Senior Manager, Sales Development

Job Overview:

The Senior Manager, SDR - Americas will oversee the SDR team in the Americas region, driving strategic pipeline development for Enterprise and Strategic accounts. You will be responsible for managing a team of SDRs, ensuring they have the resources and training necessary to hit pipeline targets, and collaborating with sales, marketing, and other cross-functional partners to optimize the entire SDR motion. You’ll be the face of SDR leadership in the Americas, championing career growth, operational excellence, and innovation in pipeline strategy.

Key Responsibilities:

Leadership & Team Management:

• Manage, coach, and develop a team of SDRs focused on Enterprise and Strategic accounts, ensuring they achieve monthly, quarterly, and annual pipeline targets.
• Provide clear goals, direction, and actionable feedback to team members to foster both professional and personal growth.
• Foster a positive team culture of collaboration, accountability, and performance.

Pipeline Strategy & Execution:

• Design and execute SDR strategies to develop a robust pipeline aligned with Forter’s overall goals, with an emphasis on key verticals, segments, and target accounts.
• Partner with Sales, Marketing, and GTM Operations teams to ensure SDR efforts are aligned with overall GTM initiatives and that SDRs have the support needed to succeed.
• Monitor, track, and report on pipeline KPIs, adjusting strategies as needed to achieve objectives.

Collaboration & Cross-Functional Alignment:

• Collaborate closely with Sales leaders to ensure SDR handoffs are seamless and that opportunities are nurtured effectively through the pipeline.
• Work with Marketing and ABX (Account-Based Experience) teams to align demand generation efforts with outbound strategies, content, and leverage campaign insights for targeted outreach 
• Partner with Enablement to ensure ongoing SDR training on messaging, processes, and tools.

Recruiting & Career Development:

• Recruit top SDR talent, ensuring diversity and inclusion within the team.
• Promote career paths for SDRs, working closely with individuals to chart their growth towards future roles in Account Management or other functional areas 
• Maintain a focus on retention and internal promotions through regular career conversations and support

Operational Excellence & Reporting:

• Establish, maintain, and refine best practices for outreach, qualification, and pipeline hygiene.
• Work with GTM Analytics to develop and analyze reports to track SDR performance and pipeline progression. Present actionable insights to executive leadership and drive continuous improvement.

Qualifications:

• 3+ years of experience in Sales Development, with at least 1-2 years managing an outbound SDR team
• Proven track record of driving pipeline for Enterprise and Strategic accounts through outbound prospecting efforts.
• Experience collaborating with Marketing, Sales, and Operations teams to create holistic go-to-market strategies.

Leadership Skills:

• Demonstrated experience in managing and growing high-performing teams, with a focus on employee development and retention.
• Ability to set clear goals, provide actionable feedback, and manage team performance in a data-driven manner.

Sales & Marketing Knowledge:

• Strong understanding of sales methodologies, pipeline generation tactics, and outbound prospecting best practices.
• Familiarity with Account-Based Experience (ABX) models and how SDR efforts contribute to an effective ABM strategy.

Operational Mindset:

• Analytical thinker with the ability to use data to make informed decisions and iterate on strategies.
• Proficient in Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator

Communication & Collaboration:

• Excellent verbal and written communication skills, with the ability to engage effectively with executive leadership and cross-functional teams.
• Proven ability to work collaboratively across Sales, Marketing, and Operations to align efforts and drive results

Hybrid work:

At Forter, we have embraced a hybrid work model that combines the benefits of in-office collaboration with the flexibility of remote work. As part of this exciting approach, Team members are invited to work from the office at least 2 days per week. Within these two days, we encourage employees to join each week, for a departm