communication with Account Executives, Marketing, and Regional Sales Managers is crucial for sharing insights and ensuring smooth handoffs. The role offers the opportunity to integrate AI tools into SDR workflows to reduce friction and increase high-value activity. The successful candidate will join a global Revenue team of over 150 sales professionals across 24 countries, working with a collaborative, high-energy environment that offers career growth opportunities.

Requirements

• 2+ years in a sales development or inside sales role.
• At least 1 year in a leadership or management position.
• Proven track record of meeting or exceeding team pipeline and sales targets.
• Hands-on experience with AI-powered sales tools and a track record of leveraging them to drive pipeline and improve team efficiency.
• Excellent communication, coaching, and leadership skills.
• Ability to analyze data, identify trends, and implement process improvements.
• Adaptable and resilient — comfortable leading a team through change and ambiguity.
• Passion for mentoring and developing team members.

Nice To Haves

• Hospitality experience and/or knowledge of outbound sales strategies and lead generation best practices.
• Experience with Clay or similar data enrichment and prospecting platforms.

Responsibilities

• Lead a team of Sales Development Representatives driving top-of-funnel pipeline for the core revenue team.
• Actively participate with the team on the floor, listening to calls, reviewing sequences, and holding the team accountable to daily activity and output.
• Manage the metrics and motions that contribute pipeline to revenue.
• Optimize workflows, integrate new tooling, and shape how a modern SDR team operates.
• Drive pipeline through disciplined activity management.
• Own the KPIs, sequences, and daily rhythms that generate qualified pipeline.
• Coach reps through direct coaching, call reviews, debriefs, and skill-building.
• Conduct regular 1:1s and provide real-time feedback.
• Lead the team through change and ambiguity, keeping them grounded, motivated, and performing.
• Act as the key liaison between SDRs, Account Executives, Marketing, and Regional Sales Managers, sharing field insights and flagging misalignment.
• Build an AI-forward SDR motion by integrating AI tools into SDR workflows, reducing friction, and helping the team spend more time on high-value activity.

Benefits

• Flexible time off
• 401k matching: Up to 4%
• Health insurance: Two Blue Cross Blue Shield plans with 99% company contribution to the base plan and 75% for dependents and spouses, plus $25/month to HSA.
• Vision and Dental Insurance: Dental Buy-up plan option, 50% company contributions to premiums for both employees, dependents and spouses for both.
• Employee Assistance Program: 100% confidential and free.
• Employer paid Short Term Disability + $50,000 Life Insurance
• Parental leave: 12 weeks of company paid primary caregiver leave, 3 weeks of company paid secondary caregiver leave, $1,500 new parent bonus, and 4 week flexible return to work plan.
• Wellbeing support: Subsidized ClassPass subscription.
• Referral bonus: Earn rewards for bringing in new talent.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed