Manager, Sales Development
About The Position
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. As the Manager, Sales Development, you will lead, coach, and scale a high-performing team of 8 Sales Development Representatives (SDRs). You will partner closely with Sales Leadership, Marketing, and Partners to ensure your team uncovers high-value pipeline within top-tier enterprise accounts. This role requires an analytical, hyper-organized, and operationally sound leader who thrives on building teams, driving quota accountability, and navigating complex product ecosystems. This is a hybrid role based in our Austin, TX hub (3 days per week in-office) focused on team collaboration, coaching, and strategy alignment.
Requirements
- 2+ years of direct people management experience specifically leading Sales Development Representatives.
- Proven history of consistently achieving or exceeding team quota, meeting metrics, and pipeline generation targets.
- Hands-on experience building, scaling, and structuring SDR teams, including running end-to-end recruitment, onboarding, and performance management.
- Demonstrated ability to understand and communicate complex, highly technical products (e.g., Data, Cloud Infrastructure, Cybersecurity, Observability, Search, or AI).
- Strong data fluency—ability to analyze pipeline metrics, run performance forecasting, identify conversion bottlenecks, and implement operational fixes.
- Deep understanding of strategic account-based sales methodologies, executive persona mapping, and multi-channel outreach.
- Proficiency with modern sales tools (Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Demandbase) and leverage of AI tools to increase team efficiency.
- Located in or willing to commute to our Austin, TX hub 3 days per week.
Responsibilities
- Direct-manage a team of 8 SDRs. Inspire, coach, and hold the team accountable to performance expectations, pipeline conversion metrics, and overall quota attainment.
- Conduct regular 1:1s and call reviews to elevate team messaging around complex technical solutions (Search, Observability, Security, and AI).
- Recruit, hire, onboard, and develop top-tier talent. Build onboarding programs from the ground up to shorten ramp times and prepare SDRs for promotion into Account Executive and go-to-market roles.
- Establish data-driven operational cadences. Track team KPIs, pipeline health, conversion rates, and account coverage to optimize resource allocation and accurately forecast pipeline creation.
- Partner with Leadership to design unified outbound account-based strategies across key buying centers and high-value target accounts.
- Continuously refine SDR playbooks, multi-channel cadences, AI-driven workflows, and tech stack utilization (Salesforce, Outreach, LinkedIn Sales Navigator, Demandbase, ZoomInfo).
- Integrate ecosystem partners (GSIs, hyperscalers/cloud providers) into SDR prospecting motions to unlock new account entry points.
- Drive a high-performance culture with clear metrics, actionable feedback, and proactive performance management plans when required.
Benefits
- Competitive pay based on the work you do here and not your previous salary
- Health coverage for you and your family in many locations
- Ability to craft your calendar with flexible locations and schedules for many roles
- Generous number of vacation days each year
- Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
- Up to 40 hours each year to use toward volunteer projects you love
- Embracing parenthood with minimum of 16 weeks of parental leave
- Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
