Sales Development Leader — Build a High-Impact Pipeline

SugarAI is redefining CRM for the age of AI. We’re delivering on the original promise of CRM—turning fragmented customer and revenue signals into clear, prioritized action. Instead of more dashboards or surface-level insights, we help teams focus on what matters most and know exactly what to do next. More than two decades after our founding, we’re entering a new chapter with clarity and momentum—building intelligent, intuitive solutions that work within the flow of how teams actually sell and serve. We’re focused on solving complex, real-world challenges where relationships, context, and precision make all the difference. Our global team is united by a shared commitment to impact, ownership, and continuous growth. We create an environment where thoughtful ideas move quickly, where people are trusted to lead, and where flexibility supports how great work gets done. If you’re excited to help shape what’s next in AI-driven CRM—and build technology that drives real outcomes—we’d love to meet you. Where You Fit In: We are seeking a high-impact Manager, Sales Development to lead and scale our Sales Development team. This leader will be responsible for driving pipeline generation, developing top-performing SDRs/BDRs, and creating a high-performance culture focused on measurable business outcomes. The ideal candidate combines strong coaching and leadership skills with operational rigor, data-driven decision making, and a deep understanding of modern outbound and inbound pipeline generation strategies. You will partner closely with Sales, Marketing, Revenue Operations, and Enablement to ensure the Sales Development organization consistently delivers qualified pipeline that fuels company growth. This position will report to the Chief Marketing Officer and operates on a hybrid model, with a mix of remote work and in-office collaboration at our Denver, CO location, specifically, working in-office a minimum of 4 days per week. Impact You Will Make in the Role: Lead, coach, and develop a team of Business Development Representatives (BDRs), fostering a culture of accountability, continuous learning, and career growth. Conduct regular 1:1s, performance reviews, call coaching, pipeline reviews, and career development conversations. Recruit, onboard, and retain top Sales Development talent while building a strong internal promotion pipeline. Establish clear performance expectations and individual development plans to help team members achieve and exceed goals. Own Sales Development performance metrics, including pipeline creation, meeting generation, conversion rates, activity effectiveness, and attainment against targets. Drive execution of inbound and outbound prospecting strategies across target accounts, industries, and buyer personas. Ensure high-quality opportunity qualification and seamless handoff processes to Account Executives. Monitor pipeline health and proactively identify risks, trends, and opportunities to improve performance. Coaching, Enablement & Methodology Reinforce best practices in discovery, prospecting, messaging, objection handling, and multi-channel outreach. Leverage conversation intelligence, sales engagement platforms, and AI-powered tools to improve team effectiveness and productivity. Partner with Sales Enablement and Sales Leadership to implement ongoing training programs and reinforce sales methodologies. Create a culture of continuous improvement through call reviews, skill assessments, and performance analytics. Operational Excellence & Forecasting Establish and manage KPIs, dashboards, scorecards, and reporting to provide visibility into team performance and pipeline contribution. Deliver accurate forecasts and performance insights to Sales Leadership using historical trends and leading indicators. Identify process improvements that increase efficiency, scalability, and rep productivity. Ensure CRM data quality, process compliance, and disciplined pipeline management practices. Cross-Functional Collaboration Partner with Marketing to optimize lead management processes, campaign follow-up, account-based initiatives, and conversion performance. Collaborate with Revenue Operations to improve reporting, territory planning, routing, technology adoption, and operational workflows. Work closely with Account Executives and Sales Leadership to align pipeline generation efforts with business priorities and revenue goals. Support workforce planning, hiring, and organizational development initiatives in partnership with People Operations. What You Will Bring: 3+ years of Sales/Business Development lead or management experience within a B2B SaaS environment. Proven success leading teams responsible for outbound prospecting, inbound qualification, and pipeline generation. Strong understanding of modern sales technology, including CRM, sales engagement, conversation intelligence, and AI-enabled prospecting tools. Demonstrated ability to coach, develop, and retain high-performing sales talent. Excellent analytical, forecasting, and operational management skills. Strong cross-functional leadership and communication capabilities. Experience working in fast-paced, high-growth revenue organizations preferred. $90,000 - $100,000 a year Range provided above is Base Salary Total Compensation = Base Salary + Commission based on opportunity volume. Depending on experience. We understand that no candidate is perfectly qualified for any job. Experience comes in different forms; many skills are transferable; and passion goes a long way. Even more important than your resume is a clear demonstration of dedication, impact, and the ability to thrive in a fluid and collaborative environment. We want you to learn new things in this role, and we encourage you to apply if your experience is close to what we’re looking for. We also know that diversity of background and thought makes for better problem solving and more creative thinking, which is why we're dedicated to adding new perspectives to the team. Benefits and Perks: Beyond a stellar work environment, friendly people, and inspiring work, we have some sweet benefits and perks:

• Excellent healthcare package for you and your family
• Savings and Investment – 401(k) match
• Online Legal Services (Rocket Lawyer)
• Financial Planning Services (Origin)
• Discounted Pet Insurance (Embrace Pet Insurance)
• Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public
• Health and Wellness Reimbursement Program
• Educational Resources - Career & Personal Development Program
• Employee Referral Bonus Program
• We are a merit-based company - many opportunities to learn, excel and grow your career!

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