Manager, Sales Development in Denver, Colorado at SugarAI

**This position is expected to be in the office 4 days per week**

We are seeking a high-impact Manager, Sales Development to lead and scale our Sales Development team. This leader will be responsible for driving pipeline generation, developing top-performing SDRs/BDRs, and creating a high-performance culture focused on measurable business outcomes.

The ideal candidate combines strong coaching and leadership skills with operational rigor, data-driven decision making, and a deep understanding of modern outbound and inbound pipeline generation strategies. You will partner closely with Sales, Marketing, Revenue Operations, and Enablement to ensure the Sales Development organization consistently delivers qualified pipeline that fuels company growth.

This position will report to the Chief Marketing Officer and will commute to our Downtown Denver, CO office 4 days per week.

• Lead, coach, and develop a team of Business Development Representatives (BDRs), fostering a culture of accountability, continuous learning, and career growth.
• Conduct regular 1:1s, performance reviews, call coaching, pipeline reviews, and career development conversations.
• Recruit, onboard, and retain top Sales Development talent while building a strong internal promotion pipeline.
• Establish clear performance expectations and individual development plans to help team members achieve and exceed goals.

• Own Sales Development performance metrics, including pipeline creation, meeting generation, conversion rates, activity effectiveness, and attainment against targets.
• Drive execution of inbound and outbound prospecting strategies across target accounts, industries, and buyer personas.
• Ensure high-quality opportunity qualification and seamless handoff processes to Account Executives.
• Monitor pipeline health and proactively identify risks, trends, and opportunities to improve performance.

• Reinforce best practices in discovery, prospecting, messaging, objection handling, and multi-channel outreach.
• Leverage conversation intelligence, sales engagement platforms, and AI-powered tools to improve team effectiveness and productivity.
• Partner with Sales Enablement and Sales Leadership to implement ongoing training programs and reinforce sales methodologies.
• Create a culture of continuous improvement through call reviews, skill assessments, and performance analytics.

• Establish and manage KPIs, dashboards, scorecards, and reporting to provide visibility into team performance and pipeline contribution.
• Deliver accurate forecasts and performance insights to Sales Leadership using historical trends and leading indicators.
• Identify process improvements that increase efficiency, scalability, and rep productivity.
• Ensure CRM data quality, process compliance, and disciplined pipeline management practices.

• Partner with Marketing to optimize lead management processes, campaign follow-up, account-based initiatives, and conversion performance.
• Collaborate with Revenue Operations to improve reporting, territory planning, routing, technology adoption, and operational workflows.
• Work closely with Account Executives and Sales Leadership to align pipeline generation efforts with business priorities and revenue goals.
• Support workforce planning, hiring, and organizational development initiatives in partnership with People Operations.

• 3+ years of Sales Development leadership experience within a B2B SaaS environment.
• Proven success leading teams responsible for outbound prospecting, inbound qualification, and pipeline generation.
• Strong understanding of modern sales technology, including CRM, sales engagement, conversation intelligence, and AI-enabled prospecting tools.
• Demonstrated ability to coach, develop, and retain high-performing sales talent.
• Excellent analytical, forecasting, and operational management skills.
• Strong cross-functional leadership and communication capabilities.
• Experience working in fast-paced, high-growth revenue organizations preferred.

Range provided above is Base Salary

Total Compensation = Base Salary + Commission based on ARR sales.

Depending on experience.