Manager, Sales Development

Details

• Lead, coach, and develop a team of 8+ reps through regular 1:1 mentoring, tactical skill alignment, and localized training to elevate pipeline performance.
• Own regional team performance metrics (activity, conversion rates, and pipeline contribution), utilizing data analysis to continuously optimize outreach strategies and business outcomes.
• Empower reps to master all SDR skillsets, including prospecting, refining account targeting, tailoring messaging for different regional buyer personas, and applying use cases effectively.
• Collaborate cross-functionally with Sales and GTM leadership to establish tight feedback loops, streamline workflows, and build a consistent, high-quality pipeline generation machine.
• Drive optimized adoption of the SDR tech stack (SFDC, Outreach, ZoomInfo, LI Sales Nav, Gong) to build out repeatable, efficient workflows.
• Hire, onboard, and scale future talent while proactively managing performance gaps and cultivating a highly motivated, high-accountability team culture.
• 2+ years of Sales/SDR leadership in high-growth technology companies, with a proven track record of meeting or exceeding net-new logo pipeline targets.
• Demonstrated success in high-growth customer acquisition, with experience executing or coaching teams through product-led growth (PLG) or hybrid inbound-to-outbound motions.
• Proven ability to activate strategic ICPs by coaching reps to map platform value to high-priority, vertical-specific customer needs.
• Skilled at championing and testing AI within SDR workflows to optimize prospecting, sequencing, and research.
• Expertise in steering signal-led, high-quality outbound strategies that blend highly tailored vertical messaging with structured activity KPIs to win target accounts.
• Strong understanding of the cloud communications/SaaS industry and the ability to leverage data to optimize qualification and messaging strategies.
• Proficiency with modern SDR tech stacks (e.g., SFDC, Outreach, ZoomInfo, LI Sales Nav, Gong) and a track record of driving tool adoption to streamline workflows.
• Excellent executive presence with a demonstrated ability to analyze performance data, coach reps 1:1, and influence stakeholders from ICs to the C-suite.
• Experience supporting and/or selling SaaS products (CDP or CPaaS preferred).
• Strong analytical skills with a focus on pipeline forecasting and rep performance diagnosis.
• Experience driving multi-threaded engagements across IT, Marketing, Data, and Engineering personas.
• Based in Colorado, Hawaii, Minnesota or Vermont : $121,100 - $151,300.
• Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $127,800 - $159,700.
• Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $134,500 - $168,100.
• This role may be eligible to participate in Twilio’s equity plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.
• This role is eligible to earn commissions.