Manager, Sales Development Representatives

What You'll Do

• Lead, coach, and develop a team of SDRs responsible for inbound and outbound prospecting, ensuring consistent achievement of pipeline and meeting targets aligned to Delinea's go-to-market strategy
• Build and continuously refine the SDR playbook (outreach sequences, call scripts, email frameworks, persona-based messaging, and qualification criteria) to reflect Delinea's current positioning in the PAM and cybersecurity space
• Define, track, and report on team KPIs (activity metrics, conversion rates, pipeline contribution) and use data to drive continuous performance improvements
• Partner with Sales leadership to ensure strong SDR-to-AE handoff quality, alignment on ICPs, and seamless progression of qualified opportunities into the pipeline
• Collaborate with Marketing to optimize lead routing, follow-up cadences, and campaign responsiveness to maximize inbound efficiency
• Work with Sales Enablement and HR to own SDR recruitment, onboarding, certification, and career development programs that attract and retain top talent
• Serve as a strategic voice for the SDR function in cross-functional planning, including headcount modeling, territory alignment, and tech stack optimization (Salesforce, Outreach, LinkedIn Sales Navigator, etc.)
• Foster a culture of accountability, continuous learning, and high performance within the team

What You'll Bring

• 3–5+ years of experience in sales development or inside sales, with at least 2 years in a management or team lead capacity, preferably within cybersecurity, SaaS, or enterprise IT
• Proven track record of building and managing SDR teams that consistently meet or exceed pipeline contribution goals
• Strong understanding of outbound prospecting methodologies, pipeline management, and the enterprise sales cycle
• Experience working within a security or PAM-adjacent environment is a strong plus-familiarity with concepts such as least privilege, identity security, or zero trust is an advantage
• Excellent communication and collaboration skills; comfortable presenting to senior sales and marketing leadership
• Proficiency with CRM and sales engagement tools (Salesforce, Outreach or SalesLoft, LinkedIn Sales Navigator); analytical ability to translate data into actionable coaching insights
• A people-first leadership philosophy with the ability to motivate diverse teams, navigate performance challenges constructively, and develop SDRs toward long-term career growth