Sales Development Representative Manager

Job Description

As a Sales Development Representative Manager, you will lead, coach, and develop a high-performing Sales Development Representative (SDR) team responsible for generating qualified appointments and supporting pipeline growth.

You will oversee team performance, establish accountability against monthly appointment targets, optimize sales-development processes and technology adoption, and partner closely with Sales Directors, Marketing, and other internal stakeholders. You will create an engaging, productive, and results-driven team environment while ensuring the quality of customer interactions and the consistent execution of the organization's sales strategy.

Key Responsibilities

In this opportunity as a Sales Development Representative Manager, you will:

Lead and Coach the SDR Team: Provide day-to-day leadership, coaching, guidance, and development for a team of Sales Development Representatives to help them meet and exceed monthly appointment quotas.

Drive Team Performance: Establish clear performance expectations, monitor individual and team results, and implement action plans to improve appointment generation, activity levels, conversion rates, and overall productivity.

Manage Performance Conversations: Conduct regular performance-management conversations, one-on-one meetings, coaching sessions, and appointment reviews to ensure high-quality customer engagement and consistent execution.

Develop Personalized Sales Plans: Partner with individual team members to create personalized sales plans, define measurable goals, and hold employees accountable for their performance and development objectives.

Provide Stakeholder Updates: Communicate weekly performance updates, key achievements, challenges, pipeline activity, and improvement initiatives to Sales Directors and other relevant internal stakeholders.

Optimize Sales Technology Usage: Ensure the effective adoption, utilization, and optimization of sales automation and CRM tools, including Connect and Sell, Outreach, Salesforce, and other relevant platforms.

Maintain Appointment Quality: Review appointments and outreach activity to ensure qualification standards, messaging quality, customer experience, and handoff processes are aligned with sales objectives.

Collaborate Across Departments: Coordinate closely with Marketing, Sales, and other internal teams to ensure SDR activities, campaigns, messaging, and target-account strategies are aligned with organizational priorities.

Handle Customer Escalations: Support the resolution of customer escalations or complex situations as needed, ensuring timely communication and a positive customer experience.

Build Team Culture: Foster a collaborative, inclusive, productive, and enjoyable team environment through sales contests, recognition programs, team activities, and ongoing engagement initiatives.

Contribute to Sales Excellence: Identify opportunities to improve sales-development processes, coaching methodologies, reporting, technology usage, and team best practices.

Required Qualifications

You are an ideal fit for the Sales Development Representative Manager role if your experience includes:

• Experience leading, managing, and coaching a sales development, inside sales, business development, or similar sales team.
• Proven ability to motivate teams to achieve and exceed appointment, activity, pipeline-generation, or related sales targets.
• Strong people-leadership skills, with an innovative, collaborative, and people-focused approach to management.
• Experience conducting performance-management conversations, delivering constructive feedback, and supporting employee development.
• Ability to create, implement, and maintain individualized sales plans and accountability structures for team members.
• Strong understanding of sales-development processes, including prospecting, outbound outreach, appointment setting, qualification, and lead handoff.
• Experience reviewing customer interactions, appointments, calls, or outreach activity to ensure quality and adherence to established standards.
• Strong communication and presentation skills, with the ability to provide clear updates to senior sales leaders and cross-functional stakeholders.
• Experience using CRM, sales-engagement, and sales-automation tools, such as Salesforce, Outreach, Connect and Sell, or similar platforms.
• Strong technology skills and the ability to quickly learn, adopt, optimize, and teach new tools and systems.
• Ability to collaborate effectively with Marketing, Sales, Operations, and other internal business partners.
• Ability to manage competing priorities, solve problems independently, and operate effectively in a fast-paced sales environment.

Preferred Qualifications

• Experience managing an SDR or BDR team in a SaaS, technology, B2B, or high-growth sales organization.
• Experience working with Salesforce, Outreach, Connect and Sell, or comparable CRM and sales-engagement platforms.
• Familiarity with sales metrics such as appointment attainment, conversion rates, activity volume, pipeline contribution, and lead quality.
• Experience partnering with Marketing on outbound campaigns, messaging, lead-generation initiatives, and target-account strategies.
• Experience designing sales contests, recognition programs, team-engagement activities, or performance incentive initiatives.
• Experience supporting customer escalations, complex prospect situations, or sales-process exceptions.
• Experience building or improving SDR onboarding, coaching programs, call-review processes, or sales playbooks.
• Strong understanding of the company's industry, market, customer challenges, and competitive landscape.

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What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment for our office-based roles while delivering a seamless experience that is digitally and physically connected.
• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

About Us

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.

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