Manager, Sales Development

CentralReach•Holmdel Township, NJ

1d•$105,000 - $130,000•Hybrid

About The Position

CentralReach is a provider of autism and intellectual and developmental disabilities (IDD) care software for Applied Behavior Analysis (ABA), multidisciplinary therapy, and special education. The Manager, Sales Development leads the inbound and outbound sales development team to identify, qualify, and create business opportunities. The role owns the strategy, execution, and coaching for outbound prospecting, including named-account targeting and multi-touch sequencing, while partnering with Account Executives and Marketing and ensuring inbound leads are qualified and routed promptly. The position aims to grow sales pipeline and support achievement of sales targets. The manager coaches and develops representatives through call listening, live coaching, reviews of email and sequences, objection handling, and role-play. The role sets and inspects weekly activity, conversion, and pipeline goals; tests and improves multi-channel cadences; uses account research and market signals to personalize outreach; and maintains accurate CRM records. It also works with Marketing on lead-generation campaigns, account-based programs, and events, and coordinates account targeting and meeting handoffs with Account Executives. CentralReach describes itself as a hybrid company with collaborative offices in Ft. Lauderdale, Florida; Holmdel, New Jersey; and Verona, Italy. The company offers competitive compensation, health benefits, generous PTO, 401(k) matching, paid parental leave, hybrid schedules, career development support, wellness programs, and community engagement opportunities to full-time employees.

Requirements

At least 3 years of experience managing and coaching SDR or BDR teams, including at least 2 years leading an outbound-focused team and a track record of building pipeline through cold outreach and named-account prospecting.
At least 4 years of total B2B sales or sales development experience; SaaS experience is preferred.
Demonstrated ability to develop representatives' outbound skills, including cold calling, messaging, and objection handling, and improve measurable results such as connect rates, meetings set, and sourced pipeline.
Experience managing inbound lead qualification and routing alongside outbound activity, balancing capacity and priorities across both motions.
Experience building and optimizing outbound sequences, cadences, and call/email playbooks.
Experience working closely with Account Executives on account targeting and meeting handoffs.
Proven record of meeting or exceeding outbound pipeline goals.
Strong outbound prospecting skills across phone, email, and social channels.
Ability to coach and build a team, including a record of developing people who advance.
Competitive, achievement-oriented mindset and comfort with a fast-paced, challenging environment.
Creativity, curiosity, and a bias toward testing ideas and learning quickly.
Excellent written and verbal communication and strong attention to detail.
Ability to build rapport and credibility with prospects and teammates.
Coachability and openness to feedback.
Motivation to grow a career by demonstrating business impact and a strong desire to develop professionally in technology sales.

Nice To Haves

Familiarity with account-based prospecting.
Experience in healthcare, healthtech, or vertical SaaS.
Salesforce.com experience.
Experience with sales engagement and prospecting tools.
High-performing individual contributors ready to lead are also considered.

Responsibilities

Lead, mentor, and manage inbound and outbound sales development representatives to achieve individual and team goals.
Coach representatives through call listening, live call coaching, email and sequence reviews, objection handling, and role-play.
Own outbound targeting of ideal customer profile accounts, engage relevant personas, and book qualified discovery meetings.
Set and manage weekly SDR activity, conversion, and pipeline-contribution targets, reviewing results through scorecards and one-on-ones.
Design, test, and refine multi-channel outbound cadences across phone, email, LinkedIn, and video, with messaging tailored to segments and personas.
Monitor industry trends and the competitive landscape, and use account research and trigger-based signals to personalize outreach and prioritize accounts.
Collaborate with Marketing on lead-generation campaigns, account-based programs, and events.
Maintain data hygiene and accurate CRM records of lead interactions, account activity, and progress.
Work closely with Account Executives on account targeting and meeting handoffs.