Manager, Sales Development

About the Role

Sales Development is the engine behind two critical functions at Ivo: pipeline creation and talent development. We execute with urgency, partnering with Marketing and Sales to drive demand and create new business opportunities, while simultaneously developing our people into the next generation of Ivo's GTM leaders.

As Manager, Sales Development, you'll own the outbound motion for your team: coaching reps, managing pipeline, and building the processes and playbooks that will define what world-class prospecting looks like in the legaltech category. As one of the early GTM leaders at Ivo, your fingerprints will be on the entire SDR function.

This is a player-coach role in the best sense. You'll be close enough to the reps to model great behavior, and senior enough to zoom out, shape strategy, and influence how we scale.

What You'll Do

• Hire, train, and lead a high-performing SDR team to meet and exceed qualified pipeline targets.
• Develop and optimize outbound sequences, messaging, and tooling in collaboration with Marketing and Sales.
• Oversee inbound lead management — ensuring timely response, clear qualification standards, and tight campaign follow-up.
• Build and maintain metrics and dashboards to track SDR performance, activity levels, and conversion rates.
• Run High-Velocity 1:1s focused on pipeline math, skill development, and blocker removal — acting as Head of Enablement for each rep.
• Collaborate with AEs to ensure seamless, high-quality opportunity handoffs.
• Coach SDRs on call execution, email personalization, objection handling, and prospecting best practices.
• Experiment with emerging channels — video, social selling, AI tools — to improve engagement rates and booking velocity.
• Represent Ivo at events and field marketing activities; convert conversations into qualified pipeline.
• Track and grow the events pipeline — ensuring all leads from webinars, sponsorships, and field events are captured, qualified, and followed up on.
• Build a culture of accountability and motivation — celebrating wins, diagnosing losses, and closing skill gaps fast.

What You'll Need

• 2–4+ years of B2B SaaS sales experience, with 1+ years in SDR management or team lead roles.
• Proven track record of building and leading teams that consistently meet and exceed pipeline goals.
• Experience building or executing an outbound program with multichannel approaches tracked by input/output metrics.
• Proficiency in core SDR tech stack: Salesforce or HubSpot, Outreach or Salesloft, LinkedIn Sales Navigator, ZoomInfo or similar.
• Strong grasp of pipeline math: reverse funnel thinking, volume vs. conversion diagnosis, and activity-to-outcome modeling.
• Experience hiring, onboarding, and ramping SDRs — including structuring ramp quotas and daily coaching cadences.
• Operationally strong and data-driven — comfortable building process from scratch in a fast-moving environment.
• Excellent communicator and coach — you know how to motivate people and turn good SDRs into great ones.
• Cross-functional empathy — able to deliver high-level and tactical feedback across GTM partners.
• Passion for legal tech or productivity software is a plus.

Compensation and benefits:

• Competitive Compensation: The USD base range for this role is $150,000 - $175,000 (+equity would be on top of this). Final offer details are determined based on experience, expertise, and overall fit. Commission is not guaranteed.
• Relocation and Visa Support: We also offer relocation assistance for successful applicants moving to SF, as well as support for visa and green card applications where applicable.
• Medical benefits: Comprehensive medical, dental and vision plans to suit the needs of you and your family.
• 401(k) Program: Save for retirement through our company-sponsored 401(k) plan.
• Commuter Benefits: We provide commuter benefits to help make getting to and from the office easier and more convenient.
• Unlimited PTO: So you can take the time you need to recharge, stay healthy, and bring your best self to work.
• Office Perks: Enjoy a vibrant Downtown San Francisco office with catered lunch provided five days a week, premium snacks and coffee, a gym located in the building, and a dog-friendly environment!