Manager, Sales Development (Chicago)

LogicGate•Chicago, IL

3h•$115,000 - $140,000•Hybrid

About The Position

LogicGate® is a global leader in Governance, Risk, and Compliance (GRC) solutions, with a mission to deliver the software and capabilities enterprises and their people need to understand and manage their risks and transform them into strategic opportunities. Built by experts, our award-winning Risk Cloud® delivers over 40 purpose-driven solutions on a unified, modern cloud platform for connected, holistic risk and compliance management to scale with and meet the evolving risk landscape and organizational needs. At LogicGate, our people are the foundation of everything we do. We are committed to delivering an exceptional experience for our employees and our customers by empowering and enabling our people to take ownership, make an impact, and deliver their best work. This is a hybrid role that requires regular, weekly presence in our Chicago office. As our Manager, Sales Development you will be a foundational GTM leader responsible for building and scaling pipeline generation at LogicGate. This isn't a traditional sales management role, we're looking for a GTM architect who can design scalable systems using AI, optimize every stage of the funnel, and lead from the front by maintaining an active prospecting role. You'll own the full demand generation motion: converting inbound leads and executing targeted outbound campaigns against strategic new logo accounts. Your primary mission is to build repeatable, data-driven plays that generate qualified pipeline and revenue while coaching and training early sales professionals. You'll leverage AI and modern GTM technology to reimagine how SDRs work—using automation, intelligence tools, and conversation analytics to scale impact without scaling headcount.. If you're equally comfortable building Salesforce dashboards and as you are running discovery calls, designing account-based plays as you are coaching objection handling, and analyzing conversion funnels as you are celebrating team wins—this is the role for you. This is a high-impact, high-visibility role. You'll collaborate directly with Sales, Marketing, and RevOps leadership to define prospecting strategy, establish KPIs, and drive accountability for pipeline quality and revenue outcomes.

Requirements

6+ years in B2B SaaS sales with a proven track record of quota achievement in a high-velocity environment, including 3+ years directly managing or building SDR/BDR teams
GTM engineer mindset - Demonstrated success defining, implementing, and optimizing sales processes (qualification frameworks, cadence structures, lead management, account selection) that resulted in measurable pipeline growth
Technical operator and AI enthusiast - Expert proficiency with Salesforce and hands-on experience building/managing cadences in Outreach or Salesloft; proven ability to use Gong for call coaching and performance analysis; comfortable experimenting with AI tools for research, prospecting, and workflow automation; can derive actionable insights from pipeline data and conversation intelligence
Player-coach DNA - You lead by example and aren't afraid to roll up your sleeves; you believe the best managers stay connected to the craft and coach through demonstration
Cross-functional collaborator - Exceptional ability to work with Marketing, Sales Ops, and AE leadership to drive alignment on GTM strategy, campaign execution, and SLAs
Talent developer - Coaching-centric leadership style with a passion for mentorship and developing early-career professionals into top performers

Nice To Haves

GRC, Risk, Compliance, or Governance technology experience - Familiarity with selling to Risk, Compliance, Audit, IT, or Legal buyers
Methodology expertise - Certification or deep experience with established frameworks (MEDDIC, SPICED, Challenger) and implementing them within a coaching program
Builder credentials - You've launched outbound plays from scratch, implemented new tools/platforms, or created enablement programs that drove measurable results
AI/automation track record - Examples of using AI tools (ChatGPT, Clay, Claude, generative research tools) to improve prospecting efficiency, message quality, or account intelligence
Services or solution selling background - Experience beyond pure SaaS, especially in consultative or complex solution environment

Responsibilities

Own the Sales Development strategy and execution - Design and implement the full GTM blueprint for inbound conversion and outbound prospecting across target accounts and territories; continuously analyze pipeline metrics (conversion rates, velocity, lead quality) to identify and execute levers for growth
Reimagine SDR workflows with AI - Stay ahead of the curve on AI-powered prospecting tools, message generation, research automation, and conversation intelligence; continuously experiment with new technologies to scale team impact and productivity
Lead from the front - Manage day-to-day team activities while maintaining an active prospecting role; model best practices through live calls, email sequences, and account research that demonstrate the craft
Build and optimize the engine - Act as the critical liaison between Sales and Marketing; define and enforce SLAs for lead response times, MQL-to-SQL qualification criteria, and pipeline hygiene standards
Drive pipeline infrastructure and AI adoption - Manage and optimize the sales development tech stack (CRM, workflow, intent data tools, conversation intelligence); build and test your own cadences, leverage Gong for call coaching and pattern recognition, and deploy AI tools for account research, lookalike identification, and contact discovery to maximize team efficiency and output
Coach and develop early-career sales talent - Implement rigorous coaching programs focused on enterprise prospecting, stakeholder mapping, qualification rigor, and executive engagement; mentor SDRs on complex B2B sales skills while creating pathways to senior SDR, team lead, or specialized GTM roles as they grow
Own the metrics - Set clear, actionable goals and guide the team to achieve outstanding monthly and quarterly results; provide accurate pipeline forecasting and performance analysis to senior leadership, articulating drivers, risks, and mitigation strategies
Scale the function - Drive recruiting, hiring, and onboarding of high-potential SDR talent; build scalable processes and playbooks that enable consistent execution as the team grows