Manager, Sales Development

The role

You will hire, train, and lead a high-performing SDR team to meet pipeline targets. You will own the outbound motion, manage pipeline, and build processes and playbooks for the SDR function.

What you will do

• Hire, train, and lead a high-performing SDR team to meet and exceed qualified pipeline targets.
• Develop and optimize outbound sequences, messaging, and tooling in collaboration with Marketing and Sales.
• Oversee inbound lead management.
• Build and maintain metrics and dashboards to track SDR performance, activity levels, and conversion rates.
• Run High-Velocity 1:1s focused on pipeline math, skill development, and blocker removal.
• Collaborate with AEs to ensure seamless, high-quality opportunity handoffs.
• Coach SDRs on call execution, email personalization, objection handling, and prospecting best practices.
• Experiment with emerging channels to improve engagement rates and booking velocity.
• Represent Ivo at events and field marketing activities.
• Track and grow the events pipeline.

Required qualifications

• 2–4+ years of B2B SaaS sales experience
• 1+ years in SDR management or team lead roles
• Proven track record of building and leading teams that consistently meet and exceed pipeline goals
• Experience building or executing an outbound program with multichannel approaches tracked by input/output metrics
• Proficiency in core SDR tech stack: Salesforce or HubSpot, Outreach or Salesloft, LinkedIn Sales Navigator, ZoomInfo or similar
• Strong grasp of pipeline math: reverse funnel thinking, volume vs. conversion diagnosis, and activity-to-outcome modeling
• Experience hiring, onboarding, and ramping SDRs
• Operationally strong and data-driven
• Excellent communicator and coach
• Cross-functional empathy

Nice to have

• Passion for legal tech or productivity software
• Experience working in a startup environment

Benefits

• Equity
• Relocation assistance for successful applicants moving to SF
• Support for visa and green card applications where applicable
• Comprehensive medical, dental, and vision plans
• Access to HSA and FSA accounts
• Life insurance coverage
• 401(k) Program
• Commuter Benefits
• Unlimited PTO
• Catered lunch five days a week
• Premium snacks and coffee
• In-building gym

About the company

Ivo builds AI products that helps companies solve their most difficult contracting problems. They recently raised their Series B after growing 6x in 12 months.