SDR Manager

Avoca; Santa Barbara (CA); On-site; USD 120,000 - 140,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) with Vestwell

Office lunches

Dinner after late shifts

Commuter benefits

Standing desks

Company off-sites

Job summary

Avoca, a rapidly growing AI-driven platform in Santa Barbara, seeks an SDR Manager to own and coach a pod of SDRs. You will drive SQO targets, refine qualification criteria, and collaborate with AE leadership to speed handoffs. The role demands hands-on coaching and a data-driven approach.

You will mentor reps, ramp new hires in your pod, and shape outbound sequences with Marketing as segments expand. This in-office, high-energy environment offers strong compensation and comprehensive benefits.

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 across calls and training sessions weekly.
• Fluency with a modern sales stack: CRM (HubSpot or similar), call intelligence (Gong, Attention, or similar).
• Experience hiring and ramping SDRs from scratch (first 30 days).
• Data fluency: pull/present pipeline and conversion numbers independently.

Responsibilities

• Own a pod of SDRs: coaching, 1:1s, and performance management.
• Drive SQO volume/quality against targets; enforce Qualification Guide.
• Run weekly call reviews and translate insights into repeatable techniques.
• Own ramp for new SDR hires and certify reps in their first 30 days.
• Partner with AE leadership to keep SDR-to-AE handoff tight and ramp fast.
• Build outbound sequences and messaging with Marketing as new segments open.
• Report weekly on pipeline generation, SQO conversion, and rep performance.

Skills

SDR management

coaching

team leadership

CRM (HubSpot)

call intelligence tools

sequence building

pipeline reporting

Tools

HubSpot CRM

Gong

Attention

Job description

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
• Comprehensive medical, dental, and vision insurance
• Company-sponsored 401(k) through Vestwell
• 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.