Sales Development Manager

Galileo•Burlingame, CA

42d•Onsite

About The Position

At Galileo, you'll be part of a pioneering team shaping the future of AI agent evals. We are seeking a dynamic and experienced Leader of Sales Development to lead and scale our Sales Development team. This role is critical in building a high-performing outbound engine, driving top-of-funnel pipeline, and partnering closely with marketing and sales to align go-to-market strategy. The ideal candidate has a proven track record of coaching and developing SDRs, implementing scalable processes, and consistently exceeding pipeline targets. This is an onsite role based in the San Francisco Bay Area, with the team working together in person 2 days per week. We're focused on building a strong, collaborative, and high-energy onsite culture.

Requirements

Experience: 5+ years of experience in Sales Development or Sales, with 2+ years in a leadership role managing SDR teams, preferably in a B2B SaaS or high-growth tech startup.
Leadership: Proven ability to build, scale, and lead high-performing SDR teams that consistently exceed pipeline targets.
Sales Acumen: Deep understanding of the B2B sales funnel, outbound prospecting techniques, and lead qualification frameworks (e.g., MEDDPICC, BANT).
Coaching and Enablement: Passion for developing talent with frequent coaching and onboarding/training.
Operational Rigor: Experience working with sales tech stacks (e.g., Hubspot, Outreach/Seq, Apollo, Gong, LinkedIn Sales Navigator) and driving process improvements.
Communication Skills: Excellent written and verbal communication skills, with the ability to motivate a team and collaborate cross-functionally.
Strategic Thinking: Ability to zoom out to drive strategic decisions while also getting in the weeds to unblock team challenges and drive daily execution.
Collaboration: Strong cross-functional partner who thrives in a fast-paced, collaborative environment.
Education: Bachelor’s degree in Business, Marketing, Communications, or a related field—or equivalent experience.
Travel: Occasional travel may be required for team offsites, training, or events.

Responsibilities

Team Leadership and Coaching: Lead, develop, and inspire a team of 4+ SDRs to consistently hit or exceed pipeline generation goals. Foster a culture of performance, accountability, and continuous learning.
Sales Development Strategy: Design and execute a scalable, data-driven SDR strategy that aligns with Galileo’s growth objectives. Implement best practices across outbound prospecting, lead qualification, and performance tracking.
Pipeline Generation: Own top-of-funnel performance metrics. Work cross-functionally with marketing and sales to ensure a steady flow of high-quality opportunities into the sales pipeline.
Operational Excellence: Define and optimize SDR processes, cadences, and tools (e.g., sequences, CRM workflows, enablement tech) to increase team productivity and efficiency.
Cross-Functional Collaboration: Partner with Marketing on campaigns, messaging, and lead quality. Collaborate with Sales leadership to ensure seamless handoffs and clear feedback.
Talent Development: Recruit, onboard, and retain high-potential SDR talent. Develop structured onboarding, enablement, and career development programs that drive rep success and growth.
Analytics and Reporting: Monitor KPIs, analyze performance data, and present actionable insights to senior leadership. Use data to inform strategy and drive continuous improvement.
Message Testing and Market Feedback: Serve as the voice of the front line—surface learnings from SDR outreach to influence our messaging, positioning, and product feedback.