Manager of Sales Development, SugarAI
$90-100k
+ Commission based on opportunity volume
4+ days a week in office
AI-powered CRM platform
Open for applications
AI-powered CRM platform
501-1000 employees
Open for applications
$90-100k
+ Commission based on opportunity volume
4+ days a week in office
501-1000 employees
Company mission
To help sales leaders reach their highest potential.
Role
Who you are
- 3+ years of Sales/Business Development lead or management experience within a B2B SaaS environment
- Proven success leading teams responsible for outbound prospecting, inbound qualification, and pipeline generation
- Strong understanding of modern sales technology, including CRM, sales engagement, conversation intelligence, and AI-enabled prospecting tools
- Demonstrated ability to coach, develop, and retain high-performing sales talent
- Excellent analytical, forecasting, and operational management skills
- Strong cross-functional leadership and communication capabilities
- Experience working in fast-paced, high-growth revenue organizations preferred
What the job involves
- We are seeking a high-impact Manager, Sales Development to lead and scale our Sales Development team
- This leader will be responsible for driving pipeline generation, developing top-performing SDRs/BDRs, and creating a high-performance culture focused on measurable business outcomes
- The ideal candidate combines strong coaching and leadership skills with operational rigor, data-driven decision making, and a deep understanding of modern outbound and inbound pipeline generation strategies
- You will partner closely with Sales, Marketing, Revenue Operations, and Enablement to ensure the Sales Development organization consistently delivers qualified pipeline that fuels company growth
- This position will report to the Chief Marketing Officer and operates on a hybrid model, with a mix of remote work and in-office collaboration at our Denver, CO location, specifically, working in-office a minimum of 4 days per week
- Impact You Will Make in the Role:
- Team Leadership & Talent Development
- Lead, coach, and develop a team of Business Development Representatives (BDRs), fostering a culture of accountability, continuous learning, and career growth
- Conduct regular 1:1s, performance reviews, call coaching, pipeline reviews, and career development conversations
- Recruit, onboard, and retain top Sales Development talent while building a strong internal promotion pipeline
- Establish clear performance expectations and individual development plans to help team members achieve and exceed goals
- Pipeline Generation & Revenue Impact
- Own Sales Development performance metrics, including pipeline creation, meeting generation, conversion rates, activity effectiveness, and attainment against targets
- Drive execution of inbound and outbound prospecting strategies across target accounts, industries, and buyer personas
- Ensure high-quality opportunity qualification and seamless handoff processes to Account Executives
- Monitor pipeline health and proactively identify risks, trends, and opportunities to improve performance
- Coaching, Enablement & Methodology
- Reinforce best practices in discovery, prospecting, messaging, objection handling, and multi-channel outreach
- Leverage conversation intelligence, sales engagement platforms, and AI-powered tools to improve team effectiveness and productivity
- Partner with Sales Enablement and Sales Leadership to implement ongoing training programs and reinforce sales methodologies
- Create a culture of continuous improvement through call reviews, skill assessments, and performance analytics
- Operational Excellence & Forecasting
- Establish and manage KPIs, dashboards, scorecards, and reporting to provide visibility into team performance and pipeline contribution
- Deliver accurate forecasts and performance insights to Sales Leadership using historical trends and leading indicators
- Identify process improvements that increase efficiency, scalability, and rep productivity
- Ensure CRM data quality, process compliance, and disciplined pipeline management practices
- Cross-Functional Collaboration
- Partner with Marketing to optimize lead management processes, campaign follow-up, account-based initiatives, and conversion performance
- Collaborate with Revenue Operations to improve reporting, territory planning, routing, technology adoption, and operational workflows
- Work closely with Account Executives and Sales Leadership to align pipeline generation efforts with business priorities and revenue goals
- Support workforce planning, hiring, and organizational development initiatives in partnership with People Operations
Our take
Many CRM solutions require a lot of manual entry, and have little job-specific functionality. This makes tracking and interacting with potential and current customers time-consuming and inefficient. SugarAI, which started as a project to elevate CRM with automation, has since grown into an AI-driven product suite used by thousands of companies across the globe.
The company delivers a precision selling platform and sales insights, plus other complimentary products. It supports macro and micro customisation, and is capable of leading sellers to make the biggest impact with every action. Importantly, its versatility and flexibility make it suitable for multiple teams across the CRM landscape.
Though it's far from the only CRM platform on the market, SugarAI’s longevity as a company exemplifies its trusted status among businesses from many sectors. Ultimately, CRMs are a vital part of almost every industry, and SugarAI’s established place in the market gives it plenty of scope for further success.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Jul 2019
$16m
LATE VC
Jan 2015
$3.6m
CONVERTIBLE
Total funding: $139.2m
Company benefits
- Excellent healthcare package for you and your family
- Savings and Investment – 401(k) match
- Unlimited Paid Time Off
- Paid Parental Leave
- Online Legal Services (Rocket Lawyer)
- Financial Planning Services (Origin)
- Discounted Pet Insurance (Embrace Pet Insurance)
- Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public
- Health and Wellness Reimbursement Program
- Travel Discounts
- Educational Resources - Career & Personal Development Program
- Employee Referral Bonus Program
- We are a merit-based company - many opportunities to learn, excel and grow your career!
Company HQ
Union Station, Denver, CO
Leadership
David Roberts
(CEO)Previously CEO at Alchemer, COO then CEO at Reed Group, and Chief Services Officer at the City and County of Denver.
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