Manager, Sales Development

Smartsheet is looking for a dynamic and supportive Manager, Sales Development to lead, coach, and develop a high-performing team of Sales Development Representatives (SDRs). You’ll partner with Sales and Marketing to drive qualified pipeline and accelerate revenue growth. Your team will have shared responsibility for servicing inbound demand and executing strategic outbound campaigns, with accountability for both activity metrics and conversion outcomes.

You’ll report to the Sr. Director, Sales Development and can be based in our Bellevue, WA office, Boston, MA office, or work remotely from anywhere in the US where Smartsheet is a registered employer.

You Will:

• Lead with Data & Accountability. Manage team against quota metrics including AQL-to-TQL conversion, TQL-to-SAL progression, and SAO attainment; coach reps on both leading indicators (activity, response times, contact diversity) and lagging indicators (conversion rates, pipeline value)
• Coach & Develop Emerging Sales Talent. Conduct regular call reviews and 1-on-1 coaching sessions; provide constructive feedback; mentor reps through complex deal scenarios and c-suite engagement; invest in rep retention and career progression
• Execute Blended Go-to-Market Strategy. Oversee inbound lead qualification and response protocols while ensuring the team efficiently executes strategic outbound campaigns with quality contacts and progressive messaging
• Optimize Team Performance. Manage scheduling, workload distribution, and pipeline velocity; identify gaps in skills or process; implement training programs that drive rep competency and confidence
• Design Incentive Structures. Develop SPIFFs and compensation plans that balance individual achievement with team collaboration; celebrate wins and maintain healthy competition
• Own the Tech Stack. Proficiently use Salesforce, BI tools (Tableau), and emerging sales technologies (AI-powered prospecting, video outreach, engagement platforms); drive adoption of new tools and continuously optimize workflows
• Partner Cross-Functionally. Collaborate with Sales, Marketing, and Customer Success to align on messaging, lead quality, retention metrics, and account-based strategies

You Have:

• 3+ years sales experience in a SaaS or B2B enterprise environment, ideally as an SDR, Account Executive, or Customer Success professional
• 1+ years sales management or team leadership experience, with demonstrated success building and scaling high-performing teams
• Quota ownership mentality. Experience managing to and exceeding revenue or pipeline targets; comfort with data-driven decision making and metrics accountability
• Coaching excellence. Proven ability to identify rep strengths and development areas; skill in delivering both positive reinforcement and constructive feedback; track record of improving rep performance
• Blended expertise. Familiarity with both inbound demand generation and outbound prospecting; understanding of lead scoring, qualification frameworks (MEDDIC, SVS, etc.), and pipeline progression
• Technical aptitude. Proficiency with Salesforce, BI/analytics tools, comfort learning and adopting new technologies (AI tools, automation, engagement platforms)
• Remote leadership skills. Experience managing and motivating distributed teams; strong communication; ability to build culture and connection in a virtual environment
• Bachelor’s degree or equivalent combination of education and professional experience

Nice to have: 

• Experience with Account-Based Sales/Marketing (ABM) strategies
• Exposure to customer retention or expansion metrics
• Experience using predictive analytics or AI-powered prospecting tools
• Previous experience hiring, onboarding, and retaining sales development talent