Manager of Sales Development (People Leader)

Job Overview 

The Manager of Sales Development will lead a team of Business Development Representatives (BDRs) responsible for driving top-of-funnel growth. You’ll be accountable for building a high-performing team, refining prospecting strategies, and collaborating closely with sales, marketing, and leadership to scale our go-to-market engine.

This is an exciting opportunity for a player-coach who is energized by building processes, developing talent, and delivering measurable results.

What You’ll Do

• Lead, coach, and develop a team of Business Development Representatives to meet or exceed pipeline generation targets consistently.
  
• Build and refine outbound prospecting strategies, messaging, and workflows to optimize lead conversion rates.
  
• Analyze performance metrics and continuously optimize team processes to improve efficiency and effectiveness.
  
• Partner closely with marketing and sales leadership to align campaigns, messaging, and territory plans.
  
• Oversee hiring, onboarding, and training for new BDR team members to ensure quick ramp-up and high performance.
  
• Conduct regular team meetings, 1:1s, and performance reviews to foster development and accountability.
  
• Maintain hands-on involvement in key outreach initiatives to stay close to team activities and market dynamics.
  
• Track and report on team KPIs, pipeline contribution, and forecasted results to revenue leadership.
  
• Stay informed on market trends, industry challenges, and competitive dynamics to help shape outbound strategies.

What You Bring

• 3–5+ years of experience in sales development or business development, with 2–3+ years of proven success in a BDR/SDR leadership role
  
• Track record of exceeding pipeline goals and leading high-performing BDR teams (ideally in SaaS, B2B, or GovTech/FinTech verticals)
  
• Experience in hiring, coaching, and developing early-career sales talent
  
• Familiarity with modern tech stack (Salesforce, Outreach/HubSpot, ZoomInfo, etc.)
  
• Demonstrated success in building or optimizing outbound programs, processes, and metrics
• Clear and confident communicator who leads with accountability and inspires high performance
  
• Experience working cross-functionally with AEs, Marketing, Sales Enablement, and RevOps
  
• Coach-first mentality with the ability to create career development pathways
  
• Comfortable owning, reporting, and presenting performance metrics to executive leadership
• Ability to think both strategically and tactically — rolling up sleeves to build processes, troubleshoot pipeline blockers & cold call when necessary.
  
• Deep understanding of pipeline generation strategies and BDR compensation planning
  
• Data-driven and fluent in funnel metrics, conversion rates, and forecasting

Perks & Benefits 

• Competitive salaries plus equity (stock options) for all employees;
• Comprehensive health, dental, and vision insurance, 401(k) with 4% employer match 
• Flexible work schedules and generous leave policies (including unlimited PTO) 
• Professional development opportunities and tuition reimbursement
• Family and wellness perks

Who We Are

DebtBook is an industry-leading fintech software platform that revolutionizes the way governments, higher education, and healthcare organizations and their finance teams manage debt and leases, empowering them to provide more and better services to their communities.   

Why DebtBook

At DebtBook, we dream big, move fast, make an impact, and bring joy to everything we do. Our core values drive our success as an organization, and we are looking for talented teammates who share our passion for challenging the status quo, innovating in all we do, and wanting to make a difference. We are growing fast, but our people aren’t just a number -- everybody has the opportunity to shape our culture and the future of the company. 

Empowered to Thrive 

We want our employees to do meaningful and engaging work and offer benefits and perks that support their wellbeing and make their life better, both in and out of the office.

• Be an Owner: On top of your salary and bonuses, we grant real stock instead of just options.

• Take Time to Recharge: We do our best work when we have work-life balance, and that includes self-managed PTO, flexible work hours, and generous leave policies.

• Live Well: Keep your family covered with health, dental, and vision insurance.

• Excel at Work: We provide top-of-the-line equipment and even stipends for remote workers to set up their ideal work space. 

• Grow Your Career: You aren’t just here to do a job -- with Lunch & Learns, professional development, formalized career paths, and opportunities to engage with industry leaders, you are empowered to take your career to the next level.

• Build a Community: Our work environment is results-focused, and we celebrate our successes as a team, whether it’s in-office coffee and donut breaks, happy hours at the local brewery, or taking on the leadership team in a friendly game of bowling.

DebtBook is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, or protected veteran status and will not be discriminated against on basis of disability.