Manager of Sales Development, Demandbase
$60-90k
Offers Equity & Commission
3 days a week in office
Go-To-Market engagement & marketing software
Be an early applicant
Go-To-Market engagement & marketing software
501-1000 employees
Be an early applicant
$60-90k
Offers Equity & Commission
3 days a week in office
501-1000 employees
Company mission
To transform how B2B companies go to market.
Role
Who you are
- 2+ years of experience in Sales or Sales Development, with at least 1+ year leading an SDR team, ideally managing five or more representatives
- Background in B2B SaaS with exposure to mid-market and/or enterprise account-based selling environments
- Strong familiarity with account-based prospecting strategies, buying group engagement, and outbound pipeline creation
- Hands-on experience with Salesforce.com and CRM reporting, pipeline tracking, and funnel analytics
- Experience using modern SDR tooling such as Outreach, Gong, LinkedIn Sales Navigator, Google Workspace, Qualified, Regie.ai, Nooks, or Orum
- Proven ability to hire, onboard, coach, and ramp early-career SDR talent in a structured environment
- Data-driven mindset with the ability to analyze performance metrics and improve conversion and pipeline outcomes
- Background in ABM, web marketing, analytics, AdTech, or CRM-related platforms is a plus
- We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!
What the job involves
- As Demandbase’s SDR organization continues to scale, we are seeking a Manager, Sales Development who is passionate about people, performance, and pipeline
- In this role, you will lead a team of Sales Development Representatives responsible for account-based outbound prospecting across mid-market accounts and high-quality conversion of inbound marketing demand
- You will drive pipeline creation through structured outbound plays, timely inbound follow-up, buying group engagement, and close alignment with Sales and Marketing
- The Manager, Sales Development will ensure the team operates with rigor across daily execution, weekly pipeline progression, and monthly performance targets, balancing speed, quality, and consistency in opportunity creation
- As a member of the SDR leadership team, you will partner cross-functionally to refine processes, improve productivity, and continuously elevate outbound effectiveness and inbound conversion rates. This is a hybrid role requiring in-office presence three days per week in Austin
- Lead, hire, and develop a high-performing team of SDRs, many early in their careers, focused on pipeline generation across target accounts
- Coach reps on account-based prospecting, inbound signal conversion, discovery, qualification, and multi-threaded engagement across buying groups
- Drive disciplined daily execution including activity quality, rapid inbound follow-up, and effective use of account intelligence and intent data
- Execute account-based outbound plays across prioritized accounts, integrating inbound signals and coordinated multi-channel outreach
- Own team performance across KPIs including activity, speed-to-lead, meetings, pipeline creation, and conversion metrics
- Conduct regular 1:1s, call reviews, and pipeline inspections to improve opportunity quality and buying group penetration
- Partner cross-functionally with Sales, Marketing, RevOps, and Enablement to align account ownership, messaging, and pipeline goals
- Forecast pipeline contribution, manage coverage and capacity planning, and ensure CRM hygiene and data integrity
- Continuously refine playbooks and messaging to improve lead-to-meeting and meeting-to-opportunity conversion
Our take
B2B buyers face challenges that aren't met by most off-the-shelf marketing and sales software. Focused on customer sales (or converted from customer sales software), it usually fails to take into account the long sales cycles, unique advertising requirements, and account management needs of business sales. Since 2006, Demandbase has been here to change that with its account-based marketing platform designed specifically for B2B sales.
Competition in the digital sales space has heated up and Demandbase isn't the only B2B marketing firm in the sector, with other companies such as 6sense and Terminus offering marketing solutions. However Demandbase stands out by being the only demand-side platform built specifically for B2B advertising. This gives it a much more accurate identification of purchasing accounts and more precise targeting of advertising spend compared to its competitors.
Demandbase boasts a large and growing customer base including major clients such as Siemens, VISA and General Electric. On the back of several new updates and launches, as well as record bookings and strong revenue growth, the company has secured significant funds that will be used to support its next wave of platform innovation. The company was also recognised by Research In Action as a Market Leader for 2024 on its Vendor Selection Matrix™ for Revenue Marketing Automation Solutions.
Steph
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2017
$65m
SERIES H
Jul 2015
$30m
LATE VC
Total funding: $158m
Company benefits
- Health and Wellness Plans
- Stock Options
- Flexible Time Off & Holidays
- Family Friendly Benefits
- Remote Friendly
- Inclusive and Open Company Culture
- Professional Development
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Chris Golec
(Founder & Board Director)Founded Demandbase and was CEO until 2019. Is currently CEO of Channel99. Was previously Global Marketing Manager for General Electric and a Product Development Engineer with DuPont.
Gabe Rogol
(CEO)Was Senior VP of Sales and CRO at Dealbase before stepping up to CEO. Previously was VP Sales & Marketing with IDG.
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