Manager, Sales Development

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day.

Smartsheet is looking for a dynamic and supportive Manager, Sales Development to lead, coach, and develop a high-performing team of Sales Development Representatives (SDRs). You'll partner with Sales and Marketing to drive qualified pipeline and accelerate revenue growth. Your team will have shared responsibility for servicing inbound demand and executing strategic outbound campaigns, with accountability for both activity metrics and conversion outcomes.

You'll report to the Sr. Director, Sales Development and can be based in our Bellevue, WA office, Boston, MA office, or work remotely from anywhere in the US where Smartsheet is a registered employer.

You Will:

Lead with Data Accountability. Manage team against quota metrics including AQL-to-TQL conversion, TQL-to-SAL progression, and SAO attainment; coach reps on both leading indicators (activity, response times, contact diversity) and lagging indicators (conversion rates, pipeline value)

Coach Develop Emerging Sales Talent. Conduct regular call reviews and 1-on-1 coaching sessions; provide constructive feedback; mentor reps through complex deal scenarios and c-suite engagement; invest in rep retention and career progression

Execute Blended Go-to-Market Strategy. Oversee inbound lead qualification and response protocols while ensuring the team efficiently executes strategic outbound campaigns with quality contacts and progressive messaging

Optimize Team Performance. Manage scheduling, workload distribution, and pipeline velocity; identify gaps in skills or process; implement training programs that drive rep competency and confidence

Design Incentive Structures. Develop SPIFFs and compensation plans that balance individual achievement with team collaboration; celebrate wins and maintain healthy competition

Own the Tech Stack. Proficiently use Salesforce, BI tools (Tableau), and emerging sales technologies (AI-powered prospecting, video outreach, engagement platforms); drive adoption of new tools and continuously optimize workflows

Partner Cross-Functionally. Collaborate with Sales, Marketing, and Customer Success to align on messaging, lead quality, retention metrics, and account-based strategies

You Have:

3+ years sales experience in a SaaS or B2B enterprise environment, ideally as an SDR, Account Executive, or Customer Success professional

1+ years sales management or team leadership experience, with demonstrated success building and scaling high-performing teams

Quota ownership mentality. Experience managing to and exceeding revenue or pipeline targets; comfort with data-driven decision making and metrics accountability

Coaching excellence. Proven ability to identify rep strengths and development areas; skill in delivering both positive reinforcement and constructive feedback; track record of improving rep performance

Blended expertise. Familiarity with both inbound demand generation and outbound prospecting; understanding of lead scoring, qualification frameworks (MEDDIC, SVS, etc.), and pipeline progression

Technical aptitude. Proficiency with Salesforce, BI/analytics tools, comfort learning and adopting new technologies (AI tools, automation, engagement platforms)

Remote leadership skills. Experience managing and motivating distributed teams; strong communication; ability to build culture and connection in a virtual environment

Bachelor's degree or equivalent combination of education and professional experience

Nice to have:

Experience with Account-Based Sales/Marketing (ABM) strategies

Exposure to customer retention or expansion metrics

Experience using predictive analytics or AI-powered prospecting tools

Previous experience hiring, onboarding, and retaining sales development talent

Current US Perks Benefits:

Employer subsidized medical/vision and dental coverage for full-time employees

401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)

Monthly stipend to support your work and productivity

Flexible Time Away Program, plus Sick Time Off

US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans

US employees receive 12 paid holidays per year

Up to 24 weeks of Parental Leave

Personal paid Volunteer Day to support our community

Opportunities for professional growth and development including access to Udemy online courses

Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account

Telework…