Manager, Sales Development

We offer a flexible working policy that empowers iManage employees to balance work and well-being. We encourage two days per week in-office collaboration, offering opportunities to learn from peers in person, while also providing the flexibility needed for a meaningful work-life balance. 

Being a Sales Development Manager at iManage Means… 

You will lead, mentor, and drive the performance of our team of Outbound Sales Development Representatives (SDRs). Your primary focus will be on developing and executing strategies that enhance outbound pipeline generation through account-based marketing, personalization, multi-channel outreach, and signal triggers. 

This role requires a hands-on leader who thrives on data-driven decision-making, fosters cross-functional collaboration with Marketing and Sales teams, and cultivates an environment of continuous learning and success. You’ll play a crucial role in shaping our outbound motion, ensuring our SDRs are executing effectively, and helping scale the team as we continue our growth. 
 

iM Responsible For… 

Team Leadership & Coaching 

• Leading, managing, and developing a high-performing team of Outbound SDRs. 
• Setting clear performance goals and expectations, providing ongoing feedback and coaching to help the team exceed targets. 
• Fostering a culture of accountability, creativity, and resilience within the SDR team. 

Pipeline Development 

• Overseeing and executing outbound strategies focused on account-based target lists, intent data, and personalization to generate qualified pipeline opportunities. 
• Leveraging advanced tools and technologies (Outreach, Salesforce, LinkedIn Sales Navigator) to enable efficient prospecting and engagement. 
• Partnering with Marketing and Sales to align target accounts, campaigns, content, and signals for coordinated efforts 

Cross-Functional Collaboration 

• Working closely with Marketing and Sales to ensure alignment on campaign strategies, messaging, and target account lists. 
• Partnering with Sales Leadership to prioritize outbound efforts in alignment with business objectives. 
• Sharing insights and feedback from the SDR team with Marketing, Product, Sales, and other stakeholders to refine messaging and go-to-market strategies. 

Data-Driven Decision-Making 

• Tracking, analyzing, and reporting on key metrics, such as outbound activity levels, conversion rates, and pipeline contribution. 
• Using data to identify areas of improvement and implementing actionable strategies to optimize performance. 
• Regularly reviewing performance dashboards and providing insights to key stakeholders. 

Continuous Improvement 

• Staying informed on the latest trends in sales development and pipeline generation techniques to ensure the team is equipped with modern approaches. 
• Collaborating with GTM Enablement and PeopleOps to build a professional development certification program, providing SDRs with a structured path for career growth. 
• Providing ongoing training to SDRs on best practices for prospecting, objection handling, and pipeline qualification. 
• Testing and refining outreach strategies across multiple channels (email, phone, LinkedIn, and more) to improve engagement rates. 

iM Qualified Because I Have… 

• 5+ years of full life cycle sales experience 
• 2+ years managing or coaching an SDR team focused on outbound sales. 
• A proven track record of meeting or exceeding pipeline generation targets. 
• Strong ability to partner with Marketing, Demand Generation, and Sales teams to drive aligned pipeline objectives. 
• Excellent communication and leadership skills, with a knack for inspiring teams and building stakeholder buy-in. 
• Passion for coaching and developing talent in a fast-paced, evolving environment. 
• A data-driven mindset with the ability to make strategic decisions based on insights. 

Bonus Points If I Have... 

• Expertise in account-based marketing, multi-channel engagement, and data-driven outbound prospecting. 
• Experience with legal tech or document management software. 
• Familiarity with signal coordination tools such as Demandbase, 6sense, or similar plat