Sales Development Manager

ELMO Software; Sydney; On-site; AUD 130,000 - 170,000; Full time

Job summary

ELMO Software Pty Ltd is seeking a Sales Development Manager to lead a defined SDR team, driving high-quality pipeline for our SaaS HR technology solutions. Reporting to the Chief Sales Officer, you will translate strategy into daily execution through coaching, performance management, and cross-functional collaboration.

You will coach SDRs, manage the weekly rhythm, ensure CRM discipline and data quality, and partner with Marketing, Product Marketing, and Revenue Ops to optimize lead quality and

Qualifications

• Demonstrated experience in sales development, business development, or inside sales within a B2B SaaS environment.
• Experience leading, coaching, or mentoring SDRs or early-career sales professionals (formal people management experience preferred).
• Proven track record of strong individual sales-development performance, prospecting, and meeting creation.

Responsibilities

• Lead the SDR pod to deliver qualified meetings and pipeline outcomes against targets, ensuring high-quality handovers.
• Coach, develop SDRs via 1:1s, call reviews, role plays, and regular feedback to build a high-performance culture.
• Demonstrate leadership with live prospecting calls and coaching on messaging, objections, and qualification.

Skills

B2B SaaS

Sales development

Mentoring SDRs

CRM proficiency

Prospecting

Pipeline management

Data-driven decisions

Stakeholder influence

AI in sales

Tools

Salesforce

Sequencing tools

Workflow tools

Job description

Who We Are…

Founded in 2002, ELMO Software is the trusted provider of HR technology solutions to 2,000+ mid-sized organisations and more than one million end users across Australia and New Zealand.With a comprehensive suite of ISO-certified solutions that span the full employee lifecycle, ELMO Software is designed to scale as organisations grow. Flexible and configurable, ELMO’s one-stop HRIS fits to your specific needs and workflows.Through powerful technology, automation, data and analytics, ELMO Software empowers HR professionals to play an integral role in company decision making.

Job Type: Permanent - Full Time
Location: Sydney
Job Category: HR & Recruitment,SalesFounded in 2002, ELMO Software is the trusted provider of HR technology solutions to 2,000+ mid-sized organisations and more than one million end users across Australia and New Zealand.With a comprehensive suite of ISO-certified solutions that span the full employee lifecycle, ELMO Software is designed to scale as organisations grow. Flexible and configurable, ELMO’s one-stop HRIS fits to your specific needs and workflows.Through powerful technology, automation, data and analytics, ELMO Software empowers HR professionals to play an integral role in company decision making.

Life & Culture…

Benefits

At ELMO you will be joining an epic team with the opportunity to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine.

Some of our benefits include:

• Paid Parental leave - 12 weeks primary, 6 weeks secondary
• Birthday leave, YOU day each year, as well as connecting people leave (up to 2 weeks working from anywhere)
• Inhouse Learning and Development initiatives
• ELMO Social and Diversity clubs
• Wellbeing initiatives
• Mental Health/EAP programs
• Flare Benefits (great discounts, novated leasing, salary sacrifice)

Our Values

• Reimagine What's Possible - We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.
• Obsess over Customers – Everything we do is designed to positively impact our customers.
• Help Others Thrive - Be they colleagues, communities or customers, we champion ways to help others thrive.
• Be Fearlessly Optimistic - We bring unwavering positivity to any challenge, as we know it will drive meaningful change.

Please note: Our internal Talent Acquisition team has got this covered, we’re not open to using an agency for this role.

Job Description

The Sales Development Manager leads a defined team of Sales Development Representatives (SDRs) to create high-quality, qualified pipeline for ELMO. Reporting to the Chief Sales Officer, this role translates strategy into consistent daily execution through practical people leadership, sales-development coaching, performance management, and cross-functional collaboration.

Key Responsibilities Include

• Team Performance & Pipeline Generation: Lead the pod to deliver qualified meetings, held meetings, accepted opportunities, and pipeline outcomes against targets. Monitor inbound/outbound performance, maintaining high standards for qualification and handover.
• People Leadership & Coaching: Lead, coach, and develop SDRs via 1:1s, call reviews, role plays, and regular feedback. Foster an accountable, high-performance culture and establish career development pathways.
• Bring high energy and lead from the front, demonstrating what great looks like through live prospecting calls, call shadowing, role plays, and practical coaching on messaging, objection handling, and qualification.
• Operating Rhythm & Process Excellence: Own the weekly operating rhythm, maintain disciplined CRM usage, ensure data quality, and partner with Revenue Operations on funnel visibility.
• AI-Enabled Sales Development: Encourage practical use of approved AI and sales technologies to optimize research, messaging relevance, and workflow efficiency.
• Cross-Functional Collaboration: Partner with Marketing, Sales/BDM/AE leaders, Product Marketing, and Sales Enablement to drive campaign feedback, messaging alignment, and lead quality.

Desired Skills And Experience

Skills & Experience

• Demonstrated experience in sales development, business development, or inside sales within a B2B SaaS environment.
• Experience leading, coaching, or mentoring SDRs or early-career sales professionals (formal people management experience preferred).
• Proven track record of strong individual sales-development performance, prospecting, and meeting creation.
• Proficiency with CRM and sales-development tech stacks (e.g., Salesforce, sequencing, and workflow tools).
• Deep understanding of inbound/outbound prospecting, qualification, pipeline generation, and sales handovers.
• Skill in leveraging performance data to eliminate bottlenecks and boost conversion rates.
• Coach‑first leadership style with excellent communication, decision‑making, and stakeholder influence skills.

ELMO Software Pty Ltd is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team - a commitment reflected in our Reconciliation Action Plan.

As the first software company in Australia and New Zealand to achieve ISO 42001:2023 Certification, we’re passionate about responsible, secure and safe AI. Key to this role is an awareness of data privacy and security, as you’ll be working with sensitive employee data in accordance with our ISO 27001:2022 Certified security policies.

If you require any adjustments or accommodations to participate in our interview process, please let our Talent Acquisition team know at any stage of your application or screening.