Manager, Sales Development

Nasuni•Boston, MA

5d•Hybrid

About The Position

Nasuni is the leading hybrid cloud storage platform trusted by the world's largest enterprises to modernize their file infrastructure. Our Sales Development organization is the tip of the spear — responsible for building the pipeline that fuels the company's growth across multiple product lines, including our Resilio offering. We're hiring a Sales Development Manager to lead a team of SDRs focused on Nasuni's core platform. This isn't a "learn management on the job" role — it's a leadership seat for someone who has already managed a team, knows how to read a funnel, and can coach reps to hit numbers consistently. You'll report to our SDR Director and operate as a true partner — owning your team's number, running your own cadence, and bringing data to every conversation. You'll have autonomy over how your team executes, with clear accountability for pipeline generation, conversion quality, and rep development. This is the right role for someone who wants to run their own business within a business and is building toward a Director-level career.

Requirements

1+ years managing or team-leading an SDR/BDR team in a B2B SaaS environment, with direct ownership of a team pipeline number
3+ years total experience in Sales Development (IC + management combined)
Demonstrated ability to coach reps using data
Fluency in Salesforce reporting, pipeline metrics, and funnel math (conversion rates, coverage ratios, activity-to-outcome analysis)
Experience running structured 1:1s and performance reviews that drive real behavior change
Track record of cross-functional collaboration with AEs, Marketing, and RevOps
Strong written and verbal communication

Nice To Haves

Experience in file storage, infrastructure, cloud, or data management SaaS
Familiarity with sales engagement platforms (Outreach, Salesloft, or similar)
Background in managing against both inbound and outbound motions

Responsibilities

Full ownership of your team's pipeline generation targets for Nasuni's core platform
Weekly and monthly reporting on rep activity, meetings booked, SALs, SQLs, conversion rates, and pipeline dollars
Ensure SAL-to-SQL and SQL-to-Opportunity conversion quality
Forecasting your team's output and flagging risks before they become misses
Direct management and daily coaching of 8+ SDRs with a focus on skill-building, call quality, and prospecting effectiveness
Serve as a mentor and career advocate for every rep on your team
Conduct structured 1:1s grounded in data
Create an environment of high accountability and high support
Execution of a 30-60-90 onboarding program that accelerates new hires to productivity
Performance management that's direct and development-oriented
Building a bench of talent that the broader sales org wants to promote from
Design and iterate on prospecting playbooks, outreach sequences, and territory strategies for the Nasuni market
Monitor and enforce speed-to-lead standards, activity benchmarks, and CRM hygiene across your team
Partner with RevOps on Salesforce reporting, lead routing, and process improvements
Identify bottlenecks in the funnel and bring solutions to leadership
Work directly with AEs and Sales Leadership on handoff quality, feedback loops, and territory alignment
Collaborate with Marketing on campaign execution, lead flow, and event support
Partner with Product Marketing on competitive positioning, messaging, and talk tracks
Represent your team's performance and insights in leadership meetings