Sales Development Manager

Documo

. Lead, manage, and scale Documo’s sales development function .

Posted 10/23/2026full-timeRemoteMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and scaling sales development teams, with a strong focus on coaching, performance metrics, and effective sales methodologies. Proficient in utilizing Salesforce and developing structured training programs to enhance sales talent and drive pipeline generation.

Highest-signal resume keywords

B2B SaaS Sales DevelopmentSalesforce ProficiencySales Methodologies (Challenger, MEDDIC)Coaching and MentoringPipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Development FrameworksOutbound Campaign DesignPerformance Metrics AnalysisSDR Playbook DocumentationOpportunity Conversion Strategies

Soft Skills

CoachingMentoringOrganizational SkillsLeadershipCommunication

Tools & Technologies

SalesforceSales Engagement Tools

Industry Keywords

B2B SalesSaaSHealthcare SalesHIPAA ComplianceAPIs

About the role

Key responsibilities & impact

Lead, manage, and scale Documo’s sales development function
Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes
Design outbound campaigns across cold calling, email, social selling, and events
Select, configure, and drive adoption of the SDR tech stack, including Salesforce
Document a repeatable SDR playbook that scales as the team grows
Guide SDRs to consistently exceed performance targets
Own metrics for activity, meetings booked, opportunity conversion, and pipeline generation
Report pipeline metrics, conversion rates, and coaching progress to executive leadership
Coach reps on account research, messaging, prospecting calls, and objection handling
Put the Documo Sales Playbook and ICP Persona Playbooks into practice
Run call reviews, email reviews, and roleplays
Assess each rep’s strengths and gaps and build individual development plans
Partner with Enablement and Product Marketing to ensure reps understand the product and value proposition

Requirements

What you’ll need

Proven background in B2B SaaS sales development, both as an SDR and as an SDR manager
Track record of hitting team pipeline targets
Strong grasp of sales methodologies, e.g., Challenger and MEDDIC
Experience coaching early-career reps
Passion for coaching, mentoring, and developing sales talent
Highly organized, with a disciplined approach to onboarding and training cadences
Hands-on leadership experience, including joining calls, reviewing recordings, and giving real-time feedback
Data-driven approach using Salesforce and sales engagement metrics as coaching inputs
Ability to work independently in a fast-paced, fully remote environment
Experience in technical or compliance-heavy sales, such as healthcare, HIPAA, or APIs, is a plus

Benefits

Comp & perks

Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match
Annual bonus program based on role and company performance
Annual performance reviews with merit increases
In-person company kick-off to connect, collaborate, and celebrate
Equity opportunities to grow with us
Flexible remote work
Flexible paid time off
Competitive paid parental leave
Mental health support
Employee Assistance Programs (EAP)
Supportive, inclusive, and fun culture