SDR Manager, Public Sector

NinjaOne•Austin, TX

2d•Hybrid

About The Position

As a Public Sector SDR Manager at NinjaOne, you’ll play a critical role in accelerating go-to-market success across our Public Sector vertical including State & Local Government, Education (SLED), and Federal Civilian agencies. You’ll lead and develop a high-performing SDR team responsible for consistently generating qualified pipeline tailored to the unique dynamics of public-sector buyers. In this hands-on leadership role, you’ll hire, coach, and grow SDR talent while building a culture rooted in curiosity, accountability, and continuous learning. You’ll collaborate closely with Sales and Marketing leadership to refine outbound strategy, align messaging and targeting to procurement cycles, and ensure the team generates high-quality opportunities that fuel both SLED and Federal AE success. This role requires a leader who understands the nuances of public-sector sales motions, including state budget timelines and RFP structures to federal compliance requirements, and can translate those complexities into actionable, scalable SDR playbooks. Location: Hybrid in Austin, TX (In office Monday, Tuesday, and Thursday, with additional days as needed)

Requirements

Proven experience selling into or supporting the Public Sector, with SLED or Federal required
2+ years managing an SDR team within SaaS, plus 1+ year as an SDR or outbound sales role
Demonstrated success consistently hitting or exceeding pipeline goals through strategic outbounding
Strong understanding of public-sector buying cycles, procurement processes, funding flows, and compliance requirements including state and local RFPs, cooperative purchasing, federal contracting vehicles
Experienced in coaching SDRs on tailored Public Sector messaging, qualification, and objection handling
Skilled at hiring, developing, and retaining high-performing SDR talent
Comfortable leveraging data and KPIs to drive performance, refine strategy, and increase efficiency
Excellent communicator able to partner cross-functionally with Sales, Marketing, Channel, and Operations
Proficient in Salesforce; Salesloft and other sales tech a plus
Embody NinjaOne’s core values of Curiosity, Integrity, Kindness, Humility, Innovation, and foster them daily within your team

Responsibilities

Hire, onboard, and lead a high-performing team of SDRs focused on pipeline generation across Public Sector (SLED + Federal)
Build and execute outbound strategies that generate consistent demo volume and high-quality pipeline
Train SDRs on product expertise, value-based messaging, and public-sector–specific sales motions (procurement cycles, RFP structures, contracting vehicles, etc.)
Coach your team in objection handling, discovery, and qualification aligned to Public Sector nuances
Ensure SDR efforts align with compliance and procurement considerations unique to SLED and Federal buyers
Partner with Sales leadership to align SDR motions with territory plans, agency priorities, and opportunity sequencing
Collaborate with Marketing to develop targeted campaigns for state agencies, municipalities, school districts, higher-ed institutions, and federal departments
Track, analyze, and report weekly activity, performance metrics, and pipeline contribution
Leverage Salesforce and Salesloft to monitor engagement, streamline workflows, and optimize conversion efficiency
Motivate and celebrate your team through creative incentives, recognition, and a culture of continuous improvement
Own hiring, performance management, coaching, and career development for your team
Contribute to ongoing improvements in systems, workflows, messaging, and GTM alignment
Other responsibilities as needed to support Public Sector GTM success

Benefits

We are a collaborative, kind, and curious community.
We honor your flexibility needs with full-time work that is hybrid remote.
We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
We help you prepare for your financial future with our 401(k) plan.
We prioritize your work-life balance with our unlimited PTO.
We reward your work with opportunity for growth and advancement.

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