Manager, Sales Development

Decagon; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health, dental, and vision insurance

Take what you need vacation policy

Career growth opportunities

Job summary

A leading AI platform company in San Francisco is seeking a Manager of Sales Development to hire and train a high-performing team. The ideal candidate will have over two years of experience leading sales development teams in SaaS environments and a track record of exceeding sales goals. The role involves managing multiple SDRs, optimizing outreach strategies, and developing talent within a collaborative setting. Competitive benefits include health insurance and a flexible vacation policy.

Qualifications

• 2+ years of experience leading a sales development team at a SaaS company.
• 1-3+ years of quota-carrying sales experience with a proven track record.
• Proficient in Salesforce and familiar with automation tools.
• Strong collaboration with Marketing, Sales, RevOps to optimize lead flow.

Responsibilities

• Lead and scale a team of 6-10 BDRs for Enterprise and Strategic segments.
• Hire and train new SDRs on products and tools.
• Oversee daily activities and manage quota performance.
• Develop career development plans for direct reports including mentoring, coaching, and prospecting tactics.
• Strategize with cross‑functional leaders to exceed pipeline goals and forecast to leadership.
• Report on team performance and forecast to senior leadership.
• Improve team output by optimizing systems and processes.
• Create enablement programs to accelerate SDR development into world‑class sellers.

Skills

Team leadership

Sales development

Coaching and mentoring

Cross-functional collaboration

Quotas and performance management

SaaS experience

Effective communication

Sales strategy

Tools

Salesforce

Email and call automation platforms

Job description

About Decagon

Decagon is the leading conversational AI platform empowering every brand to deliver concierge customer experiences.

Our technology enables industry‑defining enterprises like Avis Budget Group, Block’s Cash App and Square, Chime, Oura Health, and Hunter Douglas to deploy AI agents that power personalized, deeply satisfying interactions across voice, chat, email, SMS, and every other channel.

We’re building a future where customer experiences are being redefined from support tickets and hold music to faster resolutions, richer conversations, and deeper relationships. We’re proud to be backed by world‑class investors who share that vision, including a16z, Accel, Bain Capital Ventures, Coatue, and Index Ventures, along with many others.

We’re an in‑office company, driven by a shared commitment to excellence and velocity. Our values — Just Get It Done, Invent What Customers Want, Winner’s Mindset, and The Polymath Principle — shape how we work and grow as a team.

About the Role:

As a Manager, Sales Development at Decagon, you’ll be responsible for hiring, training, and scaling a high‑performing team of SDRs to drive top‑of‑funnel pipeline and fuel our sales growth. You will build and manage a team of 6-10 SDRs who specialize in account‑based prospecting, multi‑threaded outreach, and sophisticated qualification of enterprise opportunities. You’ll collaborate closely with GTM leadership to refine outreach strategies, optimize processes, and develop the next generation of sales talent.

This role is perfect for someone passionate about building and defining the sales development motion at a high‑growth startup.

In this role, you will

• Lead and scale a team of 6-10 BDRs focused on Enterprise and Strategic segments
• Hire and train new SDRs on Decagon’s product, buyer personas, competition, and tools
• Set and maintain a high‑performing culture by overseeing daily activities and managing quota performance of individual SDRs
• Develop and execute career development plans for direct reports; inclusive of but not limited to daily 1:1 mentoring, coaching on time management, objection handling, prospecting tactics, and active listening skills
• Strategize with cross‑functional leaders and partners including Sales, RevOps, and Marketing on pipeline and prospecting initiatives to exceed company goals
• Report on team performance and forecast to senior leadership
• Think creatively about improving team output and efficiency over time by optimizing systems and processes
• Create comprehensive enablement programs to continuously improve SDRs’ prospecting skills and accelerate development into world class sellers

You may be a good fit if you

• Have 2+ years of experience leading a sales development team at a SaaS company
• Have 1-3+ years of quota‑carrying sales experience as an individual contributor, with a proven, consistent track record exceeding goals
• Have prior demonstrated success in fast‑paced, results‑oriented GTM environments
• Know how to motivate and coach SDRs to exceed performance metrics and develop into future sellers
• Have experience collaborating cross‑functionally with Marketing, Sales, and RevOps to optimize lead flow and conversion rates
• Are passionate and excited about hiring, with a thoughtful approach to team planning and development
• Are proficient in Salesforce and familiar with email and call automation platforms
• Are able to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency
• Have strong collaboration and influencing skills, demonstrated through excellent communication and presentation skills

Even better if you

• Have 1-3+ years of personal closing experience in a full cycle sales role in SaaS
• Have experience managing teams prospecting to Fortune 500 or Global 2000 accounts
• Have a history of building at a high‑growth startup
• Are passionate about fostering a positive, high‑energy team culture while driving consistent results

Benefits:

• Health, dental, and vision insurance
• Take what you need vacation policy
• Career growth opportunities within a fast‑growing AI company