Manager, Inbound Sales Development

Position Overview:  

The Sales Development team is tasked with prospecting, lead qualification and setting up appointments for the Sales team to pursue and ultimately sign new clients. This is a great role for a passionate Sales Development professional looking for autonomy to help grow the business with a solution-oriented and analytical approach. 

The Manager, Sales Development, leads a high-impact SDR team responsible for building a qualified pipeline and shaping first impressions with prospective customers. They own the strategy and execution of both inbound and outbound motions, developing messaging and multi-channel cadences, and establishing the operational guardrails that produce consistent results. By setting clear standards they ensure prospects move through the funnel with a seamless, value-driven buyer experience. 

Key Responsibilities: 

• Mentor and coach SDRs, BDRs, and Team Leads to achieve defined goals, providing structured 1:1s, call reviews, performance feedback, and clear development plans. 
• Assist with onboarding, training, and ongoing enablement for SDRs/BDRs/TLs, reinforcing playbooks, messaging, and metrics-driven best practices. 
• Actively participate in periodic internal meetings to identify process and market-execution improvements, and influence GTM strategy with stakeholder feedback and data-driven insights. 
• Consistently achieve at least 80% of monthly goals, maintaining clear action plans, risk/opportunity visibility, and transparent progress updates. 
• Drive and continuously refine defined sales development processes, including lead response, qualification, cadences, handoff, and documentation to ensure consistency and scale. 
• Provide strategic input into important opportunities, collaborating with Sales on account plans, executive engagement, and multi-threading to accelerate progression. 
• Deliver effective coaching and certification in BANT, MEDDICC, Command of the Message, and Challenger Sales to raise team-wide proficiency and win-rate impact. 

Required Experience/Skills: 

• 5+ years of extensive experience working as a Sales/ Account Manager/Account Executive or Channel Manager selling SaaS products including people management experience. 
• Excellent communication and influencing skills through verbal, written, and live presentations. 
• Strong work ethic with a desire to exceed targets and ability to build efficient and long-lasting processes. 
• Strong sales acumen and track record of attaining quota – you know how to navigate tough conversations and turn it into a win-win for all. 
• Exceptional CRM Hygiene. 
• Strong customer-centric approach with the ability to understand and respond to customer needs. 
• Understands the objectives and key results for the company relating to team focus and impact to these. 
• Flexibility in terms of working hours to support a global team across multiple time zones.
• Data-oriented mindset with strong Salesforce (SFDC) reporting capabilities; largely self-sufficient in manipulating data and creating reports and dashboards.
• Proven experience balancing multiple stakeholder groups and competing priorities within a global organization.

The posted salary range reflects the base salary for this role. In addition, this position is eligible for commission/variable compensation based on performance.

U.S pay range $85,000—$93,000 USD

About Us

Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster. 

At Diligent, we're building the future with people who think boldly and move fast.  Whether you're designing systems that leverage large language models or part of a team reimaging workflows with AI, you'll help us unlock entirely new ways of working and thinking.  Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearless