Sr. Manager, Enterprise Sales Development

CivicPlus, LLC

87d•$80,200 - $100,000

About The Position

Reporting to the VP of Sales Development, the Enterprise Sales Development Manager leads a team of high-performing Enterprise Sales Development Representatives focused on generating qualified pipeline across our multiproduct GovTech suite. This leader will design, coach, and scale an enterprise-grade prospecting engine targeting large cities, counties, higher-education institutions, and state agencies. You’ll partner closely with Enterprise Account Executives, Marketing, and RevEnablement to create account based programs that drive measurable impact and align with our broader growth strategy. The ideal candidate is a strategic builder and hands on coach someone who thrives in public sector sales cycles, understands RFP and budget dynamics, and can turn complex solutions into compelling value stories for civic organizations. This position is not available in the following states: CA, CT, DE, FL, IL, MA, MD, MT, NV, NH, PA, WA. About CivicPlus At CivicPlus, we strive to bring our company vision to life through innovation and collaboration. Supported by approachable leadership and transparent communication, we're empowered to make an impact on local government and the residents they serve. Grow your career alongside great people, where authenticity is welcome, successes are celebrated, and potential is nurtured.

Requirements

3+ years of SDR experience with 2+ years successfully leading an enterprise SDR team (public sector or regulated industry preferred).
Proven track record of building and managing outbound pipeline for $100K+ ACV enterprise deals.
Deep understanding of public sector buying cycles, RFP processes, and government technology procurement.
Strong data and operational discipline, comfortable managing dashboards, CRM hygiene, and KPI analysis (Salesforce, Outreach, or similar).
Exceptional communication and leadership skills with the ability to inspire and coach team members to exceed goals.
Demonstrated success in cross-functional collaboration with Account Executives, Marketing, and RevEnablement teams.
Experience with account-based strategies, multi-threaded outreach, and grants/funding-based campaign triggers.

Nice To Haves

Experience with tools such as Salesforce, Outreach, 6sense or ZoomInfo.
Familiarity with GovTech multiproduct portfolios (e.g., public records, digital services, websites, permitting, or 311).
Strong presentation and storytelling ability; skilled at translating technology into citizen-impact outcomes.
Bachelor’s degree in Business, Communications, or related field.
Willingness to travel occasionally for enterprise account planning and team events.

Responsibilities

Lead, mentor, and develop a team of Enterprise SDRs responsible for outbound pipeline generation across named enterprise public-sector accounts.
Create and maintain a structured coaching cadence, including weekly 1:1s, live call reviews, and skills certifications aligned to enterprise sales motions.
Partner with SDR Leadership and Talent Acquisition to promote, and ramp SDR talent who can handle complex, multi-stakeholder buying processes.
Build a performance culture grounded in accountability, data transparency, and personal development.
Collaborate with RevEnablement to deliver training on ABM strategy, public-sector messaging, and multi-product storytelling.
Own SDR performance metrics: Qualified meetings, show rates, opportunity conversion, attach rates, and sourced pipeline dollars.
Develop and refine territory and pod strategy, aligning SDRs to Enterprise AEs, verticals, and funding cycles.
Partner with Marketing and RevEnablement to design account-based campaigns around grants, budget windows, and cooperative purchasing agreements.
Continuously analyze funnel health and optimize outbound playbooks, sequences, and ICP definitions.
Provide regular performance reports to Sales Leadership with clear recommendations on productivity, conversion efficiency, and capacity planning.
Champion multi-product engagement by ensuring SDR outreach consistently introduces two or more complementary solutions.
Represent the SDR organization in Enterprise GTM planning, providing feedback on messaging, campaign effectiveness, and market insights.