Manager, Sales Development

SentinelOne•Mountain View, CA

About The Position

As an Enterprise Sales Development Manager, you will lead a strategic SDR team focused on generating high-value, qualified pipeline within complex enterprise organizations. You will build and manage a team of 6–8 Enterprise SDRs who specialize in account-based prospecting, multi-threaded outreach, and sophisticated qualification of enterprise opportunities. This role requires a modern frontline leader with deep understanding of enterprise sales environments, strong outbound discipline, and the ability to elevate prospecting quality and account penetration across large, complex territories. You will be accountable for ensuring your team generates strategic, high-conversion pipeline in partnership with Enterprise Sales.

Requirements

3–5 years of experience managing SDR/BDR teams, with experience supporting Enterprise sellers
Proven track record of building teams that successfully prospect into complex enterprise organizations
Strong understanding of enterprise sales cycles and account-based prospecting strategies
Experience developing structured prospecting systems and performance frameworks
Fluency in Salesforce, SalesLoft (or similar engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools
Demonstrated coaching excellence and performance improvement track record
Experience hiring and ramping SDR talent
Bachelor’s degree or equivalent work experience

Nice To Haves

Experience managing teams prospecting to Fortune 500 or Global 2000 accounts
Track record of developing SDRs who transition successfully into Enterprise AE roles
Experience building enterprise prospecting playbooks and outbound standards
Cybersecurity or relevant industry experience
Personal closing experience is a plus, but not required

Responsibilities

Team Leadership & Coaching Build, lead, and scale a team of 6–8 Enterprise SDRs aligned 1:4 with Enterprise AEs
Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development
Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment
Hire, onboard, and ramp new Enterprise SDR talent
Mentor SDRs on strategic prospecting and long-term career development
Enterprise Prospecting Strategy Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts
Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration
Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach
Increase white space coverage and executive-level engagement within assigned territories
Build and iterate on outbound plays aligned to enterprise segments
Pipeline Ownership & Operational Excellence Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration
Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage
Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs
Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools
Drive data accuracy, reporting clarity, and operational rigor
AI-Enabled Prospecting Leadership Champion adoption of modern prospecting tools and AI-driven workflows
Leverage AI for account prioritization, personalization, and signal-based outreach
Integrate data-driven insights into team prospecting strategy and daily execution

Benefits

Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
Unlimited PTO
Industry-leading gender-neutral parental leave
Paid Company Holidays
Paid Sick Time
Employee stock purchase program
Disability and life insurance
Employee assistance program
Gym membership reimbursement
Cell phone reimbursement
Numerous company-sponsored events, including regular happy hours and team-building events