Enterprise SDR Manager

withpulley; United States; Hybrid; USD 90,000 - 150,000; Full time

Job summary

Pulley is seeking a high-energy leader to manage our Enterprise and Senior Enterprise SDR teams in a hybrid NYC office setup. You will drive pipeline growth, coach reps, and codify repeatable outbound playbooks that win in complex enterprise deals.

You will leverage AI tools to speed list-building and personalization and collaborate closely with AEs and marketing to optimize campaigns. The role demands a proven track record in scaling SDR teams, strong outbound skills, and hands-on experience

Qualifications

• Experience leading SDR teams, preferably during rapid scale.
• Proven track record of beating quota as SDR or AE.
• Coaching reps to improve performance and promotions.
• Experience supporting enterprise sales with long cycles and senior buyers.
• Strong outbound skills: cold calling, sequencing, messaging, MEDDICC framework.
• Creativity in personalized outreach and multi-channel outreach.
• Hands-on with AI tools for prospecting and personalization.

Responsibilities

• Lead and coach the Enterprise and Senior Enterprise SDRs with weekly 1:1s and review calls.
• Own and monitor pipeline targets and quotas with actionable metrics.
• Teach reps permitting concepts, personas, and product knowledge for credible conversations.
• Build and refine outbound playbooks, sequences, and qualification standards.
• Push creative, personalized outreach across channels; test new approaches.
• Incorporate AI into daily workflow for research, list building, and prep.
• Collaborate with AEs for tight handoffs and shared strategy.
• Recruit, interview, and onboard SDRs; plan ramp paths to Senior SDRs and AEs.
• Own SDR funnel reporting in CRM and share insights with leadership.
• Work cross-functionally with Marketing and RevOps on campaigns and tech stack.

Skills

Team leadership

SDR coaching

Outbound selling

Enterprise sales motion

AI-assisted prospecting

HubSpot

Tools

Gong

HubSpot

Gong / sales engagement tools

Clay / AI tools

Job description

About Pulley

Pulley helps the country's top architects, builders, and retailers speed up every project in their portfolio. With AI-powered permitting intelligence and expert guidance, we eliminate costly delays and bring predictability across the full lifecycle of commercial projects.

Today, permitting is the slowest, most uncertain part of building, spread across 19,000+ jurisdictions with different rules, timelines, and surprises. Pulley gives project teams the clarity and predictability they need to move from planning to opening without delays.

We support rollout programs for brands like J.Crew, Solidcore, and Hibbett Sports, as well as major data center buildouts, EV charging networks, and other commercial projects. Our platform dramatically reduces approval timelines, improves forecasting accuracy, and removes thousands of hours of manual work from design and construction teams.

Founded in 2021, Pulley combines deep permitting expertise with purpose-built AI from people who have created products used by millions. We're backed by CRV, Susa Ventures, Fifth Wall, and leaders from Plaid, Segment, ServiceTitan, and Procore.

What you'll do

• Lead and coach the team: Manage our Enterprise and Senior Enterprise SDRs through weekly 1:1s, call and email reviews in Gong, and live coaching on cold calls, messaging and objection handling.
• Own pipeline targets: Drive consistent team attainment against completed-meeting quotas. Track the activity and conversion metrics that predict results, and act early when a rep falls behind.
• Teach the business: Get reps fluent in permitting, our personas and our product fast, so they can hold credible conversations with senior buyers who know their industry cold.
• Build the outbound playbook: Refine sequences, talk tracks, account prioritization and qualification standards. Codify what works so it's repeatable across the team.
• Push creative, personalized outreach: Raise the bar beyond templated sequences. Coach reps to research accounts deeply and write messages tied to a prospect's real projects, markets and permitting pain. Test new channels and angles, and spread what wins.
• Lead with AI: Build AI into the team's daily workflow for account research, list building, personalization and call prep. Help reps spend less time on busywork and more time in real conversations.
• Partner with AEs: Run a tight SDR-AE pairing model with clean handoffs, shared account strategy and regular feedback on meeting quality.
• Hire and develop: Recruit, interview and onboard new SDRs. Build ramp plans and career paths, and develop reps into Senior SDRs and AEs.
• Report on the funnel: Own SDR reporting in HubSpot and Hex, and share weekly and monthly reads with the VP of Sales.
• Collaborate cross-functionally: Work with Marketing on campaigns and events, and with RevOps on account assignments, lead handoffs and our sales tech stack.

Need to Have

• 2+ years leading a team of SDRs, ideally somewhere that was scaling fast
• Prior success as an SDR or AE yourself, with a track record of beating quota
• A coaching record you can point to: reps who hit their number, got promoted or moved into closing roles
• Experience supporting an enterprise sales motion with long cycles and senior, multi-stakeholder buyers
• Strong command of outbound: cold calling, sequencing, messaging and a qualification framework (we use MEDDICC)
• A creative approach to outbound: you can show examples of personalized, out-of-the-box outreach that broke into hard accounts
• Hands-on with AI tools for prospecting and personalization (e.g., Clay, ChatGPT/Claude, AI features in your sales engagement platform), and excited to teach the team to use them well
• Comfort with the numbers: you know your funnel math and can run a team from a CRM (HubSpot a plus)
• Clear-eyed about the hustle, curiosity and flexibility it takes to thrive at an early-stage startup
• Able to work from our NYC office 2 days a week

Nice to Have

• Experience selling into construction, real estate or another complex vertical
• Built or rebuilt an SDR function from an early stage
• Hands-on with Gong, HubSpot and modern sales engagement tools