Manager, Sales Development (MDR Team | B2B SaaS)

SmartVault • Houston, TX

6d • Hybrid

About The Position

SmartVault is a cloud-based document management and file-sharing solution for small-to-medium-sized businesses, professional accountants, and bookkeepers. In 2017, SmartVault became part of the GetBusy Group, which is AIM-listed and currently trading on the London Stock Exchange. SmartVault continues to operate as a wholly owned subsidiary in the US, but we are now part of a much larger global team with expanded products serving the US, UK, and Australia/New Zealand markets.
SmartVault is a collaborative environment, where the number one goal is to solve problems for our customers. We use data to make informed decisions, and we work hard to be transparent with each other and with our customers. Our ultimate purpose is to make people’s lives better at work, so they can focus on higher-value activities in their business or personal lives. Learn more about our business and our values.
We’re hiring a Manager, Sales Development to lead and scale our Marketing Development Representative (MDR) team and own the day-to-day execution, performance, and development of the function.
This is a true people-manager role. You’ll spend the majority of your time coaching, enabling, and driving consistent performance across the MDR team, ensuring leads are worked correctly, outbound execution is strong, and pipeline quality is high. While you may step into limited individual production during coverage gaps or peak periods, your primary focus is leading the team and improving results through better process, messaging, and coaching.
You’ll report to the Director of Product Marketing and sit within the Marketing organization, acting as the operational bridge between Product Marketing strategy and frontline sales development execution. This role plays a critical part in translating positioning, messaging, and GTM priorities into high-quality conversations, meetings, and opportunities for the Sales team.

Requirements

• 1-3 years of B2B SaaS sales or marketing development experience.
• Prior experience as a high-performing MDR or SDR.
• Demonstrated experience managing, coaching, or leading a sales development team.
• Strong working knowledge of Salesforce, Outreach, Pardot, and lead management workflows.
• Experience with power or parallel dialing tools, with Nooks experience strongly preferred.
• Strong analytical skills and comfort using data to manage performance.
• Excellent communication, coaching, and organizational skills.
• Ability to prioritize effectively in a fast-paced, high-volume environment.

Nice To Haves

• Experience selling into accounting, bookkeeping, or professional services firms.
• Experience working closely with Product Marketing or Marketing leadership.
• Familiarity with webinar-driven pipeline and marketing-sourced demand.

Responsibilities

• Directly manage the MDR team, providing daily leadership, coaching, and accountability.
• Coach MDRs through regular call reviews, live feedback, and structured development plans focused on discovery, qualification, and conversion quality.
• Develop, refine, and reinforce effective call scripts, objection handling frameworks, and competitive talking points that MDRs can confidently use in live conversations.
• Ensure MDRs are equipped to handle common objections related to pricing, timing, competition, internal buy-in, and status quo resistance.
• Continuously up-level talk tracks and messaging based on performance data, feedback, and evolving market conditions.
• Create a culture of preparation, professionalism, and continuous improvement
• Own team-level performance across activity, opportunity creation, show rates, SQOs, conversion metrics, and pipeline quality.
• Assign and manage monthly team quotas and individual performance expectations.
• Monitor performance trends, identify gaps early, and implement corrective coaching or process adjustments to keep results on track.
• Ensure MDRs understand not only their targets, but how to prioritize their time and activity to consistently hit them.
• Ensure all inbound and outbound leads, including webinar handraisers and campaign responses, are routed, prioritized, and worked appropriately.
• Oversee daily lead distribution, rebalancing, and follow-up standards to maintain strong speed-to-lead.
• Help MDRs prioritize lead flow and outreach activity based on intent signals, buyer readiness, and pipeline goals.
• Maintain strong data hygiene and execution standards within Salesforce and Pardot.
• Identify and resolve operational issues related to lead flow, attribution, or reporting accuracy.
• Influence and refine outbound strategies across calls, email, LinkedIn, and multi-touch sequences.
• Gather competitive intel from live calls, objection patterns, and prospect feedback.
• Distill competitive insights into clear, actionable call scripts, objection responses, and positioning guidance for the MDR team.
• Ensure competitive learnings are translated into practical guidance MDRs can immediately apply in conversations.
• Partner with the Director of Product Marketing to align frontline insights with broader messaging and positioning.
• Deliver ongoing enablement to the MDR team on new products, features, integrations, and value propositions.
• Translate product marketing direction into clear talk tracks and outbound guidance for the team.
• Ensure MDRs are confident and current on SmartVault messaging, positioning, and competitive context.
• Collaborate with Sales and Customer Success to align on qualification standards, handoffs, and expectations.
• Serve as the day-to-day owner of the MDR tech stack, including Outreach, Salesforce, Pardot, ZoomInfo, and Nooks.
• Establish and reinforce best practices in Outreach, including sequence structure, multi-channel touch patterns, personalization standards, and task execution.
• Ensure MDRs correctly leverage Salesforce and Pardot for lead management, opportunity creation, lifecycle tracking, and reporting.
• Enforce consistent processes for creating, logging, and updating Opportunities and SQOs, including notes, dispositions, and stage progression.
• Monitor and reinforce accurate tracking of Opportunities, SQOs, and ACV to ensure data integrity and reliable reporting.
• Continuously look for opportunities to improve process efficiency, tool adoption, and reporting clarity as the MDR program scales.
• Act as the operational bridge between the MDR team and Product Marketing leadership.
• Surface insights from calls, objections, performance trends, and market feedback.
• Provide recommendations to improve messaging, targeting, campaigns, and outbound effectiveness.

Benefits

• We work in a relaxed environment that emphasizes work/life balance.
• Our health benefits are top-notch, vacation time is generous, and we encourage community involvement with time off to volunteer.
• We also offer hybrid remote working.

What This Job Offers

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