Sr. Manager, Sales Development

About the role

Our Sales Development team pairs business acumen and heart, and we put our people and customers at the forefront of everything we do. This leadership role will be a critical member of both the Sales Development Leadership and Marketing teams, as well as a passionate culture builder of our Sales Development team.

Our Sr. Manager, Sales Development will be responsible for the day-to-day management of our SBDR’s, the strategy and operations of our outbound & inbound sales motions, and the data expert on our sales development team. You will work directly with our global sales leadership, revenue operations, and marketing teams and report to our Director of Sales Development and Growth.

We’re looking for a leader who incorporates empathy, integrity, urgency, and humility into a hands-on leadership style. We need a talented sales coach and experienced operator who listens deeply, asks thoughtful questions, and has a proven track record of building high-performing teams. You will help make key SBDR hires, manage the operational rhythm, and develop SBDR’s to reach their full potential. Lattice’s mission is to Make Work Meaningful, and we practice this every day. If you are passionate about pairing operational excellence and a people-first approach to leadership, we’d love to talk with you.

This role will need to be onsite in either our San Francisco, CA office or our New York, NY office 2 days per week.

What You Will Do:

• Team Leadership

• Create repeatable sales processes grounded in rigorous sales measurement and key performance metrics to help exceed revenue targets
• Identify, interview, and hire sales talent
• Provide onboarding, regular coaching, feedback, and professional development for everyone on your team

• Process Optimization

• Stay up to date with the latest SBDR and top of funnel practices and technologies and provide points of view on how to best implement those practices at Lattice
• Collaborate with demand generation & marketing teams to understand campaign strategies to optimize both inbound lead generation process and outbound GTM messaging/play strategies

• Data and Analytics

• Work with Sales Development Leadership as well as cross functional operations partners to provide deep and recurring insights from SBDR activities to inform both inbound and outbound prospecting efforts

• Cross-functional Collaboration

• Foster strong communication and collaboration with marketing, sales, and other cross-functional teams
• Lead pipeline review metrics and performance reporting for SBDRs across GTM. Participation in and at times leading regular meetings to ensure alignment on goals, strategies, and priorities
• Work closely with Marketing leaders, Sales leaders, SBDRs, and AEs to ensure seamless top of funnel processes, including qualification and opportunity handoff 
• Collaborate with sales leadership and marketing team to understand and align with overall go-to-market strategy

What You’ll Bring to The Table

• • 2+ years experience achieving or exceeding quota in a closing capacity
  • 3+ years experience managing, developing, and leading a team of individual contributors in a growth-stage environment (startup experience highly preferred)
  • Comfort working in fast-paced environments as well as working through unknowns that can often develop with a GTM  that iterates and adapts quickly
  • Lead with a player-coach mentality: hands-on, empower teams to creatively problem-solve, and is motivated to mentor up-and-coming talent
  • Proven experience in leading either an inbound Sales Development Team or an Outbound Sales Development Team in a B2B SaaS environment
  • Track record of building ‘best-in-class’ sales development teams
  • Knowledge of the inbound sales process, including lead qualification, measuring lead follow-up time and quality, lead routing, dashboard building, and notifications for reps and managers
  • Knowledge of outbound sales processes; experience with program management or outbound programs is preferred
  • Proven track record of the ability to attract, retain, and move talent into other areas of the business
  • Analytical mindset with the ability to leverage data to drive decision-making
  • Excellent communication and collaboration skills

The estimated annual cash salary for this role is $106,275 - $132,925. This position is also eligible for incentive stock options, subject to the terms of Lattice’s applicable plans.

This position is also eligible for variable compensation of $57,225 - $71,575 or 35% of on target earnings (OTE) subject to