Manager, Sales Development

Sumo Logic is seeking a dynamic Sales Development Manager to lead and empower a team of enterprise and commercial SDRs & ADRs. This role involves managing daily operations, fostering a culture of accountability, and ensuring the team meets quarterly quotas. The ideal candidate is a strong mentor, problem-solver, and passionate about team growth in a fast-paced environment, focusing on continuous improvement and strategic sales execution.

Must Have

• Attract, hire, retain, and develop SDR talent
• Foster a positive, motivating team culture focused on continuous improvement
• Conduct regular 1:1 meetings, performance reviews, and call coaching sessions
• Assist with initial and ongoing SDR enablement
• Review and provide feedback on SDR calls and meeting qualification notes weekly
• Own KPIs, supervise team activity, track results, and drive execution
• Motivate team members through creative incentives
• Align SDR team activities with broader marketing and sales priorities
• Develop and implement effective outbound prospecting strategies
• Analyze team performance metrics and optimize processes for efficiency
• Collaborate with marketing for seamless lead generation and nurturing
• Ensure SDR team output meets expectations in quantity and quality
• Partner with sales leadership for smooth lead handoff
• Work with marketing teams to align messaging, campaigns, and content strategies
• Identify and recommend improvements in process, efficiency, and productivity
• Build and provide weekly and quarterly SDR performance reports to stakeholders
• 2+ years experience leading SDR teams with direct responsibility for recruitment, retention, and performance management
• Willingness to be in office 3x per week (Tuesday, Wednesday, Thursday)
• Experience communicating and presenting at an executive level
• Passion for coaching and developing early-career sales talent
• Deep understanding of leading through data analysis and metrics
• Desire for operational rigor and excellence that fosters growth and evolves processes
• Ability to quickly deconstruct challenges and prioritize steps to tackle them
• Comfort with leveraging and providing hands-on coaching on the SDR prospecting tech stack

Perks & Benefits

• Eligible to participate in bonus or commission plans
• Benefits offerings
• Equity awards

Sumo Logic is looking for a dynamic and empowering Sales Development Manager responsible for building and leading a team of enterprise and commercial SDRs & ADRs. In this critical role, you will manage the day-to-day operations of your team by creating a culture of empowerment and self-motivation that holds individual SDR/ADRs accountable for attaining their quarterly quotas.

The right candidate must be a strong mentor, have the ability to put the team first, solve problems, and work well in a fast-paced environment. A deep-seated passion for the growth and continued success of your team is a must.

Responsibilities

Team Leadership & Development

• Attract, hire, retain, and develop talent
• Foster a positive, motivating team culture focused on continuous improvement
• Conduct regular 1:1 meetings, performance reviews, and call coaching sessions
• Assist with both initial and ongoing SDR enablement
• Review and provide feedback on SDR calls and meeting qualification notes every week
• Own KPI’s, supervise the activity of the team, track the results and drive team execution
• Motivate team members through creative incentives

Sales Strategy & Execution

• Align the SDR team’s activities with broader marketing and sales priorities
• Develop and implement effective outbound prospecting strategies
• Analyze team performance metrics and optimize processes for maximum efficiency
• Collaborate with marketing to ensure seamless lead generation and nurturing
• Ensure the output of the SDR team is in line with expectations, closely monitoring both quantity and quality

Cross-Functional Collaboration

• Partner closely with sales leadership to ensure a smooth lead handoff process
• Work with marketing teams to align messaging, campaigns, and content strategies
• Identify and make recommendations for improvement in the areas of Process, Efficiency, and Productivity
• Build and provide weekly and quarterly SDR performance reports to multiple stakeholders

Required Qualifications and Skills

• 2+ years experience leading SDR teams with direct responsibility for recruitment, retention, and performance management
• Willing to be in office 3x per week (Tuesday, Wednesday, Thursday)
• Experience communicating and presenting at an executive level
• Passion for coaching and developing early-career sales talent
• Deep understanding of leading through data analysis and metrics.
• A desire for operational rigor and excellence that fosters growth and evolves processes to accelerate success
• A knack for quickly deconstructing challenges and then prioritizing steps to tackle them.
• Comfort with leveraging and providing hands-on coaching on the SDR prospecting tech stack