Manager, Sales Development

About FLORA

We are building the first creative operating system: an infinite canvas designed for the generative computing paradigm. We’re a team of ~45 focused on elevating professional craft, backed by tier-one investors including Redpoint, Menlo Ventures, and a16z, as well as founders like Guillermo Rauch and Justin Kan. Our platform is already the choice of world-class creative powerhouses like Pentagram, Lionsgate, and Nike.

The Opportunity

This is FLORA's SDR Lead hire — a foundational leadership role that will shape the entire top-of-funnel engine we build from here. We're at a pivotal stage where product-led growth meets sophisticated enterprise sales, and this person will be the architect of our outbound engine and the guardian of our inbound high-intent signals.

You won't inherit a polished system. You'll build one. You'll define our playbooks, directly manage and mentor a team of 5-7 SDRs, and partner with Sales and Marketing to turn creative interest into a predictable revenue machine.

How You'll Make an Impact

Strategy & Leadership

• Build the Blueprint: Design and iterate on the SDR playbook — from persona-based messaging to multi-channel sequencing across email, LinkedIn, video, and creative "wildcard" outreach.

• Team Development: Run structured 1:1s, pipeline reviews, and call coaching sessions. Set clear performance expectations and develop each SDR's skills and career trajectory. Build and maintain a culture of accountability, learning, and resilience.

• Cross-Functional Bridge: Own the feedback loop between GTM and Product. Translate boots-on-the-ground insights — competitor moves, friction points, feature requests — into actionable strategy for leadership.

Outbound & Account-Based Excellence

• Targeting & Research: Identify and map high-value accounts within our ICP (agencies, in-house brand teams, creative studios). Ensure SDRs are prospecting into the right accounts with the right message at the right time.

• Creative Prospecting: Lead unconventional outreach. We sell to the creative class — campaigns should be as visually and intellectually sharp as our product. Test and iterate across email, phone, LinkedIn, and other channels.

• Multi-threading: Engage the full buying committee and build deep roots within target organizations.

PLG & Inbound Optimization

• Sales-Assist Motion: Identify when a power user's behavior signals readiness for an enterprise conversation and act on it swiftly.

• Speed-to-Lead: Maintain a rigorous cadence on high-intent inbound signals — converting product usage into commercial opportunities without delay.

Metrics You'll Own

• Team Pipeline Generation: Total qualified meetings and pipeline ARR created across the SDR team.

• Conversion Efficiency: Target account → engaged conversation → qualified opportunity.

• SDR Productivity: Scaling human touch through smart use of automation and data tools (Clay, Day AI, etc.).

• Team Performance: Ramp time for new SDRs, quota attainment, and individual development progress.

• Handoff Quality: Stickiness of opportunities once they reach Account Executives.

What We're Looking For

A systems-oriented leader who is deeply customer-aware, knows how to develop early-career talent, and thrives in the controlled chaos of an early-stage startup.

Required

• 4–6+ years of B2B sales experience, with at least 2 years directly managing SDRs — SaaS or creative tech preferred.

• Proven track record of personally hitting quota as an SDR/AE and/or driving team attainment as a lead or manager.

• Modern Stack Mastery: Can get technical and deep with tools like Clay, Monaco, LinkedIn Sales Navigator, etc.. You don't just use tools — you string them together to create unfair advantages.

• Communication: Exceptional written and verbal communication skills. You speak the language of a Creative Director one minute and a Head of Procurement the next — and you can coach others to do the same.

• Analytical Mindset: You live in the data and iterate on weekly conversion trends — not gut feelings.

• Comfort operating in ambiguity: You can prioritize, make decisions, and move with urg