Torchora
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SDR Team Manager

💰 $85,000 - $135,000 OTE

SalesManagementBusiness Development

🎯 Role Definition

The SDR Team Manager is a critical leadership role responsible for building, coaching, and managing a high-performing team of Sales Development Representatives (SDRs). This individual serves as the engine for top-of-funnel growth, directly overseeing the activities and strategies that generate qualified sales opportunities and build a robust pipeline for the Account Executive team. More than just a manager, this role is a mentor and a strategist, responsible for the professional development of their team members, the optimization of outbound and inbound processes, and fostering a culture of achievement, collaboration, and resilience. The SDR Team Manager is the vital link between Marketing and Sales, ensuring seamless lead handoffs and strategic alignment to drive revenue growth.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Senior Sales Development Representative (SDR)
  • SDR Team Lead / Mentor
  • Junior Account Executive (AE)

Advancement To:

  • Director of Sales Development / Inside Sales
  • Manager of a larger or multiple SDR teams
  • Regional Sales Manager

Lateral Moves:

  • Sales Enablement Manager
  • Sales Operations Manager
  • Account Executive Manager

Core Responsibilities

Primary Functions

  • Recruit, hire, and onboard a team of ambitious and diverse Sales Development Representatives, building a foundation for team success from day one.
  • Provide consistent, hands-on coaching, mentorship, and performance feedback through call reviews, role-playing, and one-on-one meetings to develop SDR skills and drive results.
  • Develop and implement comprehensive training programs for new and existing SDRs covering product knowledge, buyer personas, sales methodology, and tool proficiency.
  • Manage the day-to-day activities of the SDR team to ensure they are meeting and exceeding targets for outbound prospecting, lead qualification, and meeting-setting.
  • Set, monitor, and report on key performance indicators (KPIs) such as activity metrics, conversion rates, and qualified pipeline generation for individual reps and the team as a whole.
  • Create and refine outbound sales cadences and messaging (email, phone, social) in collaboration with marketing and sales leadership to improve engagement and conversion rates.
  • Actively manage and optimize the sales technology stack, including the CRM (e.g., Salesforce), Sales Engagement Platforms (e.g., Outreach, SalesLoft), and data enrichment tools.
  • Forecast and manage the team’s contribution to the sales pipeline, providing accurate and timely reports to senior sales leadership.
  • Foster a high-energy, positive, and results-oriented team culture that encourages healthy competition, continuous learning, and celebration of success.
  • Collaborate closely with the Marketing team to ensure a smooth and effective lead management process, providing feedback on lead quality and campaign effectiveness.
  • Partner with Account Executive (AE) leadership to ensure strong alignment on target accounts, lead qualification criteria, and a seamless handoff process.
  • Analyze team performance data to identify trends, pinpoint areas for improvement, and implement strategic initiatives to enhance overall productivity and effectiveness.
  • Develop and execute strategic outbound prospecting initiatives and account-based marketing (ABM) plays in conjunction with the broader go-to-market team.
  • Conduct regular territory and account planning sessions with the SDR team to ensure focused and strategic prospecting efforts.
  • Serve as the primary point of contact for resolving any operational or interpersonal challenges that arise within the SDR team.
  • Stay current on industry trends, competitive landscape, and best practices in sales development to continuously innovate the team's approach.
  • Develop and manage incentive programs, spiffs, and contests to motivate the team and drive performance on key initiatives.
  • Guide SDRs in their career development, helping them prepare for future roles within the sales organization, such as Account Executive or team leadership positions.
  • Ensure the accuracy and integrity of all data entered and managed within the CRM system by the SDR team.
  • Refine and document the rules of engagement and standard operating procedures (SOPs) for the sales development function.

Secondary Functions

  • Support ad-hoc reporting requests from senior leadership regarding team performance, pipeline health, and campaign ROI.
  • Provide qualitative feedback to the Product and Marketing teams based on insights gathered from frontline conversations with prospective customers.
  • Collaborate with Sales Operations to refine lead routing rules, system workflows, and reporting dashboards.
  • Participate in go-to-market strategy sessions, offering insights on market response and ideal customer profiles.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Deep expertise in managing teams and reporting within CRM platforms like Salesforce or HubSpot.
  • Sales Engagement Platform Mastery: Advanced knowledge of tools like Outreach, SalesLoft, or Apollo.io for building, managing, and optimizing sequences.
  • Data Analysis: Ability to analyze team performance data using Excel, Google Sheets, or BI tools to derive actionable insights.
  • Lead Generation Tools: Proficiency with prospecting and data enrichment tools such as LinkedIn Sales Navigator, ZoomInfo, and Lusha.
  • Sales Methodologies: Solid understanding and ability to coach on frameworks like MEDDIC, BANT, or Challenger Sale.
  • Pipeline Management & Forecasting: Skill in accurately forecasting pipeline generation and managing the top-of-funnel lifecycle.
  • Process Optimization: Ability to map, analyze, and improve sales development processes and workflows.
  • Call Coaching Software: Experience using conversation intelligence tools like Gong or Chorus.ai for training and feedback.
  • Project Management: Competency in planning and executing team-wide initiatives, campaigns, and training programs.
  • Reporting & Dashboarding: Ability to build and maintain dashboards that clearly visualize team KPIs and progress toward goals.

Soft Skills

  • Coaching & Mentoring: A genuine passion for developing people and helping them achieve their professional goals.
  • Inspirational Leadership: The ability to motivate, energize, and lead a team to consistently high performance.
  • Exceptional Communication: Clear, concise, and empathetic communication skills, both written and verbal.
  • Strategic Thinking: The capacity to see the bigger picture and align team activities with broader company objectives.
  • Problem-Solving: Proactive and resourceful in identifying challenges and implementing effective solutions.
  • Resilience & Adaptability: Thrives in a fast-paced, target-driven environment and can navigate change effectively.
  • Empathy: Ability to understand the motivations and challenges of team members and prospects alike.
  • Results-Oriented: A strong desire to achieve and exceed goals, with a focus on measurable outcomes.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor’s Degree or equivalent relevant work experience.

Preferred Education:

  • Bachelor’s Degree in a business-related discipline.

Relevant Fields of Study:

  • Business Administration
  • Marketing & Communications
  • Economics

Experience Requirements

Typical Experience Range:

  • 3-5 years of experience in a B2B sales role (SDR or AE), including at least 1-2 years in a formal or informal leadership capacity (e.g., Team Lead, Senior SDR with mentorship duties).

Preferred:

  • Proven, quantifiable track record of success as an individual contributor in an SDR or closing role.
  • Prior experience directly managing a team of SDRs in a high-growth B2B SaaS or technology environment.
  • Demonstrated success in hiring, onboarding, and developing top-performing sales talent.
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