Sales Development Manager

Sales Development ManagerThis is a people management role, not a player-coach seat. You do not carry a personal dial target or a closing number. Your number is your team's number, and your day is spent on the floor with them.You will manage a team of 4–6 Sales Development Representatives, hiring alongside us as the team grows into it. You report to the VP of Revenue Operations and partner closely with the Account Executives who receive your reps' meetings. The team runs a pure outbound, account-based motion on the supply side of our business, prospecting events and arenas (stadiums, arenas, theaters, festival sites) and everyday parking (municipalities, commercial real estate, hotels, valet). Each rep carries 75–100 calls a day into accounts they research and enrich themselves.You will be based in our Dallas–Fort Worth hub, in the office with your team on anchor days. The honest version of this job: it is coaching, repetition and energy management. You are building a team where the dials happen on the quiet Thursday in February, and where the person who booked the big meeting tells everyone else how they did it.Position Responsibilities:Be on the floor daily — live call coaching, side-by-sides and in-the-moment feedback, not just scheduled sessionsRun weekly one-to-ones covering performance, development and what each rep is working on in their own gameReview calls in Gong weekly, with the rep having listened first, and agree one specific thing to change before the next sessionOwn the onboarding and ramp plan so a new SDR reaches full productivity predictably, and develop reps toward the AE pathOwn the numbers:Own and accurately forecast the team's target for qualified meetings booked and heldBuild and maintain the activity scorecard in Salesforce — dials, connects, conversations, meetings booked and held, acceptance rate — and use it to diagnose rather than just reportHold the line on 75–100 calls a day per rep, and make sure the tooling and the day are structured so that volume is achievableBuild the function:Own the outbound playbook — target account criteria, sequences, call frameworks and objection handling across both segmentsAgree and maintain the meeting acceptance standard with the AE team, and what happens when a meeting does not meet itHire into the team as it grows, screening for the culture bar as hard as for the skill barPartner with Revenue Operations on territory and account list design, and bring the voice of the phone back to the businessThe culture you are accountable for:Growth mindset. You create a team where a bad week produces a changed approach rather than an excuse, and never let a rep conclude they are simply not good at this.Team player. The email that worked gets shared the same day. You coach publicly where it teaches the room and privately where it would only embarrass.Daily work ethic. You set the standard and hold it on the slow weeks as much as the good ones, and model it — first on the floor, visible, present.Coachability. You make feedback a normal, unremarkable part of the week, and ask for it on your own performance in front of your team.What success looks like:By day 30 — You know every rep: their numbers, their call style, where each is strong and stuck. One-to-ones and call reviews are running, and you have a baseline of activity and conversion out of Salesforce.By day 60 — Your coaching rhythm is established, the activity scorecard is live, and you have agreed the meeting acceptance standard with the AE team.By day 90 — The team is hitting its qualified meeting target, the ramp plan is documented and tested, and you are interviewing for the next hires.Requirements:Based in the Dallas–Fort Worth area with the ability to work from the office on anchor days; US work authorization2+ years managing an SDR or BDR team with demonstrable results — reps who hit target, reps who got promotedA background as a BDR, SDR or AE yourself, so you can coach from experience rather than theoryProven ability to build an outbound motion: target account criteria, sequences, call frameworks, objection handlingFluent in Salesforce — you can build a scorecard, trust the data, and read it for cause rather than just reporting itExperience with call intelligence platforms, ideally Gong, used for coaching rather than surveillanceExperience hiring and onboarding sales development reps; motivates through rewards rather than fearStrong communication and the credibility to hold a conversation with senior stakeholders inside and outside the businessNice to have: B2B SaaS; exposure to events, hospitality, commercial real estate, municipal government, parking or venue technology. Bachelor's degree preferred.What We Offer:Recharge your batteries:Unlimited PTO policyComplimentary in-office barista (Dallas office)Catered breakfast & lunch Tuesday–Thursday (Dallas office)Weekly social events at the office (Dallas office)Investment in you and your wellbeing:Comprehensive medical & dental coverage through Blue Cross Blue Shield and Mutual of OmahaMultiple healthcare plan options including low-deductible and HSA, plus broad supplemental benefitsEmployee Assistance ProgramSubscriptions to mental health assistance platformsWe look out for your family:Generous parental leave policyFertility support via ARC FertilityPet insurance and discount plansLook after the pennies:401(k) retirement and savings planTravel stipend for local employeesSuccess is best when it's shared:Regular social activities and ad hoc celebrations