Senior Manager, Sales Development

Bloom Energy•San Jose, CA

About The Position

The Senior Manager, Sales Development will be a foundational leader, directly responsible for building, scaling, and leading a high-performing global Business Development Representative (SDR) organization. Their primary mission will be to drive top-of-funnel pipeline generation and align inbound and outbound efforts with broader business goals. This role involves leading, coaching, and developing a team of highly driven SDRs, ensuring operational excellence, accountability, and empowering them to uncover high-value sales opportunities and execute the market strategy. Success requires a seasoned leader who can define the outbound prospecting strategy, establish effective KPIs, and partner closely with Sales Directors and Marketing to maximize pipeline creation and revenue impact.

Requirements

Minimum of 10 years of experience in Enterprise Technology Sales, including a proven, quantifiable track record of exceeding targets in a high-velocity sales environment.
Minimum of 5 years of direct, hands-on management experience leading Sales Development (SDR) or Demand Generation teams within a high-growth technology company.
Demonstrated success in defining, implementing, and optimizing sales processes (e.g., qualification criteria, cadence structures, lead management) that resulted in scalable pipeline growth.
Expert proficiency with Salesforce CRM and a working knowledge of the Sales Development Tech Stack and AI tools (e.g., Outreach, Clay, Intent Data tools).
Proven ability to derive actionable insights from pipeline data.
Exceptional cross-functional collaboration skills, specifically working with Marketing, Sales Operations, and Account Executive leadership to drive alignment on GTM strategy and SLAs.
A proactive, coaching-centric leadership style with a passion for mentorship and developing early-career talent into future sales leaders.

Responsibilities

Directly manage and mentor a team of Sales and Account Development Representatives.
Own the Sales Development strategy and execution across target accounts and defined territories.
Coach reps on how to drive effective sales process while leveraging modern AI‑powered research and enrichment tools to improve targeting, personalize outreach, and optimize workflow efficiency.
Continuously analyze pipeline metrics (conversion rates, cycle time, MQL/SQL quality) to identify and execute levers for accelerated growth.
Implement a strong coaching program focused on prospecting, vertical expertise, product knowledge, and career pathing.
Partner with HR and Recruiting to attract, hire, and onboard top-tier Sales Development talent, ensuring a low attrition rate and strong team culture.
Teach new hires how to incorporate AI‑driven prospecting into their workflow, ensuring they understand best practices, ethical use of automation, and how to maintain creativity and critical thinking alongside technology.
Conduct regular 1:1 meetings, performance reviews, and build and develop a high performing team with metrics aligned to sales revenue, fostering a culture of accountability and excellence.
Provide accurate, timely, and detailed weekly forecasting and pipeline analysis to senior leadership, clearly articulating performance drivers, risks, and mitigation strategies.
Design and execute the regional SDR strategy, including market segmentation, account prioritization, and targeting based on ideal customer profiles (ICP).
Use AI‑powered market intelligence to inform segmentation, identify white space, refine ICP definitions, and prioritize accounts.
Continuously evaluate and optimize the entire SDR operational workflow, including territory planning, lead qualification criteria (e.g., MEDDPICC, BANT), and hand-off processes to the Account Executive (AE) teams.
Work with Sales Leadership to design compensation plans and SPIFFs that motivate high performance, align with company goals, and drive consistent pipeline growth.
Own the team's monthly and quarterly quota for qualified meetings, pipeline creation, and revenue influence.
Leverage AI‑driven insights to identify which markets, personas, and message angles produce the strongest results.
Teach the team how to interpret AI recommendations and apply them creatively.
Provide accurate weekly and monthly forecasts for qualified opportunities generated.
Analyze key performance indicators (KPIs) such as conversion rates, call activity, email metrics, and average opportunity value.
Act as the primary link between Sales, Marketing, and Operations to maintain a seamless lead‑to‑opportunity flow and consistent messaging.
Define and enforce SLAs for lead response, MQL‑to‑SQL handoff, and pipeline hygiene.
Partner closely with Marketing leadership to plan, launch, and measure targeted outbound campaigns aligned with GTM priorities.
Partner cross functionally to design and deliver onboarding and ongoing training programs covering messaging, objection handling, product knowledge, and competitive positioning.