Manager, Sales Development

Job Description

Job Description

We are seeking a dynamic and results-oriented Manager of Sales Development to lead a high-performing team of 4-6 Sales Development Representatives responsible for generating qualified pipeline for our Sales organization in the Buyers Edge Platform Software Division. The Buyers Edge Platform Software Division maintains a purpose-built software suite that helps foodservice operators track spend, manage inventory, verify pricing, control food costs and optimize profitability. This leader will play a pivotal role in driving revenue growth for this division by partnering closely with Sales, Marketing, and GTM Strategy leadership. Your expertise will be crucial in converting inbound leads, executing targeted outbound prospecting programs, and building a scalable, high-performing SDR function.

As a Manager of Sales Development, you will report directly to the Director of Growth Marketing for the Buyers Edge Platform Software Division. You will mentor, coach, and empower your SDRs to excel, fostering their professional development and growth. You'll take charge of day-to-day operations, focusing on performance management, training, coaching, and skill development—ensuring your team consistently generates high-quality opportunities that fuel the sales pipeline and drive revenue growth.

Who we are:

Back Office, a Buyers Edge Platform SaaS solution, dismantles siloed restaurant technology systems, offering Accounting & Bookkeeping, Payroll, Food Cost Management, and AP Automation as a unified tech stack. Developed by restaurant owners for restaurant owners, Back Office goes beyond traditional software; it's backed by industry experts who guide operators to make faster, more informed business decisions surrounding revenue, cost of goods, labor, and compliance. Through a combination of continued education and user-friendly software, independent, multi-location, franchise, and enterprise restaurant groups gain actionable insights into their performance, empowering them to make data-based operational decisions!

We are unable to offer work sponsorship for this role.

Your impact:

Team Leadership & Coaching

• Recruit, onboard, mentor, and retain a team of 4-6 high-performing Sales Development Representatives to hit and exceed pipeline targets.
• Provide high-impact 1:1 coaching, regular team training, role-playing sessions, and development conversations.
• Be a source of energy and accountability, fostering a culture of excellence, continuous improvement, and collaboration.
• Serve as a hands-on, scrappy mentor who enthusiastically looks forward to coaching and developing the team.

Sales Development Strategy & Execution

• Design and execute sales development programs aligned with company GTM priorities and enterprise/SMB motions, working closely with Sales, Marketing, and Revenue Operations.
• Collaborate directly with the Marketing team to ensure alignment on goals and strategies, fostering synergies and working in tandem with broader outbound and/or account-based marketing (ABM) campaigns to maximize impact and lead generation.
• Plan and deliver creative, multi-channel lead generation tactics (email, phone, LinkedIn, account-based tactics) to meet and exceed team goals, balancing inbound lead follow-up with proactive outbound prospecting.
• Create, experiment, and implement new ways of engaging prospects to increase win rates and provide an exceptional customer experience.
• Partner with internal teams to execute sales strategy as we introduce enhancements to existing solutions and/or release new products.

Pipeline & Performance Management

• Own team pipeline creation targets, including meetings booked, opportunities created, pipeline value, and conversion metrics.
• Oversee pipeline health, lead distribution, and sales processes to ensure consistent, qualified opportunity generation across the team.
• Track and manage performance against key metrics, including meetings booked, opportunities created, and pipeline generated. Analyze metrics, prioritize high-value opportunities, and course-correct quickly.
• Forecast and report on SDR-driven pipeline and activity; partner with Sales leadership to ensure alignment on goals and quota models.

Process Optimization & Messaging

• Continuously improve processes, including lead follow-up, prospecting workflows, outreach effectiveness, qualification criteria, lead routing rules, and outreach cadences to maximize conversion rates and speed-to-contact.
• Help build and refine outbound messaging that resonates with our ICP. Develop and maintain best practices, pitches, and objection handling frameworks.
• Implement and enforce best practices for activity tracking, CRM hygiene, and use of sales engagement tools. Identify patterns in high-performing outreach and winning tactics to drive better conversion rates across the team.
• Increase the effectiveness of sales development tools and evaluate new tools, integrations, and AI use cases to improve efficiency.

Cross-Functional Partnership

• Foster a collaborative culture within the team and across departments. • Partner closely with sales leaders, AEs and Marketing to align SDR activity with ICPs, lead prioritization, and campaign execution. Collaborate with cross-functional teams to ensure coordination between sales development and other departments. • Serve as the SDR voice in cross-functional GTM planning—aligning on ICP, territory strategy, product launches, and marketing campaigns.

About you:

• 8+ years of experience in SaaS sales, sales development, or sales leadership roles.
• 2+ years of people management experience leading SDR teams
• Proven experience in sales development, with a track record of success in a managerial role being a strong asset.
• Demonstrated track record of driving pipeline generation in a B2B SaaS environment.
• Experience managing a pipeline across multiple reps—able to analyze metrics, prioritize high-value opportunities, and course-correct quickly.
• Strong coaching and leadership skills with the ability to build accountability and performance within a team. A motivating presence—you uplift those around you, create accountability, and lead by example.
• Analytical mindset with experience managing performance through metrics and data. Excellent analytical and problem-solving skills.
• Deep understanding of outbound sales strategies and how to drive consistent conversion from prospecting to qualified opportunity.
• Comfortable operating in a fast-paced, ambiguous environment where experimentation and adaptability are key.
• Strong emotional intelligence and the ability to inspire and develop direct reports.
• Familiarity with tools like Salesforce (or comparable CRM), Outreach, Gong, and LinkedIn Sales Navigator.
• Awareness of new tools, integrations, and AI use cases to improve SDR efficiency.
• BA/BS or equivalent practical experience preferred but not required.

Not sure you meet every qualification? Studies show that diverse applicants often hesitate to apply unless they check every box. At Buyers Edge Platform, we value authenticity and inclusion—if you're excited about the role, we encourage you to apply. You might be exactly who we're looking for!

What's in this for you:

• Great benefits from day one. We offer medical, dental, vision, FSA, company-paid life insurance, and more—plus a 401(k) with company match.
• Grow with us. Enjoy strong training, development, and competitive pay.
• Work-life balance. Our flexible PTO policy lets you take time when you need it—no accrual required.

We welcome all.

We are committed to creating a diverse environment and are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and pregnancy-related conditions), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state or local laws and ordinances.