Manager, Sales Development

Responsibilities

• Lead, coach, and hold accountability for the daily activities and results of a team of Sales Development Representatives (SDRs), ensuring achievement of individual and team performance targets
• Serve as a player-coach and mentor on best-practice qualification, multi-channel prospecting, discovery, objection handling, and effective use of sales technology
• Monitor reporting and dashboards to assess individual and team performance, identify bottlenecks, and implement improvements that increase conversion rates, pipeline contribution, and lead quality
• Develop messaging, playbooks, and enablement materials that support persona-based outreach, consistent talk tracks, and stronger meeting-to-opportunity conversion
• Oversee timely response and qualification of inbound inquiries, ensuring appropriate routing and clean handoffs to Sales based on readiness and fit
• Support marketing-sponsored virtual and in-person events, including pre-event outreach to drive attendance and post-event follow-up to engage and qualify prospects
• Establish and reinforce a daily, weekly, and monthly operating rhythm that maximizes prospecting efficiency (account research, prioritization, pre-call planning, and personalized outreach across key channels)
• Track and drive attainment of key activity and outcome metrics (calls, emails, social touches, meetings set, meeting-to-opportunity conversion), and course-correct quickly when performance trends change
• Ensure consistent CRM hygiene and SLA adherence by maintaining accurate records of lead status, outreach activity, and disposition in accordance with lead management processes
• Partner with aligned Sales stakeholders to ensure lead quality, strengthen handoffs, and nurture high-potential leads through opportunity creation and pipeline progression
• Analyze performance by vertical/segment and refine targeting, messaging, and plays to improve conversion and pipeline contribution
• Collaborate with Sales, Marketing, and Revenue Operations on campaigns and process improvements that increase pipeline creation and team efficiency
• Provide ongoing skills development through call reviews, live coaching, and targeted training that strengthens product knowledge, talk tracks, and career progression for SDRs
• A little bit about you
• Professionalism, enthusiasm, and strong communication are critical for success in this role. The ideal candidate is an energized, hands-on leader who thrives in a fast-paced environment, enjoys developing people, and builds strong partnerships with Sales and cross-functional stakeholders.
• Bachelor's degree
• 5-8 years of team lead experience in B2B sales development, lead generation, inside sales, or related roles
• Strong interpersonal skills with the ability to influence and collaborate across a diverse set of stakeholders
• Excellent research and problem-solving skills, including the ability to analyze, compare, evaluate, reconcile and derive actionable insights and next steps
• Experience with sales technology and productivity tools such as Microsoft Accelerator, Microsoft Office, Salesforce and/or Microsoft Dynamics, LinkedIn Sales Navigator, ZoomInfo, and the ability to learn new tools quickly
• Exceptional ability to actively listen to and effectively communicate with prospects and customers in a variety of mediums
• Team player that exhibits a positive attitude, composure under pressure and willingness to think out of the box to drive results
• Detail-oriented, methodical and process driven mentality
• US Benefits
• Comprehensive healthcare plan (medical, Rx, dental, and vision).
• Flexible spending accounts and a Health Savings Account (including company contributions).
• Life and AD&D insurance.
• 401(k) retirement plan including company matching contributions.
• Disability insurance.
• Tuition Reimbursement.
• Discretionary paid time off program and 11 paid holidays.
• Flexible working environment
• Volunteer time off
• LinkedIn Learning
• Employee-Assistance-Program (EAP)
• #LI-Hybrid
• #LI-NM1

Benefits

Additional Information

About this job The Manager Sales Development will lead NielsenIQ' s Sales Development Representative (SDR) team within our SMB organization. This player-coach role is accountable for building and converting pipeline by developing a high-performing team, elevating outbound and inbound qualification practices, and partnering closely with Sales, Marketing, and Revenue Operations to drive consistent, high-quality opportunity creation.

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Company Intel

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