Manager, Sales Development
Tebra is rebuilding its outbound sales engine, and the Sr. Manager, Sales Development will be a cornerstone of that transformation. This role goes far beyond monitoring activity dashboards. You will lead, coach, and develop the SDR team while also interpreting performance data, identifying patterns, and bringing forward solutions that shape how outbound operates.
You will be responsible for creating structure where it does not yet exist, setting clear expectations, and holding the team accountable to a professional, disciplined outbound motion. At the same time, you will partner closely with Outbound Sales leadership, Operations, Enablement, and Marketing to experiment with campaigns, refine targeting, and continuously improve execution.
This role is ideal for a senior leader who can balance tactical ownership with strategic impact. Someone who can coach day to day execution, diagnose funnel health, translate metrics into decisions, and help define what “great” looks like as Tebra builds a scalable outbound function for the future.
Your Area of Focus
Lead and Develop the SDR Team
Hire, coach, and mentor SDRs to consistently exceed pipeline targets.
Build a culture of accountability, resilience, and continuous improvement.
Provide real-time, actionable feedback on calls, messaging, and campaigns.
Create clear career paths, preparing SDRs for AE roles through structured development.
Metrics and Data-Driven Decisions
Define and enforce funnel metrics (Activity → Meetings → Demos → Bookings).
Ensure SDR activity is logged accurately and consistently.
Interpret performance data to identify gaps and opportunities.
Present insights and solutions to Sales, Marketing, and Ops to continuously improve outcomes.
Cross-Functional Partnership
Collaborate with Marketing to execute campaigns and provide structured, data-backed feedback on performance.
Partner with Ops to design unified dashboards, clean data, and consistent KPI definitions.
Align SDR activity with AE pipeline needs and company priorities.
Act as a thought partner in defining ICP, campaign strategy, and outbound best practices.
Drive Innovation
Pilot new outbound cadences, campaigns, and tools; measure results and roll out proven strategies.
Encourage SDRs to experiment responsibly while maintaining focus on core priorities.
Share learnings broadly across the organization to influence the outbound function as a whole.
Your Professional Qualifications
2+ years leading an SDR team/function (SaaS preferred).
Proven track record building or scaling SDR functions — not just maintaining them.
Deep knowledge of outbound prospecting, ICP alignment, and pipeline creation.
Strong analytical skills with the ability to turn metrics into clear recommendations.
Experience with Salesforce, Outreach, and other enablement tools.
Excellent coaching skills; able to grow early-career reps into successful AEs.
Demonstrated ability to collaborate cross-functionally with Marketing, Ops, and Sales leadership.
Entrepreneurial mindset — thrives in change, ambiguity, and building from the ground up.
#LI-AH1 #LI-Remote
We are dedicated to attracting and retaining top talent with competitive and fair compensation. For this position, this range reflects our Zone 1 (National Average) pay band. Your specific compensation is thoughtfully determined by your experience, qualifications, the specific requirements of the role, and your Geo Zone. Our geo-zone system ensures your pay is competitive for your location, recognizing varying costs of labor across regions.
Our four geo zones are designed to reflect this:
Zone 1: National Average
Zone 2: Moderately Higher Cost Regions
Zone 3: High-Cost Regions
Zone 4: Lower-Cost Regions
Beyond base compensation, Tebra offers eligible employees the opportunity for variable pay and a robust benefits package, reflecting our commitment to your overall well-being. In compliance with California pay transparency laws, the specific compensation range applicable to your Geo Zone will be shared during your initial talent screen.
Zone 1 (National Average)
$113,500—$129,500 USD