Sales Development Manager

Nominal•Austin, TX

About The Position

Nominal is building the connected test and operations platform powering the world's most advanced hardware systems, from spacecraft and autonomous vehicles to next-generation defense programs. Our platform gives hardware engineering teams a single place to ingest data, analyze performance, automate test execution, and collaborate across every phase of development, so they can move faster without sacrificing safety or precision. We're a fast-moving team that owns problems end-to-end, works across disciplines, and thrives at the intersection of hardware and software. We serve top-tier commercial and defense customers, from autonomy leaders like Anduril and Shield AI to next-generation aerospace teams like Hermeus and REGENT, and performance engineering teams like Pratt Miller Motorsports, alongside mission partners within the U.S. Navy and U.S. Air Force on programs where failure isn’t an option. We’re backed by Sequoia, General Catalyst, Founders Fund, Lux Capital, and Lightspeed. Our team draws from SpaceX, Palantir, Anduril, Applied Intuition, and other leading companies, united by a common mission: giving hardware engineers the tools to build the future with speed, safety, and confidence. We're building out our go-to-market function and looking for a Sales Development Manager to lead that effort. You'll own pipeline generation, SDR hiring and coaching, outbound strategy, and the systems that make all of it repeatable — with a direct line to the head of revenue and a seat at the table on decisions that shape the company's commercial trajectory.

Requirements

Proven track record as a high-performing SDR, BDR, or top-of-funnel rep at a SaaS or tech company
Experience managing SDRs or a sales team, including hiring, coaching, training, and accountability
Strong command of outbound fundamentals: sequencing, personalization, multi-threading, pipeline metrics
Fluency in modern GTM tools: Clay, Nooks, Common Room, Gong, LinkedIn Sales Navigator, or equivalents
Clear, direct communication — you write well, run tight meetings, and know how to adapt your message to an engineer vs. a C-suite exec

Nice To Haves

Technical degree or background in hardware / industrials
Experience selling into Aerospace, Defense, or other high-complexity hardware environments
AI fluency & systems thinking
Channel / partnership management

Responsibilities

Team leadership: Manage, coach, and develop a growing team of SDRs. Run 1:1s, rep reviews, and enablement sessions that move the needle. Build a culture where people level up fast.
Pipeline generation: Own top-of-funnel pipeline targets for a high-ACV, technical sales motion. Design and execute outbound plays, experiment with messaging and segmentation, and drive a consistent, high-quality pipeline for AEs.
GTM strategy: Collaborate with marketing, sales, and leadership to sharpen the ICP definition, segment the market, test new verticals, and build the outbound playbook from the ground up.
Hiring and team building: Recruit and onboard the next generation of Nominal SDRs. You'll shape what this team looks like, how it operates, and what it's capable of.
Tooling and operations: Partner with Revops to build a modern GTM tech stack, process, and system that scales with the team.
Channel and partnership development. Identify, build, and manage commercial partnerships and channel relationships that expand the pipeline beyond direct outbound.
Build the future of Nominal’s global business development: As the company and team scale, this role will own and shape the future of Nominal’s global growth.