Manager - Sales Development

Date: May 15, 2024

Location: IN

Company: Responsive

About Responsive

Responsive (formerly RFPIO) is the global leader in strategic response management software, transforming how organizations share and exchange critical information. The AI-powered Responsive Platform is purpose-built to manage responses at scale, empowering companies across the world to accelerate growth, mitigate risk and improve employee experiences. Nearly 2,000 customers have standardized on Responsive to respond to RFPs, RFIs, DDQs, ESGs, security questionnaires, ad hoc information requests and more. Responsive is headquartered in Portland, OR, with additional offices in Kansas City, MO and Coimbatore, India. Learn more at

About the Role

The ideal candidate will have a strong background in sales development, with a proven track record of managing teams and driving results, particularly in the SMB (Small and Medium-sized Business) space within the US region. The Manager of SDRs will be responsible for overseeing the day-to-day activities of the SDR team, coaching and mentoring team members, and implementing strategies to achieve sales targets and organizational goals.

Essential Functions

Team Leadership and Management:

  • Lead, coach, and mentor a team of Sales Development Representatives to ensure they achieve their individual and team targets.
  • Conduct regular one-on-one meetings, performance evaluations, and provide constructive feedback to drive continuous improvement.
  • Develop and implement training programs to onboard new team members and enhance the skills of existing team members.

Sales Strategy and Execution:

  • Develop and execute sales strategies to drive pipeline growth and revenue generation in the SMB market segment.
  • Collaborate with the sales leadership team to align SDR activities with overall sales objectives and revenue targets.
  • Monitor key performance indicators (KPIs) such as lead conversion rates, opportunity creation, and pipeline velocity, and take corrective actions as needed.

Process Optimization:

  • Continuously assess and refine sales development processes to improve efficiency and effectiveness.
  • Implement best practices for lead generation, qualification, and nurturing to maximize conversion rates and accelerate sales cycles.
  • Utilize sales technology tools and CRM systems to streamline workflows and track performance metrics.

Cross-functional Collaboration:

  • Work closely with marketing, product, and sales teams to ensure alignment on messaging, targeting, and campaign execution.
  • Collaborate with sales operations to optimize systems and processes for lead management, reporting, and forecasting.
  • Provide insights and feedback from the front lines to inform product development and go-to-market strategies.


Bachelor's degree in Business Administration, Marketing, or related field.


  • 5+ years of experience in sales, with a focus on sales development and lead generation.
  • 2+ years of experience in a managerial or team leadership role, preferably in a B2B SaaS environment.
  • Proven track record of meeting or exceeding sales targets and KPIs.

Knowledge, Skills and Ability

  • Strong understanding of the SMB market landscape, particularly within the US region.
  • Excellent communication, interpersonal, and coaching skills.
  • Ability to thrive in a fast-paced, high-growth environment and adapt to changing priorities.
  • Proficiency in sales technology tools such as CRM systems (e.g., Salesforce) and sales engagement platforms.
  • Results-oriented mindset with a commitment to continuous improvement and innovation.