Program Manager, Sales Development (SDR Program)

Pearson•United States,

1d•$78,000 - $120,000

About The Position

This role ensures SDR efforts effectively support pipeline generation, improve lead quality, and create a seamless handoff to sales, while driving continuous optimization of tools, workflows, and reporting.

Requirements

4+ years in sales operations, program management, or sales development environments
Strong understanding of lead lifecycle management, CRM systems (Salesforce/1CRM), and pipeline mechanics
Proven experience building or optimizing programs/processes at scale
Strong analytical skills with the ability to translate data into actionable business recommendations
Excellent cross-functional collaboration and communication skills

Nice To Haves

Strategic operator who can balance big-picture thinking with hands-on execution
Strong systems thinker who understands how process, data, and behavior connect
Comfortable influencing without direct authority
Naturally proactive and solutions-oriented

Responsibilities

Own end-to-end SDR program design, including lead management, qualification standards, and conversion workflows
Define and evolve the SDR program’s role in pipeline creation vs. servicing activities to maximize impact
Translate leadership priorities into scalable SDR processes and operating models
Partner with Sales Leadership to align SDR scope with business goals (pipeline quality, new business, speed-to-lead)
Design and maintain lead routing, qualification, and conversion rules across systems (e.g., Salesforce / 1CRM)
Identify inefficiencies in SDR workflows (manual steps, duplication, data gaps) and implement improvements
Drive automation opportunities to improve speed, consistency, and scalability of lead handling
Standardize SDR playbooks, documentation, and best practices across the program
Own SDR reporting frameworks, dashboards, and KPIs (lead volume, conversion rates, pipeline influence)
Monitor program performance weekly and surface actionable insights to leadership
Ensure accurate attribution of SDR impact across pipeline and revenue
Conduct audits and build mechanisms to improve data hygiene and reporting accuracy
Serve as the central point of coordination across Sales, Marketing, Operations, and external partners
Align on lead sources, campaign inputs, and handoff expectations
Define roles and responsibilities between SDRs and Sales (e.g., qualification vs. pipeline ownership)
Partner with RevOps/Tech to support system enhancements and data structure improvements
Lead initiatives to shift SDRs toward higher-value, proactive pipeline generation
Evaluate program performance and recommend structural or strategic changes
Pilot new approaches (automation, segmentation, outreach models) to improve conversion outcomes
Incorporate feedback from Sales and stakeholders to refine program effectiveness