Manager - Sales Development

Job Description

Job Description

Description

The SDR Manager is responsible for leading, coaching, and developing the Sales Development team to consistently generate qualified pipeline for the sales organization. This role will own the day-to-day execution of the SDR function, including performance management, coaching, activity management, pipeline generation, onboarding, and continuous improvement of the team's prospecting motion.

This is a player-to-coach leadership position designed for a high-performing SDR who has demonstrated strong knowledge of the company's products, customers, sales process, and prospecting methodology and is ready to transition into people leadership.

The SDR Manager will partner closely with Account Executives, Sales Leadership, Marketing, and Operations to improve the quality and quantity of opportunities generated by the SDR organization.

Key Responsibilities

Lead & Develop the SD Team

• Manage the day-to-day performance of SDRs.
• Conduct regular 1:1s, coaching sessions, and performance reviews.
• Establish clear expectations around activity, meetings, SQLs, pipeline, and quality.
• Identify individual strengths and development opportunities.
• Create and execute performance improvement plans when necessary.
• Build a culture of accountability, resilience, and continuous improvement.

Drive Pipeline Generation

• Own SDR team attainment against meeting, SQL, and pipeline goals.
• Monitor funnel metrics from activity through opportunity creation.
• Identify gaps in conversion rates and develop corrective action plans.
• Ensure SDR activity is focused on the company's highest-priority ICPs and verticals.
• Partner with Sales Leadership to ensure SDR-generated opportunities are aligned with revenue objectives.

Coaching & Sales Development

• Conduct call reviews and provide actionable feedback.
• Coach SDRs on prospecting, cold-call openers, objection handling, discovery, qualification, and messaging.
• Reinforce MEDDICC/qualification methodology and sales process.
• Develop and maintain SDR training and certification programs.
• Help SDRs develop the skills necessary to progress through the organization's career path.

Cross-Functional Sales Partnership

• Partner closely with AEs to improve SDR-to-AE handoffs and opportunity quality.
• Participate in pipeline and opportunity reviews to understand what makes SDR-generated opportunities successful.
• Collaborate with Marketing on campaigns, messaging, lead quality, and ICP targeting.
• Partner with Sales Operations on reporting, routing, technology, and performance analytics.
• Develop a working understanding of the full sales cycle, including discovery, demos, negotiation, and closing.

Build a Scalable SDR Operating System

• Establish consistent daily, weekly, and monthly operating rhythms.
• Maintain SDR dashboards and performance reporting.
• Identify opportunities to improve technology, processes, messaging, and productivity.
• Help define appropriate SDR targets and KPIs as the business and sales motion evolve.
• Continuously evaluate what is working and make data-driven recommendations to Sales Leadership.

Skills, Knowledge & Expertise

• 1+ years of experience as a top-performing SDR/BDR, with demonstrated mastery of the company's products, ICPs, and prospecting methodology.
• Prior people leadership, mentorship, or "SDR lead" experience strongly preferred.
• Proven track record of consistently meeting or exceeding meeting, SQL, and pipeline targets.
• Working knowledge of a qualification framework such as MEDDICC, and of modern prospecting tooling (CRM, sales engagement platforms, call intelligence/conversation -recording tools, intent data).
• Strong coaching instincts — able to give direct, actionable feedback on calls, messaging, and objection handling.
• Comfortable operating with data: reading funnel/conversion metrics, diagnosing gaps, and translating them into action plans.
• Excellent cross-functional collaborator, with experience partnering across AEs, Marketing, and Sales Operations.
• High accountability, resilience under pressure, and a genuine passion for developing early-career sales talent.
• Bachelor's degree or equivalent practical experience.

• SDR quota attainment
• Qualified meetings generated
• SQL attainment
• Pipeline generated
• Meeting → SQL conversion
• SQL → Opportunity conversion
• Opportunity quality
• Rep productivity and ramp time
• Rep retention
• Training/certification completion

Why work for us?

Brivo is a Great Place to Work-Certified™ company and the global leader in cloud-based access control and video surveillance. Following our merger with Eagle Eye Networks, we are building the only platform powerful enough to support the future of AI-driven security.

Why Your Work Matters

Innovation drives our vibe, but purpose drives our mission. You will work on essential systems that protect the health, safety, and welfare of people and property worldwide. At Brivo, your voice is heard, your talent is respected, and your contributions have a global impact.

• 
  The Brivo Experience: We thrive on in-person collaboration and a "one-team" atmosphere. We embrace our international presence, leveraging diverse ideas and backgrounds to improve our culture and our products. To keep our global teams connected and inspired, we provide a premium onsite experience featuring communal meals, recurring social events, and fully stocked workspaces—ensuring you have everything you need to stay focused while building the future of security. 
• Total Rewards: We support our people with competitive medical, vision, and dental plans (including company-offset premiums), a 401k with company match, and a Paid Time Off (PTO) policy that empowers you to take the time you need to maintain a healthy work-life balance.

Individual compensation packages are based on job-related skills, experience, qualifications, work location, training, and market conditions. The estimated total compensation, including On-Target Earnings (OTE), is $92,000.00 - $95,000.00/year (depending on experience). In addition, Brivonians enjoy a robust benefits and perks package tailored to their work location.