SDR Leader (Manager/Sr Manager+)

Nava Benefits

2d • Remote

About The Position

Nava is seeking an SDR Leader (Manager/Sr Manager+) to lead their outbound and inbound SDR team of 6-7 individuals. This role is crucial for driving Nava's top-of-funnel pipeline and revenue growth. The ideal candidate will have recent, hands-on experience in the SDR role, enabling them to provide effective coaching and build repeatable processes. Nava has a defined ICP, messaging, and tech stack, and is looking for a leader to elevate performance and accountability. The SDR team is at an inflection point with talented reps and a working messaging framework, requiring a leader to refine processes, raise performance, and build accountability structures. This role reports to the VP of Revenue and Head of Marketing, with success measured by pipeline quality, meeting conversion rates, and rep development.

Requirements

• 3+ years of direct SDR management experience leading a high-volume outbound SDR team, with personal accountability for connect rates, meeting rates, and pipeline contribution.
• Personal cold calling and outbound sequence experience within the last 3-5 years.
• Experience owning SDR process from scratch at a smaller or earlier-stage company.
• A measurable performance track record with specific, quantifiable improvements driven.
• Experience managing 5-10+ SDRs across multiple experience levels.
• Deep hands-on experience with Salesforce, SEPs, parallel dialers (Nooks or equivalent), and enrichment/prospecting tools (Clay, ZoomInfo, or similar).
• Ability to build dashboards, track leading indicators, and diagnose performance problems with data.
• Experience designing and optimizing account distribution models, territory management, and lead routing workflows.
• Hands-on call coaching experience on discovery structure, objection handling, and call mechanics.
• Experience implementing clear performance expectations and accountability frameworks (weekly reviews, 1:1s, performance improvement plans).
• A track record of retaining and promoting reps, investing in their growth.

Nice To Haves

• Background in B2B benefits, insurance, HR tech, or adjacent industries with a complex, consultative sales motion.
• Familiarity with account prioritization models that stack signals like renewal timing, funding events, hiring activity, and role changes.
• Experience at a VC-backed company (Series A-C) building process in a rapidly changing environment with limited resources.

Responsibilities

• Lead and coach a team of 6-7 SDRs across SDR1, SDR2, and Senior SDR levels, providing hands-on coaching on cold call technique, discovery conversations, objection handling, and prospecting discipline.
• Own key metrics such as connect rates, conversation rates, and meeting rates, and build the operating cadence (pipeline reviews, call coaching, team standups, 1:1s) for consistent accountability and results.
• Optimize the SDR tech stack including HubSpot, Gong, Gong Engage, and parallel dialer, leading evaluations for tools like Nooks vs. Clay and ensuring data visibility.
• Evolve the account distribution strategy from weekly list drops to a quarterly, signal-based model, incorporating renewal timing, hiring activity, funding events, and HR role changes.
• Partner with the Sales team to ensure pipeline quality, define SQL standards, and diagnose meeting conversion issues to coach reps.
• Collaborate with the Marketing team on MOFU workflows, inbound SDR routing, and SDR messaging, providing feedback on outreach effectiveness.
• Build SDR career paths from SDR1 to Sales Executive, managing promotion interviews, skills checkpoints, and development conversations.
• Manage performance decisively, identifying underperformers, providing clear feedback, and running improvement plans to foster a culture of high expectations and accountability.

Benefits

• Medical insurance, including a $0 premium HDHP plan for individuals
• Dental
• Vision
• Telehealth and Virtual Primary Care Visits
• OneMedical membership
• Wellhub
• $50 monthly benefit to improve mental or physical health
• Stock options
• 401(k) with a $2,000 match
• FSA
• HSA
• Access to Origin Financial
• Flexible PTO
• 12 weeks of paid parental leave with 2 weeks of transition time
• $50 monthly connectivity reimbursement
• Company-paid short-term disability, long-term disability, and life insurance
• Voluntary benefits like supplemental life, AD&D, hospital indemnity, accident, and critical illness coverage
• $1,000 home office setup stipend
• Employee Assistance Program (EAP)

What This Job Offers

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