Manager, Large Enterprise Sales Development

Paylocity

. Lead a team of Sales Development Representatives responsible for generating high-quality pipeline within the Large Enterprise segment (1,500+ employees) .

Posted 9/22/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading Sales Development Representatives, focusing on pipeline generation within the Large Enterprise segment. Proficient in coaching, performance management, and implementing effective outbound prospecting strategies to drive sales success.

Highest-signal resume keywords

Sales Development LeadershipCoaching And MentoringCRM Systems ProficiencyData-Driven Decision MakingOutbound Prospecting Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales DevelopmentBusiness DevelopmentPipeline ManagementPerformance ManagementCoachingData AnalysisQualification Standards (MEDDICC)Outbound Prospecting StrategiesAccount Coverage ModelsMulti-Channel Prospecting

Soft Skills

Strong Communication SkillsCollaborationAccountabilityTime ManagementAdaptability

Tools & Technologies

SalesforceSales Engagement ToolsProspecting PlatformsCRM ReportingAutomation Tools

Industry Keywords

SaaSEnterprise TechnologyHCMHR TechnologyERPWorkforce SolutionsLarge EnterpriseSales PipelineRevenue OperationsGo-To-Market Initiatives

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

Lead a team of Sales Development Representatives responsible for generating high-quality pipeline within the Large Enterprise segment (1,500+ employees)
Own SDR strategy, performance management, coaching, and cross-functional alignment
Recruit, hire, onboard, and develop high-performing Large Enterprise SDRs
Provide ongoing coaching through call reviews, 1:1s, skill-based coaching sessions, and performance feedback
Foster accountability, collaboration, and continuous improvement
Create individualized development plans for SDR progression into sales or other revenue roles
Build and execute outbound prospecting strategies aligned to enterprise personas, industries, and solution priorities
Partner with Sales leadership to define target accounts, account coverage models, and outreach tactics
Guide sequencing, messaging, and multi-channel prospecting best practices
Ensure consistent qualification standards, such as MEDDICC, are followed
Own SDR pipeline targets and ensure monthly and quarterly goals are met or exceeded
Monitor outreach activity, meeting creation, opportunity quality, conversion rates, and pipeline contribution
Use data to identify trends, optimize process efficiency, and drive performance improvements
Report progress, risks, and insights to Sales, Marketing, and Revenue Operations
Align with Large Enterprise Sales Leaders and Account Executives on qualified opportunity handoffs
Partner with Marketing on campaigns, events, and content supporting enterprise pipeline goals
Work with Revenue Operations on workflows, CRM reporting, territory alignment, and process improvements
Represent the SDR function in cross-departmental planning and go-to-market initiatives
Maintain data integrity and CRM hygiene
Implement tools, automation, and processes to improve productivity and effectiveness
Drive continuous improvement through experimentation, A/B testing, and insight-sharing

Requirements

What you’ll need

6+ years of experience in sales development, business development, or customer-facing roles, preferably in SaaS or enterprise technology
5+ years in a sales development leadership role
Demonstrated ability to coach, motivate, and grow early-career sales talent
Strong written and verbal communication skills, especially when interacting with senior-level stakeholders
Strong analytical skills with the ability to leverage data for decision-making
Proven ability to manage outbound prospecting and generate qualified interest in complex, multi-solution offerings
Experience using CRM systems (e.g., Salesforce), sales engagement tools (e.g., Salesloft), and prospecting platforms
Preferred: Experience in HCM, HR technology, ERP, SaaS, or workforce solutions
Preferred: Familiarity with large enterprise organizational structures and buying cycles
Preferred: Strong research, prioritization, and time-management skills
Preferred: Ability to thrive in a fast-paced environment with high expectations for performance

Benefits

Comp & perks

Equal-opportunity employer committed to inclusion
Reasonable accommodations for applicants and employees with disabilities
Employee resource groups (ERGs)
Employee experiences supporting diversity and inclusion