Job Description We are seeking a results-driven and inspirational Manager of Sales Development Representatives (SDRs) to lead our SDR team. This role is pivotal in building and mentoring a team to generate high-quality pipeline, expand market reach, and support our Account Executives in closing new business. The ideal candidate has a strong background in SaaS sales development, is a proven coach who builds high-performing teams, and thrives in a fast-paced, entrepreneurial environment. • Lead, coach, and mentor a team of SDRs with daily guidance, motivation, and performance feedback. • Build a culture of accountability, continuous learning, and resilience. • Implement ongoing training on sales process, product knowledge, industry insights, and messaging. • Conduct regular 1:1s, performance reviews, and career development planning. • Develop and execute a clear strategy to achieve and exceed pipeline generation targets. • Partner with Marketing and Sales leadership to refine ICPs, messaging, and GTM plays. • Introduce best practices for call scripts, email cadences, social outreach, and event follow-ups. • Ensure SDRs are aligned to company priorities (verticals such as Building Supplies, Food& Beverage, Furniture, and 3PL). • Pilot innovative prospecting strategies (AI-driven, vertical-specific, event-driven) and scale successful initiatives across the SDR team. • Define and manage SDR KPIs, including meetings booked, qualified opportunities, and pipeline created. • Leverage Salesforce and engagement tools (Outreach, SalesLoft, Gong, ZoomInfo, etc.) to measure productivity and quality. • Monitor conversion rates across the funnel and implement improvements. • Define success benchmarks for SDR onboarding, ramp time, and promotion into AE roles. • Report weekly results to Sales leadership and provide visibility into pipeline health. • Partner closely with Account Executives to ensure smooth lead handoffs and maximize meeting-to-opportunity conversion. • Collaborate with Marketing to provide feedback on campaign performance and lead quality. • Align with RevOps to ensure data hygiene, accurate reporting, and process efficiency. • Provide feedback to executive leadership on emerging market trends and SDR team learnings to shape GTM strategy. We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com.To learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/. Skills and Requirements • 3+ years in SaaS sales, with at least 1–2 years in a team leadership role. • Proven track record of exceeding SDR/BDR quotas as an individual contributor. • Experience hiring, building, and scaling high-performing SDR teams. • Practical knowledge of AI and the associated tools to help drive greater productivity. • Exposure to vertical SaaS, logistics tech, or B2B enterprise solutions is a plus. • Inspirational leader and coach who develops talent. • Data-driven operator who leverages metrics to optimize performance. • Strong communicator with excellent written/verbal skills. • Proficiency in CRM (Salesforce) and sales engagement platforms. • Goal-oriented, resilient, and able to thrive in a fast-paced growth environment. - Bachelor's Degree