Manager of Sales Development

Elastic; Austin (TX); Hybrid; USD 90,000 - 160,000; Full time

Benefits offered by this job

Health coverage

Flexible schedule

Generous vacation days

Parental leave (16 weeks)

Volunteer time off

Charitable matching up to $1500

Job summary

Elastic is hiring a Manager, Sales Development to lead a high-performing team of eight SDRs in Austin. You will coach, measure, and scale outbound efforts across enterprise accounts, collaborating with Sales Leadership, Marketing, and Partners to build a robust pipeline.

You will design unified outbound account-based strategies, refine playbooks and AI-driven workflows, and drive performance through actionable feedback and structured development plans.

Qualifications

• 2+ years of direct people management experience leading Sales Development Representatives
• Located in or willing to commute to the Austin, TX hub 3 days per week
• Deep understanding of enterprise outbound, ABM, and multi-channel outreach

Responsibilities

• Lead and coach a team of 8 SDRs to hit and exceed pipeline quotas
• Partner with Sales Leadership, Marketing and Partners to drive enterprise pipeline
• Develop and refine SDR playbooks, multi-channel cadences, and AI-driven workflows
• Recruit, hire, onboard, and scale SDRs; build onboarding programs for fast ramp and promotion paths
• Track KPIs, pipeline health, conversion rates, and forecast accuracy to optimize resources

Skills

SDR management

Enterprise outbound

Account-based sales

Salesforce

Outreach

LinkedIn Navigator

Demandbase

ZoomInfo

Coaching

Hiring & onboarding

Tools

Salesforce

Outreach

LinkedIn Sales Navigator

Demandbase

ZoomInfo

Job description

• As the Manager, Sales Development, you will lead, coach, and scale a high-performing team of 8 Sales Development Representatives (SDRs)
• You will partner closely with Sales Leadership, Marketing, and Partners to ensure your team uncovers high-value pipeline within top-tier enterprise accounts
• Team Leadership & Performance Management: Direct-manage a team of 8 SDRs. Inspire, coach, and hold the team accountable to performance expectations, pipeline conversion metrics, and overall quota attainment
• Coaching & Skill Development: Conduct regular 1:1s and call reviews to elevate team messaging around complex technical solutions (Search, Observability, Security, and AI)
• Team Building & Scaling: Recruit, hire, onboard, and develop top-tier talent. Build onboarding programs from the ground up to shorten ramp times and prepare SDRs for promotion into Account Executive and go-to-market roles
• Operational & Analytical Excellence: Establish data-driven operational cadences. Track team KPIs, pipeline health, conversion rates, and account coverage to optimize resource allocation and accurately forecast pipeline creation
• Account Mapping & Execution: Partner with Leadership to design unified outbound account-based strategies across key buying centers and high-value target accounts
• Process & Playbook Development: Continuously refine SDR playbooks, multi-channel cadences, AI-driven workflows, and tech stack utilization (Salesforce, Outreach, LinkedIn Sales Navigator, Demandbase, ZoomInfo)
• Partner-Led Alignment: Integrate ecosystem partners (GSIs, hyperscalers/cloud providers) into SDR prospecting motions to unlock new account entry points
• Performance Management: Drive a high-performance culture with clear metrics, actionable feedback, and proactive performance management plans when required

Benefits

• Toast to your health: Fully paid health coverage for you and your family, in many locations.
• Craft your calendar: Flexible location and schedule for most roles.
• Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
• Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
• Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
• Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).

• Technical Depth: Demonstrated ability to understand and communicate complex, highly technical products (e.g., Data, Cloud Infrastructure, Cybersecurity, Observability, Search, or AI)
• Proven Attainment Track Record: Proven history of consistently achieving or exceeding team quota, meeting metrics, and pipeline generation targets
• Sales Tech & AI Literacy: Proficiency with modern sales tools (Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Demandbase) and leverage of AI tools to increase team efficiency
• Operational & Analytical Mindset: Strong data fluency—ability to analyze pipeline metrics, run performance forecasting, identify conversion bottlenecks, and implement operational fixes
• In-Office Availability: Located in or willing to commute to our Austin, TX hub 3 days per week
• SDR Management Experience: 2+ years of direct people management experience specifically leading Sales Development Representatives
• Enterprise Outbound Expertise: Deep understanding of strategic account-based sales methodologies, executive persona mapping, and multi-channel outreach
• Ground-Up Building & Performance Management: Hands-on experience building, scaling, and structuring SDR teams, including running end-to-end recruitment, onboarding, and performance management