Manager, Sales Development

Location: Boston Seaport (Hybrid)

Reports to: Director, Sales Development

About Nasuni: Nasuni is the leading hybrid cloud storage platform trusted by the world's largest enterprises to modernize their file infrastructure. Our Sales Development organization is the tip of the spear - responsible for building the pipeline that fuels the company's growth across multiple product lines, including our Resilio offering.

The Role:
We're hiring a Sales Development Manager to lead a team of SDRs focused on Nasuni's core platform. This isn't a "learn management on the job" role - it's a leadership seat for someone who has already managed a team, knows how to read a funnel, and can coach reps to hit numbers consistently.

You'll report to our SDR Director and operate as a true partner - owning your team's number, running your own cadence, and bringing data to every conversation. You'll have autonomy over how your team executes, with clear accountability for pipeline generation, conversion quality, and rep development.

This is the right role for someone who wants to run their own business within a business and is building toward a Director-level career.

What You'll Own

Pipeline & Performance

• Full ownership of your team's pipeline generation targets for Nasuni's core platform
• Weekly and monthly reporting on rep activity, meetings booked, SALs, SQLs, conversion rates, and pipeline dollars - you know your numbers cold
• SAL-to-SQL and SQL-to-Opportunity conversion quality - you don't just book meetings, you book meetings that convert
• Forecasting your team's output and flagging risks before they become misses

Coaching, Mentorship & Talent Development

• Direct management and daily coaching of 8+ SDRs with a focus on skill-building, call quality, and prospecting effectiveness
• Serve as a mentor and career advocate for every rep on your team - helping them develop not just as SDRs but as future AEs, managers, and sales professionals
• Structured 1:1s grounded in data - you show reps exactly where they stand and build plans that move the needle
• Create an environment of high accountability and high support - reps should feel challenged and invested in, not micromanaged
• Execution of a 30-60-90 onboarding program that accelerates new hires to productivity
• Performance management that's direct and development-oriented - you have tough conversations early so they don't become bigger problems later
• Building a bench of talent that the broader sales org wants to promote from - your success is measured partly by how many reps grow into their next role

Process & Operations

• Design and iterate on prospecting playbooks, outreach sequences, and territory strategies for the Nasuni market
• Monitor and enforce speed-to-lead standards, activity benchmarks, and CRM hygiene across your team
• Partner with RevOps on Salesforce reporting, lead routing, and process improvements
• Identify bottlenecks in the funnel and bring solutions - not just observations - to leadership

Cross-Functional Partnership

• Work directly with AEs and Sales Leadership on handoff quality, feedback loops, and territory alignment
• Collaborate with Marketing on campaign execution, lead flow, and event support
• Partner with Product Marketing on competitive positioning, messaging, and talk tracks
• Represent your team's performance and insights in leadership meetings with confidence and precision

What You Bring

Required

• 1+ years managing or team-leading an SDR/BDR team in a B2B SaaS environment, with direct ownership of a team pipeline number
• 3+ years total experience in Sales Development (IC + management combined)
• Demonstrated ability to coach reps using data - you can pull a rep's metrics, diagnose what's broken, and build a plan on the spot
• Fluency in Salesforce reporting, pipeline metrics, and funnel math (conversion rates, coverage ratios, activity-to-outcome analysis)
• Experience running structured 1:1s and performance reviews that drive real behavior change
• Track record of cross-functional collaboration with AEs, Marketing, and RevOps
• Strong written and verbal communication - you can present to leadership and write a Slack message that gets people moving with equal skill

Preferred

• Experience in file storage, infrastructure, cloud, or data management SaaS
• Familiarity with sales engagement platforms (Outreach, Salesloft, or similar)
• Background in managing against both inbound and outbound motions

What Makes This Role Different

• Real ownership. You run a team against Nasuni's core pipeline number. Your team, your number, your playbook.
• Data-driven culture. Our SDR org is built on metrics, not gut feel. You'll have the tools, dashboards, and leadership support to manage by the numbers.
• Growth trajectory. You're joining a scaling SDR org led by a director who invests in manager development.
• Strategic exposure. You'll work across Sales, Marketing, RevOps, and Product - building the cross-functional muscle that separates managers from future directors.

Why work at Nasuni?

As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the US. Benefits packages generally include:

• Best in class employee onboarding and training
• "Take What You Need" paid time off policy
• Comprehensive health, dental and vision plans
• Company-paid life and disability insurance
• 401(k) and Roth IRA retirement plan
• Generous employee referral bonuses
• Flexible remote work policy
• 10 Paid Holidays
• Wide array of wellbeing offerings
• Pre-tax savings accounts with company contributions
• Great team culture and social activities
• Collaborative workspaces
• Free on-site fitness centers and stocked kitchens in select office locations
• Professional development resources

Compensation Transparency:


In accordance with U.S. pay transparency laws, Nasuni is committed to providing visibility into compensation for all U.S.-based roles. Click HERE to view our compensation ranges by job grade. Actual compensation will be based on a variety of factors, including a candidate's experience, skills, education, and work location.

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