Manager, Sales Development

Ivo AI Inc; San Francisco (CA); In loco; USD 180.000 - 240.000; Tempo pieno

Vantaggi offerti da questo lavoro

Competitive compensation

Equity

Relocation and visa support

Health & Wellness

Flexible Spending & Insurance

401(k) program

Commuter benefits

Unlimited PTO

Office perks

Descrizione del lavoro

Ivo AI Inc in San Francisco is seeking a Manager, Sales Development to lead an ambitious SDR team and own the outbound motion. You will coach reps, optimize sequences, manage pipeline, and scale the SDR function as a core GTM leader in a fast-moving startup.

The role emphasizes coaching, process design, and collaboration with Marketing and AEs to drive high-quality opportunities and a robust pipeline in the legaltech space. Relocation to SF may be considered for top candidates.

Competenze

• B2B SaaS sales experience with measurable pipeline impact.
• 1+ years leading SDRs or a team.
• Proven outbound program execution with multichannel touchpoints.
• Experience with standard SDR tools (CRMs & sequence tools).
• Strong pipeline math skills and ability to model outcomes.
• Experience hiring, onboarding, and ramping SDRs.
• Operationally strong: build processes quickly in fast-moving environments.
• Excellent communication and coaching skills.
• Ability to partner with GTM teams and influence senior stakeholders.
• A genuine interest in legal tech or productivity software.

Mansioni

• Hire, train, and lead a high-performing SDR team.
• Develop outbound sequences and messaging with Marketing and Sales.
• Oversee inbound lead management and qualification standards.
• Build dashboards to track SDR performance and metrics.
• Lead 1:1 coaching sessions and address blockers for reps.
• Collaborate with Account Executives for seamless handoffs.
• Coach on call execution, email personalization, and objections.
• Experiment with vertical channels (video, social, AI tools).
• Represent Ivo at events and convert conversations into pipeline.
• Grow events pipeline from webinars and field events.

Conoscenze

B2B SaaS sales

SDR management

Outbound program design

SDR tech stack

Pipeline math

Ramp SDRs

Process development

Communication

Cross-functional collaboration

Legal tech interest

Strumenti

Salesforce

HubSpot

Outreach

Salesloft

LinkedIn Navigator

ZoomInfo

Descrizione del lavoro

Why Join Ivo?

Contracts are the oldest business technology in human history. They allow us to collaborate: they define what we promise each other, how we work together, and what happens when things go wrong.

Ivo builds AI products that helps companies like Meta, Uber, IBM, Intel, DoorDash, Mitsubishi Electric, and Coinbase solve their most difficult contracting problems. We think that large language models have created an opportunity to fundamentally change how businesses collaborate with each other.

At Ivo you will work on challenging problems with colleagues who have high standards for each other, move fast, and care deeply about their craft.

The Opportunity

Sales Development is the engine behind two critical functions at Ivo: pipeline creation and talent development. We execute with urgency, partnering with Marketing and Sales to drive demand and create new business opportunities, while simultaneously developing our people into the next generation of Ivo's GTM leaders.

As Manager, Sales Development, you'll own the outbound motion for your team: coaching reps, managing pipeline, and building the processes and playbooks that will define what world-class prospecting looks like in the legaltech category. As one of the early GTM leaders at Ivo, your fingerprints will be on the entire SDR function.

This is a player-coach role in the best sense. You'll be close enough to the reps to model great behavior, and senior enough to zoom out, shape strategy, and influence how we scale.

What You'll Do

• Hire, train, and lead a high-performing SDR team to meet and exceed qualified pipeline targets.

• Develop and optimize outbound sequences, messaging, and tooling in collaboration with Marketing and Sales.

• Oversee inbound lead management — ensuring timely response, clear qualification standards, and tight campaign follow-up.

• Build and maintain metrics and dashboards to track SDR performance, activity levels, and conversion rates.

• Run High-Velocity 1:1s focused on pipeline math, skill development, and blocker removal — acting as Head of Enablement for each rep.

• Collaborate with AEs to ensure seamless, high-quality opportunity handoffs.

• Coach SDRs on call execution, email personalization, objection handling, and prospecting best practices.

• Experiment with emerging channels — video, social selling, AI tools — to improve engagement rates and booking velocity.

• Represent Ivo at events and field marketing activities; convert conversations into qualified pipeline.

• Track and grow the events pipeline — ensuring all leads from webinars, sponsorships, and field events are captured, qualified, and followed up on.

• Build a culture of accountability and motivation — celebrating wins, diagnosing losses, and closing skill gaps fast.

What We’re Looking For

• 2–4+ years of B2B SaaS sales experience, with 1+ years in SDR management or team lead roles.

• Proven track record of building and leading teams that consistently meet and exceed pipeline goals.

• Experience building or executing an outbound program with multichannel approaches tracked by input/output metrics.

• Proficiency in core SDR tech stack: Salesforce or HubSpot, Outreach or Salesloft, LinkedIn Sales Navigator, ZoomInfo or similar.

• Strong grasp of pipeline math: reverse funnel thinking, volume vs. conversion diagnosis, and activity-to-outcome modeling.

• Experience hiring, onboarding, and ramping SDRs — including structuring ramp quotas and daily coaching cadences.

• Operationally strong and data-driven — comfortable building process from scratch in a fast-moving environment.

• Excellent communicator and coach — you know how to motivate people and turn good SDRs into great ones.

• Cross-functional empathy — able to deliver high-level and tactical feedback across GTM partners.

• Passion for legal tech or productivity software is a plus.

Ivo might be a good fit for you if you:

• Would describe yourself as being relentlessly resourceful.

• You have a strong internal sense of urgency. You have a bias towards doing things today, rather than tomorrow.

• Experience working in a startup environment is preferred but not required.

• Are excited about the adventure of building a company!

What We Offer

• Competitive Compensation: Final offer details are determined based on experience, expertise, and overall fit.

• Equity: Meaningful ownership in a company that's scaling fast

• Relocation and Visa Support: We also offer relocation assistance for successful applicants moving to SF, as well as support for visa and green card applications where applicable.

• Health & Wellness: Comprehensive medical, dental, and vision plans to suit the needs of you and your family.

• Flexible Spending & Insurance: Access to HSA and FSA accounts, plus life insurance coverage.

• 401(k) Program: Save for the future with our 401(k) program.

• Commuter Benefits: We help make getting to and from the office easier and more convenient.

• Unlimited PTO: So you can take the time you need to recharge, stay healthy, and bring your best self to work.

• Office Perks: Enjoy a vibrant Downtown San Francisco office with catered lunch five days a week, premium snacks and coffee, an in-building gym, and a dog-friendly environment.

FAQ

• What stage of growth is Ivo at?: We recently raised our Series B after growing 6x in 12 months.

• Is this a chill gig?: Startups are very hard, especially if they’re growing fast. You’ll have a ton of responsibility, and there’s always an enormous amount of stuff to do. It’s hard work but the payoff is uncapped.

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