Sales Development Representative (SDR) Manager

Role Overview

As the Sales Development Representative (SDR) Manager, you will play a critical role in building and scaling Accordant’s sales development function, creating a repeatable pipeline generation engine that fuels our continued growth.

This role goes beyond traditional SDR management. You will serve as a strategic thought partner to Sales, Marketing, and Client Success, helping refine how we engage prospective clients, improve outbound effectiveness, and create high-quality opportunities for our Account Executives in the Sales organization .

You will coach and develop our SDR team while establishing the processes, strategies, and technology needed to scale. This includes exploring innovative approaches to sales development, including AI-powered and agentic SDR capabilities that expand prospect coverage, improve efficiency, and create leverage for our team.

The ideal candidate is a coach, operator, and innovator , someone energized by building, collaborating across teams, and shaping the future of sales development at a growing technology organization.

Responsibilities

Build and Scale

• Develop and execute a sales development strategy that creates predictable, qualified pipeline for Accordant’s Account Executive team
• Establish and continuously improve SDR processes, including prospecting strategies, qualification approaches, outreach cadences, and opportunity hand off s
• Define performance expectations, operating rhythms, and key metrics that drive accountability and meaningful pipeline contribution

Lead, Coach, and Develop

• Lead, coach, and develop SDR team members to improve prospect engagement, discovery skills, and overall sales effectiveness
• Establish a culture of accountability, continuous learning, and high performance through ongoing feedback, coaching, and development
• Support SDR career growth by identifying opportunities to strengthen skills, expand capabilities, and achieve performance goals

Drive Qualified Pipeline Generation

• Own the strategy and execution for generating qualified pipeline , improving meeting quality, and supporting Account Executive success
• Analyze performance data, prospect feedback, and market insights to continuously refine outbound strategies, messaging, and opportunity conversion
• Ensure SDR efforts align with Accordant’s ideal client profile s , sales priorities, and broader growth objectives

Partner Across Teams

• Serve as a strategic thought partner to Sales, Marketing, and Client Success, aligning sales development efforts with broader go-to-market priorities
• Collaborate across teams to refine targeting, messaging, campaigns, qualification strategies, and opportunity hand off s
• Translate prospect conversations, customer insights, and market feedback into actionable improvements that strengthen pipeline generation

Leverage Emerging Technology and AI Capabilities

• Evaluate and implement emerging sales development technologies, including AI-powered and agentic SDR capabilities, to increase prospect coverage and team effectiveness
• Identify opportunities to combine human expertise with automation and AI to create a scalable, high-performing sales development model

Operational Excellence

• Ensure accurate reporting, CRM hygiene, and visibility into SDR performance and pipeline contribution
• Analyze funnel metrics and leverage insights to continuously improve processes, conversion, and sales development effectiveness

Requ ired Qual if ications

• 4+ years of experience in Sales Development, Business Development, Inside Sales, or a related B2B sales role
• 1–3 years of experience managing, coaching, or mentoring SDR/BDR professionals, with demonstrated success developing sales talent
• Proven experience building or improving outbound prospecting strategies and generating qualified pipeline
• Strong understanding of B2B sales processes, qualification methodologies, and sales funnel metrics
• Excellent communication skills with the ability to coach teams, influence cross-functional partners, and collaborate with Sales and Marketing leaders
• Analytical mindset with the ability to interpret data, identify opportunities, and improve sales development performance
• Experience with CRM and sales engagement platforms (Salesforce preferred)
• Curiosity and enthusiasm for leveraging emerging technologies, including AI, to improve sales effectivenes s

• Always Choose Exceptional | Lead with Integrity | Embody Respect and Care Deeply | Embrace Change and Innovation
• Note: Candidates must be authorized to work in the US or Canada; we cannot provide sponsorship at this time.