Manager, Sales Development

Sumo Logic•Austin, TX

About The Position

The Sales Development Manager is responsible for growing, managing, mentoring, and enabling the outbound Sales Development team across Austin, Texas, Costa Rica, and the UK. The role oversees Sales Development Representatives and manages both people and process, with a focus on quotas, onboarding, training, and consistent execution. The manager is expected to improve current processes and develop scalable processes to support rapid company growth. This position works cross-functionally with Sales and Marketing leadership and uses sales data to identify trends, make proactive decisions, communicate findings, and develop solutions. The manager also maintains expertise in Sumo Logic products, sales personas, and services; teaches customer-centric engagement and value-oriented qualification; and partners with Sales Operations, Business Operations, and Account Executives to improve performance and sales-development effectiveness. Sumo Logic helps make the digital world secure, fast, and reliable through its Intelligent Operations Platform, combining agentic AI-powered SIEM and log analytics. Employees are responsible for complying with applicable federal privacy laws and regulations and organizational data-protection policies. Applicants must be authorized to work in the United States at hire and throughout employment; the company cannot offer new non-immigrant visa sponsorship or OPT hiring for this position. The expected annual base salary is $92,000–$108,000. Certain roles may also participate in bonus or commission plans and receive company benefits.

Requirements

At least 4 years of experience leading a sales development team for a technical product or SaaS company.
Established track record managing and mentoring a growing team of SDRs.
Deep understanding of interpreting data analytics and metrics to drive better decision-making.
Familiarity with SaaS and/or subscription-based business sales models.
Desire for operational rigor and excellence, including fostering growth and evolving processes to accelerate success.
Must be authorized to work in the United States at the time of hire and for the duration of employment.

Responsibilities

Manage inbound and outbound SDRs’ daily, weekly, monthly, and quarterly activities through SFDC, including call time and connect rates, and report weekly and monthly metrics.
Build and maintain a knowledge base and develop expertise in Sumo Logic products, sales personas, and services.
Identify and communicate recommendations to improve efficiency and productivity.
Assist with hiring, onboarding, and promoting SDR team members.
Work with Sales Operations and Business Operations to create standardized performance reports.
Teach customer-centric engagement and value-selling-oriented qualification.
Partner with the Account Executive team to maintain positive working relationships and maximize the impact and effectiveness of sales development.
Coordinate with Marketing and Sales to support efficient prospect and customer information exchange and hand-offs.
Manage, mentor, and enable the Sales Development team and manage performance toward quotas.
Use sales data and analytics to identify trends, inform decisions, communicate findings to leadership, and develop solutions.
Improve existing processes and plan for scalable processes to support company growth.