SDR Manager

Sign In App | Visitor Management and Employee Sign In; Saint Petersburg (FL); On-site; USD 90,000 - 130,000; Full time

Job summary

Sign In App is seeking a hands-on SDR Manager to lead our North American Sales Development team in St. Petersburg, FL. This is a genuine player-coach role, blending coaching with hands-on prospecting and messaging review to demonstrate what great SDR execution looks like.

You’ll own the end-to-end SDR operating model, build an outbound growth strategy, and drive qualified pipeline and ARR growth across priority markets, while aligning with Sales, Marketing and Revenue Ops.

Qualifications

• Experience scaling an SDR/BDR team in B2B SaaS.
• Track record of generating Mid-Market/Enterprise pipeline.
• Experience with CRM and prospecting tools.
• Comfortable outbound prospecting and coaching.

Responsibilities

• Own end-to-end SDR operating model and pipeline.
• Build outbound growth strategy and improve inbound conversion.
• Own qualification standards and funnel performance.
• Oversee SDR tool stack and vendor decisions.
• Recruit, onboard and develop SDR talent.
• Collaborate with Sales, Marketing, Revenue Ops on funnel.
• Lead as player-coach in prospecting sessions.

Skills

SDR/BDR leadership

Pipeline generation

CRM proficiency

Phone outreach

Tools

Salesforce

Gong

ZoomInfo

LinkedIn Sales Navigator

Job description

At Sign In App, we're redefining how organisations manage access and visitor management. We believe security and great experiences should go hand in hand, helping organizations protect their people, simplify compliance, and create seamless workplaces.

Trusted by 30,000+ organizations worldwide, we're building the future of Access Intelligence - making every interaction safer, smarter, and more welcoming.

The Role

We’re looking for a hands-on SDR Manager to lead, develop and grow our North American Sales Development team.

This is a genuine player-coach role. We’re looking for a leader who is comfortable getting into the detail, not someone who manages from a dashboard. You’ll work alongside the team, join prospecting sessions, review calls and messaging, coach regularly, and lead by example by demonstrating what great SDR execution looks like.

Your core focus will be building a high-performing SDR function that consistently creates qualified pipeline and contributes to ARR growth across our priority markets. The role will improve inbound conversion while materially increasing proactive outbound pipeline creation.

What You'll Be Doing:

• Own the end-to-end SDR operating model, driving qualified pipeline and ARR creation across our priority markets through a clear, coach-led daily and weekly rhythm.
• Build and own the outbound growth strategy — data, targeting, sequencing, messaging and channel — materially increasing proactive outbound pipeline while improving inbound conversion.
• Own SDR qualification standards and funnel performance, from speed-to-lead through opportunity handoff, identifying and resolving bottlenecks as they arise.
• Own selection, adoption and effectiveness of the SDR tool stack (Salesforce, ZoomInfo, LinkedIn Sales Navigator, Gong and others), including build vs. buy and vendor decisions as the function scales.
• Recruit, onboard and develop SDR talent, building out a team lead layer as headcount grows and creating a credible internal pipeline for future sales roles.
• Own the cross-functional relationship with Sales, Marketing and Revenue Operations on lead quality, campaign performance, targeting, routing and funnel performance — driving alignment and outcomes, not just coordinating input.
• Lead by example as a genuine player-coach — joining prospecting sessions, reviewing calls and messaging, and coaching daily to personally demonstrate excellent execution.

What We're Looking For:

Required

• Successful experience managing and scaling an SDR or BDR team within B2B SaaS, ideally including experience building a team lead layer.
• Demonstrable track record of generating qualified Mid-Market, Solutions or Enterprise pipeline at scale, with strong command of both inbound demand response and proactive outbound prospecting.
• Experience with Salesforce or a similar CRM, Gong, ZoomInfo and other prospecting tools, including vendor evaluation and selection.
• Comfortable getting on the phone, writing outreach and coaching live — not simply setting strategy — with a commercial focus on pipeline value and revenue outcomes.

Preferred

• Prior experience as a high-performing SDR/BDR before progressing into leadership.
• Experience using data and AI effectively for targeting, research, personalisation, coaching and next-best-action decisioning.
• Based in, or willing to relocate to, the St. Petersburg, Florida area.

Our Culture & Values

We're a team that challenges "good enough," collaborative, curious, and focused on solving real problems. We keep things simple and put our customers at the centre of everything we do.

Our values guide how we work every day:

• Respect and dignity
• Be accountable
• Honesty and positivity
• We're here to win
• Do good and give back

This isn’t just about us getting to know you. We believe you need to dive in to get to know us. We encourage you to research and read up on our company news and articles. Throughout the recruitment process, you will be given the opportunity to ask lots of questions, meet different members of our team, and get hands on to showcase your skills. As you get to know what we’re all about, we hope you’ll become increasingly confident and excited that we could be your next big move. Once your application is received and reviewed, qualified candidates will move on to our next steps.

Sign In App is an Equal Employment Opportunity and Affainative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.