Manager, Sales Development

Apply; Northern (KY); Hybrid; USD 120,000 - 180,000; Full time

Job summary

ClickUp is seeking a Manager, Sales Development to lead a frontline SDR team and convert inbound interest into qualified pipeline. You will coach 6-10 SDRs, tighten processes, and partner with Marketing, Revenue Operations, Enablement, and sales leadership to raise funnel quality and throughput.

This high-impact role demands data-driven coaching, strong operating rigor with Salesforce and enablement tools, and a track record of improving conversion and team performance.

Qualifications

• 2+ years of experience leading SDR/BDR or similar frontline pipeline-generation teams in a B2B SaaS environment.
• 2+ years of direct sales development, business development, or pipeline generation experience.
• Proven track record improving conversion, pipeline quality, or team productivity through data-driven management.
• Strong people-management, recruiting, onboarding, and performance feedback skills.
• High emotional intelligence with empathy, clarity, and accountability.
• Proficiency with Salesforce and sales enablement tools; comfortable with dashboards and funnel metrics.
• Ability to drive efficiency, manage multiple priorities, and identify conversion improvements.
• Excellent cross-functional collaboration with Demand Gen, Marketing, Enablement, and Revenue Ops.
• Excellent communication, judgment, and ownership; adaptable in a fast-paced environment.
• Willingness to work in-office at least 2 days per week (Mon & Thu).

Responsibilities

• Lead, coach, and develop SDRs with clear pipeline goals and daily execution standards.
• Manage a team of 6-10 SDRs and drive inbound-to-pipeline conversion.
• Improve conversion across inbound sources through process tightening and prioritization.
• Establish an operating cadence around metrics, pipeline reviews, and performance management.
• Hire, onboard, and grow team members into future AE opportunities.
• Partner with Marketing, Revenue Ops, Enablement, and sales leadership to improve funnel quality and routing.
• Create scalable systems and workflows to move faster and learn faster.
• Foster an inclusive, high-energy culture focused on accountability and customer outcomes.
• Use data to diagnose gaps and develop practical action plans.
• Report to Revenue Development leadership with full ownership of frontline SDR and pipeline creation.

Skills

Leadership

Data-driven

Salesforce

Outreach

Sales Navigator

CRM discipline

Dashboards

Funnel metrics

Team coaching

Education

Bachelor's degree or equivalent

Tools

Salesforce

Outreach

Sales Navigator

Job description

At ClickUp, we're building the future of work: the first truly converged AI workspace unifying tasks, docs, chat, calendar, and enterprise search, all supercharged by context-driven AI. We are an AI-native company. Every team member is expected to leverage AI daily, and we evaluate AI fluency as part of our hiring process. Join us and help redefine what's possible.

ClickUp is building the everything app for work so teams can plan, collaborate, and execute in one place. We're hiring a Manager, Sales Development to lead a frontline team focused on converting inbound interest into qualified pipeline and developing future Account Executive talent. This role is critical as the business needs a hands-on leader who can improve conversion across lead sources, raise execution quality, and hire and coach strong SDR talent as the go-to-market engine scales.

This is a high-impact leadership role for someone who loves building both people and systems. You'll partner closely with Sales, Marketing, Enablement, and Revenue Operations to improve funnel performance, sharpen team operating rhythm, and develop a strong bench of future sellers.

Mission

Lead a high-performing sales development team that converts inbound demand into quality pipeline, strengthens the future AE bench, and raises the bar on coaching, execution, and operating discipline.

What You'll Own

• Lead, coach, and develop Sales Development Representatives with clear accountability for pipeline creation, lead conversion, and day-to-day execution quality.

• Manage a team of 6-10 Sales Development Representatives.

• Improve conversion across inbound lead sources by tightening process, prioritization, and follow-up discipline.

• Build a strong operating cadence around metrics, pipeline reviews, coaching, performance management, and team accountability.

• Hire, onboard, and develop team members who can succeed in the role and grow into future Account Executive opportunities.

• Partner with Marketing, Revenue Operations, Enablement, and sales leadership to improve funnel quality, routing, messaging, and pipeline efficiency.

• Create scalable systems and workflows that help the team move faster, learn faster, and execute more consistently.

• Foster an inclusive, high-energy team culture grounded in accountability, growth, and strong customer interactions.

• Use data to identify performance trends, diagnose gaps, and develop practical action plans.

• Report to Revenue Development leadership with full ownership of frontline sales development and pipeline creation.

This role is open to candidates in San Diego, CA; Dallas, TX; or Boston, MA. A hybrid schedule of 2-3 days per week in-office is expected.

Required Qualifications

• 2+ years of experience leading SDR, BDR, or similar frontline pipeline-generation teams in a B2B SaaS environment, with a proven track record of exceeding goals across both inbound and outbound sales motions. (Internal candidates with strong individual contributor experience but without direct management experience will also be considered.)

• 2+ years of direct sales development, business development, or pipeline generation experience.

• Proven track record improving conversion, pipeline quality, or team productivity through strong management, coaching, and a highly data-driven approach to process optimization and performance improvement.

• Strong people-management skills, including recruiting, hiring, onboarding, performance management, feedback, career development, and a demonstrated ability to retain and motivate exceptional SDR and BDR talent.

• High emotional intelligence with the ability to coach diverse personality types with empathy, clarity, and accountability.

• Demonstrated operating rigor, including proficiency with Salesforce and sales enablement tools (Outreach, Sales Navigator, etc.), comfort with dashboards, CRM discipline, funnel metrics, and repeatable team systems.

• Strong ability to drive team efficiency, manage multiple priorities, and identify areas for conversion improvement.

• Strong cross-functional collaboration skills with Demand Generation, Marketing, Enablement, Revenue Operations, and downstream sales partners.

• Excellent communication skills, sound judgment, and a bias toward execution - with high levels of self-motivation, ownership, and adaptability in a fast-paced environment.

• Willingness to work in-office at least 2 days per week (Monday and Thursday).

Preferred Qualifications

• Experience leading teams across both inbound conversion and broader pipeline-generation motions.

• Experience helping SDR talent progress into closing roles or other career advancement paths.

• Familiarity with productivity, collaboration, workflow, or horizontal SaaS categories.

• Experience building or refining team playbooks, coaching frameworks, or manager operating cadences.

• Comfortable in a high-growth environment where priorities shift quickly and leaders are expected to build as they go.

• Bachelor's degree or equivalent practical experience.

Location & Travel

• Preferred locations: San Diego, CA; Dallas, TX; or Boston, MA with a hybrid schedule of 2-3 days per week in-office.

• Must be able to work effectively across core U.S. business hours and collaborate with cross-functional partners.

• Some travel may be required for team events, planning sessions, or key in-person meetings.

Equal Opportunity Employer

ClickUp is an Equal Opportunity Employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.

Privacy Notice

ClickUp collects and processes personal data in accordance with applicable data protection laws. You can find further details by viewing our Global Candidate Privacy Notice.

Visa Sponsorship

Please note we are unable to sponsor or take over sponsorship of an employment visa for roles outside of engineering and product at this time. Sponsorship for engineering and product roles is not guaranteed, but is instead based on the business needs for that specific role at that time. Please reach out to the recruiter with any questions.

AI Processing Notice

ClickUp may use artificial intelligence and machine learning technologies to help review and screen candidates' employment applications against role-related criteria. These tools support, but do not replace human decision-making. If you have questions or need an accommodation in the recruitment process, please contact us at [e-mail].