Sales Development Manager

Documo Inc; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible remote work

Ground-floor SDR program

Equity opportunities

401(k) match

Job summary

Documo is seeking an experienced Sales Development Manager to build and lead our SDR program. Your team will research accounts, run multi-channel outreach, and qualify leads for Account Executives across healthcare, health tech, and other regulated industries.

We are looking for a strong coach and builder. You will coach reps research, messaging, and qualifying, and you’ll design the program foundation that scales as the team grows. This fully remote role follows Eastern Time hours.

Qualifications

• Proven background in B2B SaaS sales development, both as an SDR and as an SDR manager.
• Track record of hitting team pipeline targets.
• Strong grasp of sales methodologies (e.g., Challenger, MEDDIC) and experience coaching early-career reps.
• Passionate about coaching, mentoring, and developing sales talent.
• Highly organized, with a disciplined approach to onboarding and training cadences.
• Hands-on leader who joins calls, reviews recordings, and gives real-time feedback.
• Data-driven, using Salesforce and sales engagement metrics as coaching inputs.
• Thrives working independently in a fast-paced, fully remote environment.
• Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus

Responsibilities

• Lead, manage, and scale Documo’s sales development function.
• Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes.
• Design outbound campaigns across cold calling, email, social selling, and events.
• Select, configure, and drive adoption of the SDR tech stack, including Salesforce.
• Document the program in a repeatable SDR playbook that scales as the team grows.
• Guide SDRs to consistently exceed performance targets.
• Own metrics for activity, meetings booked, opportunity conversion, and pipeline generation.
• Report pipeline metrics, conversion rates, and coaching progress to executive leadership.
• Coach reps on account research, messaging, prospecting calls, and objection handling.
• Put the Documo Sales Playbook and ICP Persona Playbooks into practice.
• Run call reviews, email reviews, and roleplays that give reps specific, actionable feedback.
• Assess each rep’s strengths and gaps and build individual development plans.
• Motivate through skill-building and understanding rather than pressure.
• Partner with Enablement and Product Marketing to make sure reps know the product and value proposition well

Skills

B2B SaaS sales

SDR management

Coaching & mentoring

Sales leadership

Data-driven

Tools

Salesforce

Job description

Sales Development (SDR) Manager

Location: Remote

Department: Sales

Documo is on a mission to help businesses digitize and streamline their document workflows. As a fast-growing B2B SaaS company, our platform makes it easier to handle unstructured files like faxes and forms through tools like Intelligent Document Processing - turning messy paperwork into structured, usable data. We believe great products start with great people. That’s why we invest in top talent, value strong culture, and prioritize customer success and design excellence.

If you’re excited to do impactful work and want to grow with a team that values innovation, collaboration, and purpose - we’d love to meet you!

Job title

Sales Manager - SMB & Mid-Market

Team

Sales

Reports to

SVP of Sales

Role Purpose

Documo is seeking an experienced Sales Development Manager to build and lead our SDR program. Your team will research accounts, run multi-channel outreach, and qualify leads for Account Executives across healthcare, health tech, and other regulated industries.

We are looking for a strong coach and builder. The ideal candidate brings strong SaaS sales development experience, a passion for developing talent, and a track record of driving results. You will help reps research, message, and qualify efficiently, and you’ll build the program foundation that scales as the team grows.

This is a fully remote position. As a fully distributed company, we are open to hiring anywhere but work hours for this role follow Eastern Time business hours.

What we Expect

Program Leadership & Build

• Lead, manage, and scale Documo’s sales development function
• Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes
• Design outbound campaigns across cold calling, email, social selling, and events
• Select, configure, and drive adoption of the SDR tech stack, including Salesforce
• Document the program in a repeatable SDR playbook that scales as the team grows

Pipeline Targets

• Guide SDRs to consistently exceed performance targets
• Own metrics for activity, meetings booked, opportunity conversion, and pipeline generation
• Report pipeline metrics, conversion rates, and coaching progress to executive leadership

Coaching, Training & Enablement

• Coach reps on account research, messaging, prospecting calls, and objection handling
• Put the Documo Sales Playbook and ICP Persona Playbooks into practice
• Run call reviews, email reviews, and roleplays that give reps specific, actionable feedback
• Assess each rep’s strengths and gaps and build individual development plans
• Motivate through skill-building and understanding rather than pressure
• Partner with Enablement and Product Marketing to make sure reps know the product and value proposition well

What you get

• The flexibility to work remote, alongside people who love what they do
• A ground-floor opportunity to build Documo’s SDR program and shape how we generate pipeline
• A chance to be part of a company using AI to help healthcare run more efficiently, which leads to better patient care and outcomes
• A career in the fast-growing health-tech SaaS space

Who You Are

• Proven background in B2B SaaS sales development, both as an SDR and as an SDR manager
• Track record of hitting team pipeline targets
• Strong grasp of sales methodologies (e.g., Challenger, MEDDIC) and experience coaching early-career reps
• Passionate about coaching, mentoring, and developing sales talent
• Highly organized, with a disciplined approach to onboarding and training cadences
• Hands-on leader who joins calls, reviews recordings, and gives real-time feedback
• Data-driven, using Salesforce and sales engagement metrics as coaching inputs
• Thrives working independently in a fast-paced, fully remote environment
• Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus

Why join Documo?

• Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match.
• Annual bonus program based on role and company performance.
• Annual performance reviews with merit increases.
• In-person company kick-off to connect, collaborate, and celebrate.
• Equity opportunities to grow with us.
• Flexible remote work that fits your life, plus flexible paid time off.
• Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP).
• Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture.

We celebrate differences.

Documo welcomes applicants from all backgrounds, especially those underrepresented in tech. We do not discriminate based on ancestry, race, place of origin, political belief, religion, marital or family status, physical or mental ability, sex, sexual orientation, gender identity or expression, age, or any other legally protected characteristic. Documo is an equal opportunity employer.