Senior Manager, Sales Development

United States Digital Space LLC; San Francisco (CA); Hybrid; USD 226,000 - 283,000; Full time

Job summary

United States Digital Space LLC in San Francisco is seeking an experienced Senior Manager to lead our Sales Development organization. In this second-line leadership role, you will manage a team of SDR Managers, drive pipeline generation strategy, and build scalable systems that turn early-career sales talent into high-performing revenue contributors.

This hybrid role requires three coordinated days in the office weekly (Mon, Wed, Thu) with up to remote work options.

Qualifications

• 6+ years in sales development or sales, with 3+ years in management.
• Proven track record of scaling and hitting pipeline/revenue targets in a fast-paced SaaS environment.
• Strong people-leadership skills and experience developing managers.
• Data-driven performance management and fluency with CRM and sales tools.
• Excellent cross-functional collaboration and communication.
• Experience designing repeatable processes for hiring, ramp, and progression.

Responsibilities

• Lead and develop a team of SDR Managers, coaching and growing their teams.
• Own the SDR pipeline targets and ensure quota attainment.
• Partner with Marketing, Sales, and RevOps to align on lead flow and pipeline quality.
• Build hiring, onboarding, ramp, and career-progression frameworks.
• Establish KPIs and use data to drive improvements.
• Coach managers on leadership and performance management.
• Manage forecasting and capacity planning for the segment and report to senior leadership.

Skills

Sales leadership

Sales development

CRM proficiency

Data-driven

Cross-functional collaboration

Hiring & ramping

Tools

CRM tools

Sales engagement tools

Job description

Why join us

the company is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, the company enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. the company’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on the company, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.

Working at the company allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Sales at the company

Sales is the growth engine at the company. We bring in new customers, expand existing relationships, and drive the company’s bottom line. With unlimited territories and uncapped opportunity, your ambition sets the ceiling. We win together, celebrate often, and reward performance. If you want to sell a category-defining product with real ownership, this is your team.

What you'll do

We're seeking an experienced Senior Manager to lead our Sales Development organization. In this second-line leadership role, you will manage a team of SDR Managers, drive pipeline generation strategy, and build the scalable systems that turn early-career sales talent into high-performing revenue contributors.

Where you'll work

This role will be based in our San Francisco office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

• Lead and develop a team of SDR Managers, holding them accountable for the performance, coaching, and growth of their respective teams.
• Own the overall SDR pipeline generation targets for your respective segment and ensure the organization consistently meets or exceeds quota.
• Partner cross-functionally with Marketing, Sales, and RevOps to align on lead flow, SLAs, and pipeline quality.
• Build and refine hiring, onboarding, ramp, and career-progression frameworks to scale the team sustainably.
• Establish and monitor KPIs and reporting; use data to identify bottlenecks and drive continuous improvement.
• Coach your managers on people leadership, performance management, and difficult conversations.
• Manage forecasting and capacity planning for your respective segment, and represent the function to senior leadership

Requirements

• 6+ years in sales development or sales, with 3+ years in management, including experience managing other managers (second-line leadership).
• Proven track record of scaling and consistently hitting pipeline/revenue targets in a fast-paced environment (SaaS preferred).
• Strong people-leadership skills with a history of developing managers and building high-performing teams.
• Data-driven approach to performance management; fluency with CRM and sales engagement tools
• Excellent cross-functional collaboration and communication skills.
• Experience designing repeatable processes for hiring, ramp, and career progression.

Bonus Points

• Experience leading second-line SDR teams at a high-growth SaaS company
• Experience selling into finance, HR, or procurement leaders
• Experience scaling outbound strategy in enterprise and mid-market segments
• Closing or full-cycle sales experience

Compensation

The expected OTE range for this role is $226,000 - $282,500. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.