Sales Development Manager

Illumio • Sunnyvale, CA

20d • $133,000 - $160,000 • Hybrid

About The Position

Illumio is seeking an experienced Sales Development leader to guide and grow its talented Account Development Representative (ADR) team. The role reports to the Director of AMS Sales Development and requires at least three years of experience managing a high-performing outbound ADR team within a B2B SaaS organization. The ideal candidate will lead by example, demonstrate excellence in building outbound messaging across phone, email, and LinkedIn, and collaborate effectively with Marketing and Sales leadership. A proven ability to hire, coach, and motivate an outbound-focused team to achieve pipeline targets in a fast-paced environment is essential.

Requirements

• 3+ years of Sales Development management experience leading an outbound team, ideally within a fast-growing B2B SaaS organization.
• Demonstrated ability to develop and execute a comprehensive ADR strategy, including quota design, KPI tracking, outbound sequencing, retargeting workflows, hands-on coaching, and performance management.
• Proven experience using AI-enabled sales technologies to improve ADR productivity, lead quality, and personalized engagement.
• A highly analytical, data-driven approach, with the ability to interpret pipeline and team-performance metrics such as reply rates, speed to lead, and conversion rates.
• A track record of generating significant, high-quality pipeline through inbound excellence and outbound prospecting, with a strong understanding of conversion metrics and lead quality.
• Exceptional cross-functional partnership skills, with experience collaborating with Marketing, Sales, Revenue Operations, and Enablement to align service-level agreements, streamline lead flow, and integrate ADR activity into broader go-to-market strategies.
• A passion for developing talent and a history of coaching and mentoring ADRs while building a culture of accountability, continuous feedback, and career growth.
• Experience thriving in fast-paced, high-growth environments and turning loosely defined processes into structured, scalable systems.
• Deep familiarity with platforms such as Salesloft, Nooks, Salesforce, ZoomInfo, 6sense, and LinkedIn Sales Navigator.

Nice To Haves

• Experience scaling a sales Development function or supporting organizational growth and transformation.
• Experience within cybersecurity, enterprise technology, or another complex B2B sales environment.
• Experience evaluating and implementing new sales-development tools, automation, or AI-enabled workflows.

Responsibilities

• Hire, develop, and retain top talent as the Sales Development organization continues to grow.
• Onboard and train new representatives through a four-week, hands-on onboarding program.
• Lead effective weekly one-on-ones that provide analysis, coaching, performance management, and career-growth support.
• Partner with the Global Head of Sales Development and Marketing to ensure messaging and talk tracks are aligned, relevant, and effective.
• Collaborate directly with Sales leadership to strengthen ADR and Account Executive alignment across processes, messaging, and strategy.
• Build and continuously improve outbound and inbound sequences and templates within Salesloft.
• Identify and resolve process bottlenecks, data issues, and inconsistencies across systems, processes, and strategy.
• Evaluate existing workflows and create scalable efficiencies across inbound and outbound models.
• Support list building and target-account development for the team.
• Use analytics and performance data to identify patterns, guide strategy, and coach the team.

Benefits

• A comprehensive 4-week Sales Boot Camp, including a trip to headquarters for Launchpad onboarding.
• Ongoing training and development to strengthen both your cybersecurity industry expertise and sales skills.
• A clear path to becoming an Account Executive through advanced training programs, including Value Selling and MEDDPICC certification.
• Access to cutting-edge AI tools, sales technologies, and process innovations that help you stay ahead of industry trends and maximize your earning potential.
• A collaborative, high-performance environment where you can learn, grow, and accelerate your career.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed