Sales Development Representative Manager (Hybrid, Boston, MA-Based)
About The Position
Liquibase is seeking a hands-on Sales Development Manager to build and lead its SDR team in Boston, MA. This player-coach role is ideal for someone passionate about team building and developing early-career sales talent. The manager will be responsible for recruiting, hiring, onboarding, training, coaching, and managing a team of SDRs focused on generating qualified pipeline through inbound conversion and targeted outbound prospecting. Collaboration with Sales, Marketing, and RevOps is key to converting inbound demand, Community adoption, intent signals, events, and target-account activity into qualified sales opportunities.
Requirements
- 3+ years of B2B technology sales or sales development experience.
- 2+ years of experience directly managing an SDR/BDR team, including hiring, coaching, and performance management.
- Demonstrated success recruiting and developing early-career sales talent.
- Strong understanding of inbound qualification and outbound prospecting.
- Experience coaching cold calling, email outreach, objection handling, and discovery.
- Comfortable managing against activity, conversion, meeting, and pipeline targets.
- Highly hands-on management style, comfortable listening to calls, running role plays, and coaching in the moment.
- Strong communication skills and ability to give clear, direct feedback.
- Competitive, accountable, and comfortable operating in a high-velocity environment.
- Able to work regularly with the SDR team from the Boston location.
Nice To Haves
- Experience building or scaling an SDR team.
- Experience selling developer tools, DevOps, infrastructure, data, or enterprise software.
- Experience with HubSpot, Salesforce, Outreach, intent platforms, or similar sales technology.
- Experience building SDR onboarding, enablement, and certification programs.
- Experience working closely with Marketing on inbound, ABM, and event-driven pipeline generation.
- Experience developing SDRs who have progressed into closing roles.
Responsibilities
- Recruit, interview, hire, and onboard SDRs for the Boston team.
- Build a structured onboarding and training program for new SDRs.
- Coach SDRs daily on prospecting, cold calling, email, qualification, objection handling, and meeting conversion.
- Run call reviews, role plays, pipeline reviews, and regular 1:1 coaching sessions.
- Establish clear expectations for activity, meetings, pipeline generation, and conversion.
- Ensure high-intent inbound leads are contacted quickly and consistently.
- Build an outbound prospecting motion targeting accounts, intent signals, Community adoption, events, and marketing engagement.
- Partner with Account Executives on account strategies, targeting, messaging, and follow-up.
- Collaborate with Marketing on campaigns, webinars, events, ABM programs, and lead quality.
- Partner with RevOps to track SDR performance, funnel conversion, pipeline contribution, and rep productivity.
- Inspect activity and pipeline data to identify areas for improvement.
- Create a culture of accountability, competition, coaching, and continuous improvement.
- Develop SDRs for future Account Executive and other growth opportunities.
- Actively participate in calls, prospecting, or follow-up as needed in this hands-on leadership role.
Benefits
- Remote First culture, potential for company-wide in-person gatherings
- Home office allowance for remote workers
- Meaningful equity (US only)
- Comprehensive health, vision, and dental benefits - country dependent
- Generous paid time off and paid holidays
- 401K matching (US only)
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
