Sales Development Manager (SDM) Leader

Platform9 Systems • San Jose, CA • 4h ago

Enterprise Software - [US/Remote]

About Us: Platform9: A Better Way to Go Cloud Native

Platform9 is the leader in simplifying enterprise Private Clouds. Founded by a team of VMware cloud pioneers, we are dedicated to transforming IT operations. Our flagship product, Private Cloud Director, turns your existing hardware into a full-featured, future-ready private cloud. We innovate across what we build and how we deliver it, staying focused on a next-generation, open private cloud while holding ourselves to one standard: exceptional customer outcomes.

Enterprises are selecting Platform9 to replace legacy virtualization because it eliminates operational risk and complexity. Private Cloud Director is designed for the experienced infrastructure team, offering a familiar GUI experience for managing VMs and containers, seamless integration with your existing hardware and third-party storage, and critical enterprise features (HA/DR, scale, reliability) built-in. This enables IT teams to gain robust API control and a user experience they trust-rooted in customer obsession and an owner's mindset. We share @context quickly and candidly to keep decisions moving.

With over 30,000 nodes in production at some of the world's largest enterprises, including Cloudera, EBSCO, Juniper Networks, and Rackspace, Platform9 is the proven path to achieving true vendor independence and operational consistency. We are an inclusive, globally distributed company backed by prominent investors, supported by a partner ecosystem of resellers, systems integrators, MSPs, and technology vendors committed to driving private cloud innovation and efficiency. Our values-innovation, customer obsession, ownership, radical candor, and excellence-guide how we build and support every deployment.

The Opportunity

We are seeking an experienced Sales Development Manager (SDM) Leader to hire, manage, coach, and motivate our team of Sales Development Representatives (SDRs) responsible for generating qualified sales pipeline. This role is crucial to the success of our revenue engine, as you will be responsible for defining the strategy, processes, and execution that drive predictable pipeline creation for our Enterprise and Mid-Market Account Executives.

Responsibilities

Team Leadership & Development

Manage and Coach: Lead a team of 4 SDRs, providing daily coaching, 1:1 mentorship, and performance reviews to foster a high-performing and positive team culture.

Recruiting & Onboarding: Partner with HR to recruit, interview, and onboard new SDR talent, ensuring a rapid ramp-up to quota attainment.

Training & Enablement: Develop and execute continuous training programs focused on best practices in prospecting (cold-calling, email, social selling), sales messaging, qualification, and product knowledge.

Motivation & Retention: Implement creative incentives, recognition programs, and career pathing to maintain hig h morale and retention within the SDR team.

Strategy & Execution

Pipeline Generation: Directly responsible for the team's achievement of monthly, quarterly, and annual pipeline generation and qualified meeting targets.

Process Optimization: Continuously evaluate and refine the SDR prospecting motion, tech stack usage (e.g., Salesforce, Salesloft/Outreach, LinkedIn Sales Navigator), and lead qualification process to maximize efficiency and conversion rates.

Messaging & Campaigns: Collaborate with Marketing and Sales Enablement to develop effective, persona-specific messaging and execute targeted, multi-channel outreach campaigns.

Territory Planning: Work with Sales Leadership to define and manage SDR territory assignments, ensuring optimal coverage and alignment with sales strategies.

Reporting & Collaboration

Performance Analysis: Utilize data and reporting (KPIs such as connect rates, conversion rates, meeting-to-opportunity ratios) to accurately forecast pipeline and identify areas for improvement.

Cross-Functional Alignment: Maintain strong communication and alignment with Field Sales, Marketing, and Operations to ensure seamless lead handoff and consistent messaging.

Tech Stack Management: Serve as the primary owner for the SDR technology stack, recommending and ensuring tools that are fully utilized and integrated effectively.

Qualifications

Required

3+ years of experience in a Sales Development, Business Development, or Inside Sales leadership role, preferably managing an SDR/BDR team in an Enterprise Software/SaaS environment.

Proven track record of consistently meeting or exceeding team pipeline generation quotas.

Deep expertise in modern sales prospecting techniques, methodologies (e.g., MEDDPICC, BANT), and tools (e.g., Salesforce, Sales Engagement Platforms).

Exceptional coaching skills with the ability to provide constructive feedback, motivate a team, and manage performance.

Strong analytical skills and experience using data to drive decisions, improve processes, and accurately forecast results.

Bachelor's degree or equivalent work experience.

Candidates must be authorized to work in the United States.

Preferred

Experience selling complex, high-value enterprise software solutions.

A background that includes personal experience as a top-performing SDR/BDR.

Experience managing a team across different segments (e.g., Mid-Market, Enterprise).

Benefits & Perks

Competitive base salary and commission.

Equity/stock options [if applicable].

Comprehensive health, dental, and vision benefits.

Generous paid time off and company holidays.

(Salary Range: $105,000 - $190,000 base + Commission + equity)

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