Sales Development Manager

Job description

Job description

The Sales Development Manager leads a defined team of Sales Development Representatives (SDRs) to create high-quality, qualified pipeline for ELMO. Reporting to the Chief Sales Officer, this role translates strategy into consistent daily execution through practical people leadership, sales-development coaching, performance management, and cross-functional collaboration.

Key responsibilities include:

• Team Performance & Pipeline Generation: Lead the pod to deliver qualified meetings, held meetings, accepted opportunities, and pipeline outcomes against targets. Monitor inbound/outbound performance, maintaining high standards for qualification and handover.
• People Leadership & Coaching: Lead, coach, and develop SDRs via 1:1s, call reviews, role plays, and regular feedback. Foster an accountable, high-performance culture and establish career development pathways.
• Bring high energy and lead from the front, demonstrating what great looks like through live prospecting calls, call shadowing, role plays, and practical coaching on messaging, objection handling, and qualification.
• Operating Rhythm & Process Excellence: Own the weekly operating rhythm, maintain disciplined CRM usage, ensure data quality, and partner with Revenue Operations on funnel visibility.
• AI-Enabled Sales Development: Encourage practical use of approved AI and sales technologies to optimize research, messaging relevance, and workflow efficiency.
• Cross-Functional Collaboration: Partner with Marketing, Sales/BDM/AE leaders, Product Marketing, and Sales Enablement to drive campaign feedback, messaging alignment, and lead quality.

Skills & Experience

• Demonstrated experience in sales development, business development, or inside sales within a B2B SaaS environment.
• Experience leading, coaching, or mentoring SDRs or early-career sales professionals (formal people management experience preferred).
• Proven track record of strong individual sales-development performance, prospecting, and meeting creation.
• Proficiency with CRM and sales-development tech stacks (e.g., Salesforce, sequencing, and workflow tools).
• Deep understanding of inbound/outbound prospecting, qualification, pipeline generation, and sales handovers.
• Skill in leveraging performance data to eliminate bottlenecks and boost conversion rates.
• Coach-first leadership style with excellent communication, decision-making, and stakeholder influence skills.
   

Apply now and be part of the team shaping the future of work at ELMO!

ELMO Software Pty Ltd is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team - a commitment reflected in our Reconciliation Action Plan.

As the first software company in Australia and New Zealand to achieve ISO 42001:2023 Certification, we’re passionate about responsible, secure and safe AI. Key to this role is an awareness of data privacy and security, as you’ll be working with sensitive employee data in accordance with our ISO 27001:2022 Certified security policies.

If you require any adjustments or accommodations to participate in our interview process, please let our Talent Acquisition team know at any stage of your application or screening.