Manager, Sales Development

About us

At Udemy, we’re on a mission to transform lives through learning. Through our intelligent skills platform and a global community of instructors, we’ve helped over 70 million learners and 16,000 organizations achieve their goals. Come join us in ensuring everyone, everywhere has access to the skills they need to unlock their potential and create possibilities for themselves and others. Learn more about us on our company page.

About the Role

The ADR Sales Development Manager is a critical member of the Sales Development leadership team who grows talent and executes against outbound pipeline goals. To continue doing great work, we need an energetic people leader who wants to join a burgeoning team and is passionate about coaching and developing people at the beginning of their sales careers.

This role gives you the opportunity to hire and shape a fantastic team in the Sales Development organization. To succeed, you should pride yourself as a people leader first, but have a strong process-oriented style and a positive attitude which you use to influence those around you.

Hybrid work

Udemy is headquartered in San Francisco with global offices in Australia, India, Ireland, Türkiye, and other US locations. Our robust hybrid work model spans San Francisco, Denver, Ankara, Dublin, and Melbourne. This hybrid position requires three days per week in the office in our Denver or Austin hub. Learn more about us on our company page.

About Your Skills: 

• Skills-Based Hiring: You dive into job descriptions and team performance data to uncover the key skills needed for success, using engaging behavioral questions to explore how candidates have showcased those abilities. With structured interviews, you focus on a candidate’s skills and practical experience, ensuring they can perform role-specific tasks effectively. 

• Skills Development: You partner with team members to identify their developmental needs and adjust your leadership style to support their growth. As a strong communicator, you clearly articulate development plans, expectations, and feedback, aligning individual growth with team and organizational goals to ensure skill development drives collective success.

• Demand Generation: You develop, plan, and implement data-driven lead nurtures and GTM sales plays that drive urgency and accountability. By creating compelling, targeted content for each stage of the buying journey and analyzing performance data, you identify trends and optimize strategies to ensure timely, impactful execution across multiple initiatives.

• Pipeline Management & Performance:  You analyze the sales pipeline to identify bottlenecks and areas for improvement, implementing strategies that optimize lead flow and boost conversion rates. Proficient in SFDC, SalesLoft, and Gong, you leverage data for strategic decision-making, set clear performance expectations, and provide regular coaching and feedback, ensuring alignment with sales partners for organizational success.

Here’s what you’ll be doing:

• Scale and manage a high-performing team of 8+ ADRs who consistently overachieve on aggressive goals and will become future AEs at Udemy.

• Own and drive execution of Udemy’s new business pipeline goals by understanding and analyzing top-of-the-funnel metrics, pipeline quality, and revenue influenced across segments.

• Shape deep partnerships with Marketing, Sales, Sales Operations, Enablement, and People teams to successfully collaborate on new marketing campaigns and field events, optimize your business for efficiency, accelerate ramp time to productivity, and ensure your team has a crisp understanding of Udemy’s domain knowledge.

• Attract, hire, develop, and retain world-class ADR talent.

• Build and coach high-performing ADRs to the next high-performing Commercial Account Executives.

• Leads through inspiration, service leadership, and Udemy values.

We're excited about you because you'll have: 

• Have 2+ years of leadership or outbound sales experience in a fast-growing high-technology company with a track record of high performance and strong pipeline generation.

• Are excited by attracting, recruiting, developing and retaining world-class talent early in their Sales and Management careers.

• Demonstrate a deep sense of ownership, accountability, pride, and passion for your work.

• Are strategic enough