Manager, Sales Development

SentinelOne

12h•$160,000 - $220,000•Remote

About The Position

As the Enterprise Sales Development Manager, you will lead a team of Sales Development Representatives to penetrate complex enterprise accounts through high-touch outbound campaigns. You’ll drive operational excellence by coaching on AI-enabled prospecting and conducting pipeline inspections to maximize meeting-to-qualified pipeline conversion. Partnering with Enterprise Sales leadership, you’ll bridge outreach and strategic account planning to build a high-conversion revenue funnel.

Requirements

2+ years of experience managing SDR/BDR teams, with experience supporting Enterprise sellers
Proven track record of building teams that successfully prospect into complex enterprise organizations
Strong understanding of enterprise sales cycles and account-based prospecting strategies
Experience developing structured prospecting systems and performance frameworks
Fluency in Salesforce, SalesLoft (or similar engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools
Demonstrated coaching excellence and performance improvement track record
Experience hiring and ramping SDR talent
Bachelor’s degree or equivalent work experience
Experience managing teams prospecting to Fortune 500 or Global 2000 accounts
Track record of developing SDRs who transition successfully into Enterprise AE roles
Experience building enterprise prospecting playbooks and outbound standards
Cybersecurity or relevant industry experience

Nice To Haves

Personal closing experience is a plus, but not required

Responsibilities

Build, lead, and scale a team of 6–8 Enterprise SDRs aligned 1:4 with Enterprise AEs
Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development
Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment
Hire, onboard, and ramp new Enterprise SDR talent
Mentor SDRs on strategic prospecting and long-term career development
Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts
Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration
Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach
Increase white space coverage and executive-level engagement within assigned territories
Build and iterate on outbound plays aligned to enterprise segments
Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration
Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage
Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs
Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools
Drive data accuracy, reporting clarity, and operational rigor
Champion adoption of modern prospecting tools and AI-driven workflows
Leverage AI for account prioritization, personalization, and signal-based outreach
Integrate data-driven insights into team prospecting strategy and daily execution