SDR Manager, Pave
$160k
OTE
$109k
BASE
+ Equity
More information about location
3 days a week in office (Financial District, CA)
Employee compensation tools
Be an early applicant
Employee compensation tools
201-500 employees
Be an early applicant
$160k
OTE
$109k
BASE
+ Equity
More information about location
3 days a week in office (Financial District, CA)
201-500 employees
Company mission
To build the world's best compensation tools and easily accessible market data so companies can plan, communicate, and benchmark in real-time.
Role
Who you are
- 5+ years of SDR management experience with a proven track record of leading teams that consistently meet or exceed quota in a fast-paced startup environment, preferably within high-growth SaaS or HR-tech environments
- Strong background in sales development: Previous experience as an SDR, BDR, or Account Executive with deep understanding of prospecting methodologies, lead qualification frameworks and sales tools (Salesforce, Outreach, etc.)
- People leadership and coaching expertise: Demonstrated ability to hire, onboard, and develop SDRs with proven experience in performance management, goal setting, and creating career development programs that drive retention
- Data-driven / operational mindset: Experience using sales analytics and reporting tools to track KPIs, identify trends, and make strategic recommendations, and ability to analyze processes, identify inefficiencies and make process improvements
- Comfortable navigating ambiguity, working autonomously, and driving initiatives forward in a fast-moving environment
What the job involves
- The Revenue pillar of Pave includes our Customer Success, Marketing, Partnerships, Revenue Operations, Sales, and Strategy teams
- This community drives business growth and ensures every Pave client has an amazing experience
- As the market-facing engine of our compensation intelligence platform, the GTM pillar translates Pave's innovative solutions into tangible value for compensation leaders worldwide
- Our customer success team ensures clients maximize ROI from our product suite, while marketing articulates how Pave transforms outdated compensation practices into strategic advantages
- The partnerships team expands our ecosystem, integrating Pave seamlessly with HRIS and financial systems
- Revenue operations optimizes our selling motion across company sizes and industries, while our sales team helps compensation leaders understand how data-driven decisions can attract and retain talent
- Through strategic planning and execution, this pillar doesn't just acquire customers - it builds a community of forward-thinking compensation professionals who champion pay transparency and equity in their organizations, further solidifying Pave's position as the industry's compensation intelligence leader
- The SDR team @ Pave
- The engine that fuels our growth by identifying and qualifying leads who will transform how their organizations approach compensation
- This high-performing team focuses on building quality pipeline through strategic outbound prospecting and expert qualification of inbound leads
- As a scrappy, data-driven team, we prioritize efficiency and results while maintaining the relationship-focused approach that sets Pave apart in the market
- Lead and develop a high-performing SDR team: Manage, coach, and mentor a team of Sales Development Representatives to consistently exceed qualified lead generation targets and meeting-to-opportunity conversion goals
- Increase SDR productivity and performance: Implement structured coaching programs, conduct regular 1:1s and team meetings, and establish data-driven performance metrics to achieve a 25-30% improvement in qualified lead generation and a 15-20% increase in meeting-to-opportunity conversion rates
- Build and refine sales development processes: Standardize prospecting methodologies, optimize lead response workflows improving lead response times by 50%, and establish clear handoff procedures between SDRs and Account Executives
- Analyze and report on pipeline health: Establish and monitor data-driven team performance metrics that provide clear visibility into pipeline health and individual SDR contribution to overall revenue goals while providing strategic insights to leadership on market trends and competitive intelligence gathered from prospect interactions
- Recruit and develop SDR talent: Partner with recruiting and HR teams to hire exceptional SDRs, design comprehensive onboarding programs, and create clear career progression paths that reduce turnover by 40% while promoting 2-3 high-performers to Account Executive/Account Manager roles annually
- Collaborate cross-functionally: Work closely with Marketing, Revenue Operations, etc. teams to align on messaging, optimize lead routing, and ensure seamless integration between marketing campaigns and outbound prospecting efforts
- Foster a culture of continuous improvement: Establish feedback loops, implement A/B testing for outreach strategies, and maintain updated playbooks and training materials to ensure the team adapts quickly to changes
Our take
Compensation survey and merit cycle processes are integral to so many businesses, and yet remain time-consuming manual activities. Staff often lack financial training resulting in spreadsheet induced errors. Pave saw a need to update and streamline the process.
The core advantage of Pave is its ease of integration with HRIS, ATS and cap table software, creating real-time compensation data views without the need for spreadsheets. Using the software creates a fair and transparent system that management can rely on and employees can respect. The company has seen strong momentum, with backing from big names like Y Combinator and az16.
Some organisations have been reluctant to adopt solutions like Pave’s on account of the radical transparency it provides. However, with companies like Credit Karma, Miro and Discord all signing on, Pave has proven its ability to draw lucrative enterprise-level clients. It also became a Unicorn in 2022 after an impressive Series C funding round, boding well for its longevity.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jun 2022
$100m
SERIES C
Aug 2021
$46m
SERIES B
Total funding: $186.2m
Company benefits
- Compensation: Startup equity for full-time employees
- Wellness: Top tier health insurance along for full-time employees
- Food: All meals while working, plus snacks. We take our snacking seriously
- Commute: Commuter pre-tax benefit accounts + employer contribution for full-time employees
- Tech: Choose your laptop and accessories of choice
- Team: Retreats, happy hours, and events for our team, friends, and family
- Flexible Time Off: Take the time you need - we encourage our team to unplug with unlimited PTO
- WFH Wednesday: A dedicated work from home day each week + additional flexibility by team!
Company HQ
Union Square, San Francisco, CA
Leadership
Matt Schulman
(CEO & Founder)Matt studied at the Wharton School before working as an Engineer at DollarsEd and spending 2 years as a Facebook Software Engineer. He left this role in June 2019 to co-found Pave in October.
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