SDR Team Manager & Growth Coach

iCIMS, Inc.; Holmdel Township, Northern (NJ, KY); Hybrid; USD 90,000 - 110,000; Full time

Job summary

iCIMS is seeking a Manager, Sales Development to build, lead, and grow SDRs. You'll balance direct management with coaching across the broader SDR org, partner with Talent Acquisition and Sales leadership on recruiting, onboarding, and ramp, and shape the team’s structure and processes to scale pipeline.

Responsibilities include coaching, 1:1s, performance reviews, monitoring pipeline quality, and cross-functional collaboration with Sales, Marketing, and Ops to align on targets and qualification

Qualifications

• 5+ years of relevant professional experience in Sales Development, B2B sales, sales enablement, or a related GTM role.
• 2+ years of experience directly managing or team-leading an SDR/BDR team, or a proven track record as a top-performing Senior SDR.
• A track record of consistently meeting or exceeding pipeline generation targets, either individually or as a team leader.
• Strong coaching instincts — able to break down a call, identify what's working and what isn't, and translate that into specific, actionable feedback.
• Experience partnering with or supporting recruiting and onboarding processes for a sales team preferred.
• Excellent communication and interpersonal skills, with the ability to motivate and develop early-career sales talent.
• Comfort working with CRM and sales engagement tools (Salesforce and similar platforms) to monitor activity and pipeline quality.
• A builder's mindset — energized by improving process, training, and team structure, not just running the existing playbook.

Responsibilities

• Directly manage a team of SDRs, owning their day-to-day supervision, activity, and performance against pipeline and productivity targets.
• Conduct regular 1:1s, performance reviews, and career development conversations with direct reports.
• Monitor and audit opportunities created by the team to ensure they meet our defined criteria for a qualified opportunity before being passed to Account Executives.
• Track key SDR metrics (activity, conversion, meeting-to-opportunity rates) and use data to identify coaching opportunities and process improvements.
• Serve as a go-to coach and resource for the full SDR team — not just your direct reports — on call strategy, conversation structure, and objection handling.
• Listen to and review calls (live and recorded) to provide targeted, actionable feedback.
• Partner with Sales Enablement to reinforce and evolve messaging, talk tracks, and prospecting methodology.
• Run or support ongoing training sessions, role-plays, and skill-building workshops for the broader team.
• Partner with Talent Acquisition to source, screen, and interview SDR candidates.
• Help design and continuously improve the SDR onboarding and ramp program.
• Ensure new hires are set up for early success through structured training, shadowing, and milestone check-ins during ramp.
• Partner with Sales, Marketing, and Sales Operations to align on target accounts, lead flow, and qualification criteria.
• Provide regular reporting and insights to Sales leadership on team performance, pipeline health, and coaching outcomes.

Skills

Team leadership

Coaching

CRM experience

Pipeline management

Communication

Talent collaboration

Qualification criteria

Performance reviews

Tools

Salesforce

Job description

iCIMS is seeking a Manager, Sales Development to build, lead, and grow SDRs. You'll balance direct management with coaching across the broader SDR org, partner with Talent Acquisition and Sales leadership on recruiting, onboarding, and ramp, and shape the team’s structure and processes to scale pipeline.

Responsibilities include coaching, 1:1s, performance reviews, monitoring pipeline quality, and cross-functional collaboration with Sales, Marketing, and Ops to align on targets and qualification