Sales Development Lead — Scale SDR Team & Strategy

Cartesia; San Francisco (CA); On-site; USD 150,000 - 190,000; Full time

Benefits offered by this job

Health Insurance

401(k)

Commuter Allowance

Flexible PTO

Meals & Snacks

Job summary

Cartesia is hiring a Sales Development leader to manage our GTM Strategists. The role focuses on building and coaching a high-performing SDR/BDR team responsible for outbound prospecting and inbound conversion across named accounts.

You will steer the pipeline, set outbound strategy, and scale inbound motion while mentoring reps and collaborating with AEs and Growth to advance technical conversations with developers, startups, and enterprises.

Qualifications

• 3+ years managing an SDR or BDR team at an enterprise-focused tech company.
• Experience running inbound and outbound motions, with pipeline results you can point to.
• Direct experience as an SDR or AE. You’ve done the job you’re coaching and can still do it at a high level when it counts.
• High discipline and a real investment in your people. You hold the team to a high standard, and you’ve hired and ramped reps from both sales and non-sales backgrounds.
• Technical aptitude and curiosity about AI infrastructure. You can hold your own in a conversation about inference, you’re comfortable with data and systems, and you use AI in your own workflow.
• The ability to influence upward. You bring senior leaders clear recommendations backed by data, and you’re comfortable pushing back when you see a better path.
• Strong judgment on priorities. You take a company goal, decide what your team should do about it, and turn it into a plan.
• You enjoy working closely with a hands‑on founding team that moves fast and learns by doing, and you want a real hand in shaping how a young company builds its sales function

Responsibilities

• Own the team’s pipeline and qualified meeting targets across inbound and outbound, and drive consistent execution week over week
• Set outbound strategy, including which accounts make the named list, how reps map stakeholders and find entry points, and what we say to a technical audience
• Build out the inbound motion as demand grows, from speed to lead and discovery to qualification and routing across AE handoff, self-serve, partnerships, and nurture
• Coach through 1:1s, call reviews, and account plan reviews, and step in on high-priority accounts and conversations to show reps what great looks like
• Partner with AEs on account strategy, lead quality and handoffs, and with Growth on product usage signals and event and campaign follow-up
• Hire, onboard, and ramp new Strategists, and build career paths into AE and other roles at Cartesia
• Own the team’s playbooks, messaging frameworks, and reporting, and bring what reps hear from prospects back to GTM and Product leadership
• Build with AI. Test new tools, automate repetitive work, and help your team move faster than a team twice its size

Skills

Team leadership

Inbound & outbound

Sales coaching

Data-driven decisions

Technical aptitude

Job description

Cartesia is hiring a Sales Development leader to manage our GTM Strategists. The role focuses on building and coaching a high-performing SDR/BDR team responsible for outbound prospecting and inbound conversion across named accounts.

You will steer the pipeline, set outbound strategy, and scale inbound motion while mentoring reps and collaborating with AEs and Growth to advance technical conversations with developers, startups, and enterprises.