Sales Development Manager

RunSybil

6d•$120,000 - $150,000•Remote

About The Position

RunSybil is seeking a Sales Development Manager to establish and lead their sales development efforts. This is the first sales development leadership position at the company. The role involves assessing current successful strategies, formalizing them into a scalable engine, and building a team to support it. This is primarily a builder role, with management responsibilities following the establishment of the function. The Sales Development Manager will collaborate with Account Executives (AEs), marketing, and RevOps to define the outbound sales process, including prospecting, qualification, messaging, and handoff procedures to AEs. This process must be functional before hiring any Sales Development Representatives (SDRs). The role requires close collaboration with the founders and GTM leadership on strategy, including decisions on the optimal use of agentic SDR tooling versus human resources. It's an early-stage position offering significant ownership and the opportunity to influence the company's sales approach. Ideal candidates are builders, willing to perform foundational tasks themselves, and enthusiastic about AI.

Requirements

Experience managing SDRs and/or inside sales representatives.
Proven track record of building or rebuilding an outbound sales motion.
A builder's instinct, comfortable performing foundational work before having a team.
Genuine excitement about AI and experience with AI automation.
Proficiency in creating processes, bringing structure and accountability to a rapidly growing top-of-funnel.
Comfort operating with minimal direction, experience running experiments, and making data-driven decisions.
Ability to pivot and move quickly.
Ease interacting with technical, opinionated buyers and founders.
Ability to coach reps who interact with technical buyers and founders.

Nice To Haves

Security, infrastructure, or developer-tools experience.
Understanding of the technical security team buyer landscape.

Responsibilities

Build a data-driven outbound motion from end to end, covering prospecting, qualification, messaging, and the handoff process to create sales-ready conversations.
Personally execute outbound sales activities before hiring a team to ensure the playbook is proven.
Establish tracking and reporting systems to provide clarity on top-of-funnel activity and pipeline as the team expands.
Collaborate with founders, Head of GTM, RevOps, Marketing, and account executives on messaging, positioning, and a seamless handoff to the closing team.
Hire, onboard, and coach the SDR team once the outbound motion is established, developing ramp-up structures to help new representatives meet quota.
Evaluate agentic SDR and prospecting tools to determine the optimal balance between automation and headcount.
Own top-of-funnel metrics and communicate field learnings back to GTM and product teams.