Sales Development Manager

Arpio

. Own outbound pipeline generation campaigns .

Posted 10/19/2026full-timeDurham • North Carolina • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing outbound pipeline generation campaigns, driving revenue through strategic planning, and coaching sales development representatives (SDRs) to achieve performance targets. Proficient in utilizing CRM tools for reporting and analytics while collaborating with cross-functional teams to optimize campaign effectiveness.

Highest-signal resume keywords

B2B SaaS Sales ExperienceManaging Distributed SDR TeamMulti-Channel Outbound Campaign PlanningSales Development Metrics AnalysisHubSpot CRM Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline GenerationCampaign PlanningSales Development MetricsPerformance ManagementReporting and Dashboards

Soft Skills

Clear CommunicationCoaching and MentoringTeam Collaboration

Tools & Technologies

HubSpotNooksSmartLeadOutreachSalesloft

Industry Keywords

Cloud InfrastructureB2B SalesTechnical BuyersAWSMicrosoft Co-Sell

Tech Stack

Tools & technologies

AWSAzureCloudSQL

About the role

Key responsibilities & impact

Own outbound pipeline generation campaigns
Turn company priorities into quarterly and monthly outbound campaign plans tied to revenue targets, cloud priorities, vertical markets, product launches, industry events, and competitive and expansion opportunities
Define campaign objectives, target accounts, messaging, content, SDR sequences, success metrics, executive sponsorship, and follow-up plans
Maintain a rolling 90-day campaign calendar and lead weekly campaign reviews
Partner with Customer Success on expansion campaigns
Convert Product Marketing content into SDR-ready outreach, including email sequences, call guides, discovery questions, LinkedIn messaging, industry-specific messaging, event follow-up, and executive outreach templates
Maintain the outbound playbook and report field insights to Product Marketing
Set SDR targets and track activity and results daily in HubSpot and Nooks
Review rep performance monthly and address misses through coaching or formal performance plans
Translate revenue goals into pipeline, SQL, and headcount targets
Coach SDRs through call listening, feedback, weekly one-on-ones, and team call reviews
Build onboarding and ramp plans and conduct career conversations
Run weekly operating reviews with Sales leadership on pipeline performance, territory coverage, account penetration, and campaigns
Review booked meetings before handoff to Account Executives
Meet weekly with Account Executives on meeting quality, show rates, and handoff standards
Partner with Alliances on AWS and Microsoft campaigns, co-sell opportunities, marketplace deals, win wires, account mapping, and joint account planning
Coordinate with demand generation and events teams on inbound, event, and partner-sourced leads
Measure SDR and campaign activity, ROI, response, meeting, opportunity, sequence, and productivity metrics
Report weekly to the Head of Marketing and present results to executive leadership and for board reporting
Recruit, interview, and hire SDRs
Manage SmartLead, Waalaxy, and Nooks and maintain clean HubSpot data
Build repeatable campaign execution processes
Run the SDR compensation plan, contests, and recognition programs

Requirements

What you’ll need

At least 5 years of sales experience
At least 2 years managing a distributed inside SDR team at a B2B SaaS company
Track record of meeting or exceeding team SQL and pipeline targets
Experience planning and running multi-channel outbound campaigns with Marketing and Product Marketing
Experience prospecting into technical buyers in cloud infrastructure, security, or IT operations
Familiarity with AWS, Azure, disaster recovery, or backup is a strong plus
Experience hiring, onboarding, and ramping SDRs
Experience managing underperformance through to resolution
Strong command of sales development metrics, including activity, connect rates, stage conversion, pipeline created, and campaign ROI
Ability to build reports and dashboards in HubSpot or a similar CRM
Hands-on experience with dialers and sequencing tools such as Nooks, SmartLead, Outreach, or Salesloft
Experience running joint campaigns with cloud or channel partners
Familiarity with AWS ACE, Microsoft co-sell, or cloud marketplaces is a plus
Clear, direct communication with reps, Account Executives, and senior leadership
Must be eligible to work in the United States; Arpio cannot sponsor H1B visas at this time

Benefits

Comp & perks

Competitive salary + Equity, with variable compensation tied to team pipeline targets
Arpio will cover 100% of your personal medical premiums
100% of your life insurance premium
75% of your personal premiums for vision and dental
For dependents, Arpio will cover 75% of medical, dental, and vision premiums
$125 home office stipend or $250 company-subsidized co-working membership for fully remote employees
Unlimited PTO
Small, collaborative team environment
Opportunity to work on the cutting edge of cloud technology