Manager, Sales Development

Position Overview

• Location Type: [Not Specified]
• Job Type: Full-time
• Salary: [Not Specified]

Field Nation connects companies with service professionals through an integrated platform, supporting business growth and empowering technicians. Our mission is to elevate the service delivery industry by excelling in our work for clients and professionals.

The Manager, Sales Development is a pivotal role within demand generation, focused on qualifying accounts, growing pipeline, and driving revenue by leading a Sales Development team. This position is integral to the Revenue Marketing team, ensuring demand-generation strategies are executed effectively by aligning marketing efforts with sales outcomes. The ideal candidate is a proven leader adept at managing teams to achieve measurable results, optimizing Sales Development workflows, tracking performance metrics, and driving team performance towards ambitious pipeline and revenue goals. A data-driven approach, focusing on metrics like touchpoints, conversion rates, opportunity creation, and pipeline growth, is crucial for refining strategies and enhancing team effectiveness.

Responsibilities

• Leadership & Team Development: Recruit, train, and develop a high-performing team of Sales Development Reps (SDRs) skilled in lead qualification, opportunity creation, and account support.
• Performance Management: Set clear performance goals, cultivate a culture of accountability and growth, and provide regular coaching to improve outreach techniques and objection handling.
• Data-Driven Improvement: Monitor and analyze key metrics, such as meeting-to-opportunity conversion rates and outreach touchpoints, to refine processes and drive continuous improvement.
• Demand Generation Alignment: Collaborate with the marketing team to align Sales Development activities with campaigns, Ideal Customer Profiles (ICPs), and pipeline goals, ensuring consistent messaging and effective engagement.
• Playbook Development: Create and maintain playbooks, scripts, and outreach templates to standardize and optimize team execution.
• Cross-Functional Collaboration: Work closely with Revenue Marketing and Marketing Operations to prioritize target accounts, refine ICPs, implement workflows, and streamline lead management.
• Engagement Strategy: Develop and manage approaches to drive engagement and usage for new accounts, ensuring alignment with broader marketing efforts and pipeline objectives.

Requirements

• 5+ years in business development, sales, or demand generation roles, with 2-3 years in leadership or team management.
• Proven track record of exceeding pipeline and revenue targets.
• Experience in B2B SaaS or technology industries and consumption-model environments is strongly preferred.
• Exceptional ability to lead, coach, and motivate teams with a customer-first mindset.
• Strong analytical skills with experience interpreting performance metrics (e.g., outreach effectiveness, touchpoints, pipeline health) to optimize strategies.
• In-depth understanding of pipeline development, marketing-to-sales alignment, and demand generation best practices.
• Familiarity with Account-Based Marketing (ABM) and target account strategies is a plus.
• Skilled in using CRM systems (e.g., Salesforce) and sales enablement tools (e.g., Outreach, LinkedIn Sales Navigator, ZoomInfo).
• Proven success in fostering alignment between marketing and sales teams to achieve pipeline and revenue goals.

Company Information

Field Nation brings companies and service professionals together through an integrated, easy-to-use platform. We support businesses looking to grow their service offerings while also empowering technicians to leverage their skills on their own terms. Our mission is to help the service delivery industry do great work, and we live that mission by doing great work for the companies and service professionals that depend on us.

Why We Think You'll Love It Here

• Unlimited paid time off
• Annual vacation bonus - yes, we’ll pay you a bonus to take paid time off!
• Individualized growth + development plans
• Strong values around work/life balance