Enterprise Sales Development Manager

TCP Software

Dallas (TX)

Hybrid

USD 90,000 - 120,000

Full time

14 days+

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Benefits offered by this job

Competitive salary with performance-based bonus

20 Days of PTO

Comprehensive health benefits

Job summary

TCP Software in Dallas, Texas, is looking for a Sales Development Manager to lead an Enterprise SDR team. This role involves hiring and coaching up to 10 SDRs, refining the outbound sales playbook, and working closely with Enterprise AEs. Applicants should have extensive B2B SaaS sales experience and strong familiarity with modern SDR tools. A competitive salary, generous PTO, and comprehensive benefits are offered to successful candidates.

Qualifications

2+ years managing a B2B SaaS SDR or BDR team.
5+ years total sales experience, including SDR or AE.
Experience designing/implementing outbound sales playbooks.

Responsibilities

Lead and develop a team of up to 10 Enterprise SDRs.
Own team scorecard and meet pipeline targets.
Design and refine the outbound playbook.

Skills

Direct people-management experience

B2B SaaS sales experience

Fluency with SDR tech stack

Cross-functional partnership skills

Coaching mindset

Data analysis

Tools

Salesforce

Outreach

LinkedIn Sales Navigator

ZoomInfo

Demandbase

Job description

TCP is committed to cultivating a diverse and inclusive team. However, we are not able to sponsor visas for this role.

For more than 30 years, TCP has helped organizations engage their people by providing flexible, mobile timekeeping and workforce management solutions. Trusted by tens of thousands of customers and millions of users, TCP delivers best‑in‑class technology and personalized support to organizations of all sizes in the public and private sector to meet their complex timekeeping, employee scheduling, leave management and other workforce needs. Growth is happening and our vision for a successful future is clear – we'd love for you to join us on this journey! For more information on TCP, visit www.tcpsoftware.com or follow us on LinkedIn or Facebook.

About The Role

TCP is building a dedicated Enterprise outbound SDR team and is hiring a Sales Development Manager to lead it. You will own a team of up to 10 Enterprise SDRs split across two pods (SLED and Commercial Enterprise), each SDR paired 1:1 with an Enterprise Account Executive. This is a build‑and‑run leadership role: you will design the playbook, hire and develop the team, run the daily and weekly operating cadence, and partner with Enterprise AE leadership and Marketing to drive pipeline. The team runs a Miller Heiman / Target Account Selling methodology with a 100% outbound motion. This role is based in our Plano, TX office (4 days in‑office) and reports to the SVP of Sales.

Enterprise Sales Development Manager Responsibilities

Lead, coach, and develop a team of up to 10 Enterprise SDRs across the SLED and Commercial Enterprise pods, with direct accountability for team‑level pipeline targets and individual SDR performance.
Own the team scorecard: meetings set, meetings held, AE‑accepted opportunities, pipeline created, and deals closed. Run a monthly scorecard review with each SDR and a weekly team review with the SVP of Sales.
Build and continuously refine the outbound playbook: cadence design, sequence content, named‑account selection criteria, intent activation rules, and AE briefing standards.
Lead the full SDR hiring lifecycle — partnering with Talent Acquisition on sourcing and conducting hiring‑manager interviews — then own the onboarding experience through a structured 30/60/90‑day ramp plan designed to bring new hires to 1‑3 qualified opportunities per month within their first four months, building toward a sustained pace of 3‑4 qualified opportunities per month thereafter.
Run daily team huddles and weekly 1:1s with each SDR to inspect activity, review pipeline, role‑play cold calls, and remove blockers.
Partner 1:1 with Enterprise AEs and AE leadership to ensure each SDR‑AE pairing is operating effectively, with clear expectations on lead handoff, opportunity acceptance, and joint account planning.
Partner with Marketing on Demandbase intent signal activation, target‑account refresh cycles, and content needs for outbound sequences.
Manage the SDR tech stack (Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Demandbase) in partnership with RevOps, including sequence governance, data hygiene, and reporting accuracy.
Identify and develop SDRs ready for promotion to Enterprise AE seats, working with AE leadership to align on readiness criteria and transition timing.
Forecast team‑level pipeline contribution monthly and quarterly, with accuracy as a measurable expectation.
Represent the SDR team in cross‑functional forums including QBRs, GTM planning, and enablement reviews.
Champion a culture of accountability, coachability, and competitive excellence on a ground‑floor team where the playbook is still being built.

Qualifications

2+ years of direct people‑management experience leading a B2B SaaS SDR or BDR team, with a track record of hitting team‑level pipeline quota.
5+ years of total sales experience, including time as a successful SDR or AE before moving into management.
Demonstrated ability to hire, ramp, and develop SDRs — including coaching at least one SDR into an AE seat.
Hands‑on fluency with the modern SDR stack: Salesforce, Outreach (or Salesloft), LinkedIn Sales Navigator, ZoomInfo, and intent platforms like Demandbase or 6sense. You can build a sequence, troubleshoot reporting, and read a funnel without help.
Experience designing and running an outbound playbook from the ground up, or significantly rebuilding one. You are comfortable in environments where the process is still being defined.
Strong cross‑functional partnership skills with AE leadership, Marketing, and Sales Operations. You can hold the line on lead quality and SDR‑AE process discipline without damaging relationships.
A coaching mindset. You enjoy giving and receiving feedback, you do live call coaching, and you can role‑play a cold call with an SDR on the spot.
Comfort with data: you build and read your own dashboards, you can defend your forecast, and you make decisions from metrics rather than gut feel.
Exposure to Miller Heiman / Target Account Selling, MEDDPICC, Challenger, or a similar account‑based methodology — or a track record of running an account‑based motion without a named methodology label.
Highly motivated, results‑oriented, and a high‑integrity professional. You set the tone for the team.
Ability to work 4 days/week in our Plano, TX office.
Bonus: experience selling into HR, Finance, Operations, or IT buying centers; experience in workforce management, HCM, payroll, or public‑sector SaaS; prior experience standing up a new SDR function.

Physical Requirements

Prolonged periods sitting at a desk and working on a computer.
Must be able to lift up to 15 pounds at times.
Travel up to 15% for team offsites, AE pod meetings, and select industry events.

TCP is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Benefits