Manager, Sales Development

Manager Sales Development

Manager Sales Development is key leadership role overseeing a team of SDRs by driving pipeline growth through strategic outbound efforts. Expertise in sales development best practices, team leadership, and the HCM landscape will be instrumental in crafting a scalable and results-oriented outbound sales strategy. This position works in close collaboration with Sales, Marketing, and Product teams to refine messaging, target the right prospects, and generate qualified leads that progress into revenue-generating opportunities. Primary Responsibilities The below represents the primary duties of the position, others may be assigned as needed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Leadership & Strategy

• Lead and develop a team of Sales Development Reps (SDRs), focusing on recruitment, training, coaching, and performance management to drive exceptional results.
• Develop and implement innovative outbound sales strategies to accelerate revenue growth and exceed performance targets.
• Identify and implement ongoing improvements in the areas of process, efficiency, and productivity.
• Track key sales development metrics, analyze team performance against established goals, and provide regular, insightful reports to senior management
• Foster a high-energy, collaborative, and results-oriented team culture focused on motivation, accountability, and continuous improvement.

Coaching & Performance Optimization

• Mentor the Sales Development Representatives to effectively apply company strategies, aligning individual goals with team objectives to foster a high-performance culture.
• Continuously enhance cold-calling, prospecting, and email outreach techniques to improve conversion rates and pipeline impact.
• Provide constructive feedback to managers during quarterly business reviews, focusing on team results, successes, and actionable plans for improvement.

Collaboration

• Collaborate with the Marketing team to craft impactful outreach campaigns and messaging that resonate with target customer profiles.
• Stay up to date with industry trends, challenges, and innovations in the HCM space to refine outreach strategies and messaging.
• Lead regular weekly and monthly team meetings to review progress, share best practices, and establish clear action plans for success.

Education and Experience

• 5+ years of experience in sales development, inside sales, or a similar role, preferably in SaaS or B2B technology.
• Proven ability to lead, develop, and advance direct reports into higher roles within the organization.
• Expertise in optimizing outbound sales development processes, from lead generation to qualification, with a track record of implementing best practices that drive growth.
• Proven ability to coach, mentor, and develop SDR managers and teams, including recruiting, onboarding, and providing ongoing training to ensure team members meet their goals and grow professionally.
• Skilled in developing and analyzing performance metrics and KPIs, with experience using data to drive decision-making and continuous improvement.
• Proficient in Sales Development tools such as Salesforce, SalesLoft, ZoomInfo, Sales Navigator and Nooks, with deep understanding of their capabilities.
• Ability to adapt to changing market conditions and evolving business needs, with a proactive approach to embracing and driving innovation.
• Role requires close partnership with aligned Sales leadership.
• Excellent communication, negotiation, and presentation skills.
• Bachelor's degree in business, marketing, or related field preferred.
• Consistent in-office presence with flexibility for occasional remote work.

Physical Requirements:

• Ability to remain in a stationary position for extended periods of time. • Ability to move around the office and interact with colleagues as needed.
• Ability to operate standard office equipment, including computers, phones, printers, and copiers.
• Ability to communicate effectively in person, via phone, and via email.
• Ability to lift and carry up to 5 pounds as needed (e.g., moving office supplies or small packages).
• Ability to bend, reach, or stoop as needed to access file cabinets, office equipment, or other resources.
• Ability to maintain focus and attention to detail for extended periods.
• Ability to work at a desk or workstation for extended periods of time, including using a computer or writing.

Paylocity is an equal-opportunity employer.

Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better.

We embrace and encourage our employees' differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers.

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact View email address on click.appcast.io . This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.

The pay range for this position is $75,000 - $85,000/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for a monthly bonus based on individual and team performance in addition to a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location.