SDR Manager

Avoca; California (MO); On-site; USD 120,000 - 140,000; Full time

Job summary

Avoca in Santa Barbara, CA, is hiring a Senior SDR Manager to lead a 18-person SDR organization. You will own a pod of SDRs, coach in weekly sessions, drive SQO volume and quality, and partner with AE leadership to ensure tight handoffs.

The role requires 2+ years managing SDR/BDR teams, hands-on coaching, and experience with HubSpot, Gong, and sequencing tools. The position is based in the office, with high-velocity outbound programs and collaboration with Marketing to open new segments.

Qualifications

• 2+ years managing an SDR/BDR team in B2B SaaS, ideally at a high-growth startup.
• Track record of hitting or exceeding SQO/pipeline targets with a team of 5+ reps.
• Hands-on coaching style with active participation in call recordings and sessions.
• Fluency with modern sales stack: CRM (HubSpot or similar), call intelligence, sequencing tools.
• Experience hiring and ramping SDRs from scratch; strong data fluency for pipeline reporting.
• Nice to have: home services, contractor, or vertical SaaS background; growth-stage experience.

Responsibilities

• Own a pod of SDRs: coach, conduct 1:1s, and manage performance.
• Drive SQO volume and quality against targets, adhering to the SQO guide.
• Lead weekly call reviews using the call intelligence platform and standardize techniques.
• Own ramp for new SDRs by building shadowing plans and certifying reps in 30 days.
• Collaborate with AE leadership to ensure tight SDR-to-AE handoffs and fast ramp.
• Develop outbound sequences and messaging with Marketing as new segments open.
• Report weekly on pipeline, SQO conversion, and rep performance to VP Sales.
• Coordinate with other SDR Managers to align coaching standards and tooling.

Skills

SDR management

SQO targets

Coaching

CRM systems

Call intelligence

Hiring SDRs

Data analysis

Tools

HubSpot

Gong

Attention

Sequencing tools

Job description

About Avoca

Avoca is transforming how home service companies engage with their customers. Our AI-powered conversational agents handle every high-value inbound call, from booking jobs, qualifying leads, and driving higher revenue, all at a speed and consistency unmatched by human call centers.

We\'re a Series B startup backed by Kleiner Perkins, Meritech Capital, General Catalyst, and other top-tier investors, with $125M raised and a $1B valuation. We grew 10x in 2025 and have scaled to 130+ employees in under two years across our NYC headquarters and Santa Barbara office.

In a $1T+ market where 85% of missed calls go to competitors, we\'re building the category-defining platform for AI-driven customer engagement, serving the largest brands in home services. With high-energy, in-office teams in both locations, every hire here has an immediate and visible impact.

About the Role

Avoca\'s SDR org has grown to 18 people. We\'re adding a third SDR Manager to take direct ownership of our Santa Barbara SDR team. You\'re inheriting a proven motion, qualification criteria, CRM workflows, call intelligence tooling, and will be judged from day one on your pod\'s SQO volume, SQO quality, and rep development. You\'ll report directly to our Senior SDR Manager, who is based in our NYC HQ.

What You\'ll Do

• Own a pod of SDRs: run their day-to-day coaching, 1:1s, and performance management

• Drive SQO volume and quality against monthly and quarterly targets, holding the line on our SQO Qualification Guide rather than raw activity counts

• Run weekly call reviews using our call intelligence platform (Attention), and turn what\'s working into repeatable technique and kill what isn\'t

• Own ramp for new SDR hires in your pod by building the shadowing plan and certify reps in their first 30 days

• Partner with AE leadership to keep the SDR-to-AE handoff tight, with fewer stalled or disputed SQOs, faster ramp for new AE pods

• Build and iterate outbound sequences and messaging with Marketing as new segments and verticals open up

• Report weekly on pipeline generation, SQO conversion, and rep-level performance to our VP Sales

• Partner with other SDR Managers to keep coaching standards, tooling, and process consistent across both pods

What You\'ll Bring

• 2+ years managing an SDR/BDR team in B2B SaaS, ideally at a high-growth startup

• A track record of hitting or exceeding SQO/pipeline targets with a team of 5+ reps

• A hands-on coaching style: you\'re in call recordings and live coaching sessions every week, not just watching a dashboard

• Fluency with a modern sales stack: CRM (HubSpot or similar), call intelligence (Gong, Attention, or similar), sequencing tools

• Comfort setting and holding a qualification bar even when it creates short-term friction with reps or AEs

• Experience hiring and ramping SDRs from scratch: you know what a strong first 30 days looks like

• Data fluency: comfortable pulling and presenting your own pipeline and conversion numbers without waiting on RevOps

• Nice to have: home services, contractor, or vertical SaaS background; experience scaling a team through a Series B or similar growth stage

Who You Are

• You want to build, not maintain: this is a new pod inside a scaling SDR org, not an inherited machine

• You compete instead of coast: you\'ll run alongside an established peer pod and want your numbers to hold up next to theirs

• You give direct, specific feedback and expect the same back

• You\'re allergic to sandbagged pipeline and vague activity metrics: you\'d rather talk about SQO quality than dial counts

• You move fast without needing a lot of structure handed to you: you\'ll build your own cadences and rhythms inside a known framework

• In-office five days a week in Santa Barbara: this is a high-energy, in-person floor and coaching happens live

Benefits

• Comprehensive medical, dental, and vision insurance

• Company-sponsored 401(k) through Vestwell

• Flexible PTO plus U.S. federal holidays

• Company-wide off-sites

• Daily in-office lunch through Parkday

• Dinner covered when working late

• Commuter benefits and late-night rideshare

• Standing desks and workspace accommodations available on request

• All core tools and software provided

Compensation: The expected base salary for this role is $120,000-$140,000, with final compensation based on experience, skills, and qualifications determined during the interview process. Avoca\'s total compensation package includes base salary, variable tied to team attainment, equity, and a comprehensive suite of benefits and perks. Our Recruiting team will share the full details as you progress through our hiring process.

Why Avoca

At Avoca, you’ll be part of a team that’s building a category-defining company at the center of a massive market opportunity. We\'re a fast-moving, collaborative team with a culture designed for builders who thrive on speed, iteration, and impact.

Avoca provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.