Manager Large Enterprise Sales Development

Menlo Ventures; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Paylocity is seeking a data-driven Sales Development Leader to guide a Large Enterprise SDR team responsible for building high-quality pipeline. You will coach, coach, and develop SDRs into capable enterprise sellers, while coordinating with Sales, Marketing, and Revenue Operations to optimize outbound execution and performance.

The role emphasizes strategy, coaching, and cross-functional collaboration to ensure consistent pipeline generation and alignment with enterprise accounts.

Qualifications

• 6+ years of experience in sales development, business development, or customer-facing roles.
• 5+ years in a sales development leadership role.
• Demonstrated ability to coach, motivate, and grow early-career sales talent.
• Strong written and verbal communication skills, especially with senior-level stakeholders.
• Strong analytical skills with the ability to leverage data for decision-making.
• Proven ability to manage outbound prospecting and generate qualified interest in complex, multi-solution offerings.
• Experience using CRM systems (e.g., Salesforce) and sales engagement tools (e.g., Salesloft).

Responsibilities

• Lead a team of Large Enterprise SDRs; own pipeline targets and ensure monthly/quarterly goals are met.
• Build outbound prospecting strategies aligned to enterprise personas, industries, and priorities.
• Coach through call reviews, 1:1s, and performance feedback to drive development.
• Partner with Sales leadership to define target accounts and outreach tactics.
• Collaborate with Marketing and Revenue Operations to optimize campaigns, CRM reporting, and territory alignment.

Skills

Leadership

Coaching

Data-driven

Strategic outbound

Communication

Analytical skills

Tools

Salesforce

Salesloft

Job description

Job Type

Full-time

Position Overview

This role leads a team of Sales Development Representatives responsible for generating high-quality pipeline- within the Large Enterprise segment (1,500+ employees). This role owns strategy, performance management, coaching, and cross functional alignment to ensure the SDR team consistently creates meaningful opportunities for Large Enterprise Account Executives. The ideal candidate is a -data driven- leader who can inspire high performance, drive strategic outbound execution, and develop SDRs into future enterprise sellers.

Primary Responsibilities

The below represents the primary duties of the position, others may be assigned as needed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Leadership & Team Development

• Recruit, hire, onboard, and develop a team of high performing Large Enterprise SDRs.
• Provide ongoing coaching through call reviews, 1:1s, skill-based coaching sessions, and performance feedback.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Create individualized development plans to prepare SDRs for progression into sales or other revenue roles.

Strategy & Execution

• Build and execute outbound prospecting strategies aligned to enterprise personas, industries, and solution priorities.
• Partner with Sales leadership to define target accounts, account coverage models, and outreach tactics.
• Guide the team on sequencing, messaging, and multi-channel prospecting best practices.
• Ensure consistent qualification standards are followed (e.g., MEDDICC).

Pipeline & Performance Management

• Own SDR pipeline targets and ensure the team consistently meets or exceeds monthly and quarterly goals.
• Monitor KPIs including outreach activity, meeting creation, opportunity quality, conversion rates, and pipeline contribution.
• Use data to identify trends, optimize process efficiency, and drive proactive performance improvements.
• Report on progress, risks, and insights to Sales, Marketing, and Revenue Operations.

Cross-Functional Collaboration

• Align closely with Large Enterprise Sales Leaders and AEs to ensure seamless handoff of qualified opportunities.
• Partner with Marketing on campaigns, events, and content that support enterprise pipeline goals.
• Work with Revenue Operations to refine workflows, CRM reporting, territory alignment, and process improvements.
• Represent the SDR function in cross departmental planning and GTM initiatives.

Operational Excellence

• Maintain high standards of data integrity and CRM hygiene across the team.
• Implement tools, automation, and processes to improve productivity and effectiveness.
• Drive continuous improvement through experimentation, A/B testing, and insight-sharing.

Education And Experience

• 6+ of experience in sales development, business development, or customer-facing roles - preferably in SaaS or enterprise technology.
• 5+ years in a sales development leadership role.
• Demonstrated ability to coach, motivate, and grow early-career sales talent.
• Strong written and verbal communication skills, especially when interacting with senior-level stakeholders.
• Strong analytical skills with the ability to leverage data for decision-making.
• Proven ability to manage outbound prospecting and generate qualified interest in complex, multi solution offerings.
• Experience using CRM systems (e.g., Salesforce), sales engagement tools (e.g, Salesloft), and prospecting platforms.

Preferred

• Experience in HCM, HR technology, ERP, SaaS, or workforce solutions.
• Familiarity with large enterprise organizational structures and buying cycles.
• Strong research, prioritization, and time-management skills.
• Ability to thrive in a fast-paced environment with high expectations for performance.

Paylocity is an equal-opportunity employer. Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better.

We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers.

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact [e-mail]. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.