Program Manager, Sales Development (SDR Program)
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AI Summary
This role ensures SDR efforts effectively support pipeline generation, improve lead quality, and create a seamless handoff to sales, while driving continuous optimization of tools, workflows, and reporting.
Key Responsibilities
Program Ownership & Strategy
Own end-to-end SDR program design, including lead management, qualification standards, and conversion workflows
Define and evolve the SDR program’s role in pipeline creation vs. servicing activities to maximize impact
Translate leadership priorities into scalable SDR processes and operating models
Partner with Sales Leadership to align SDR scope with business goals (pipeline quality, new business, speed-to-lead)
Process Design & Optimization
Design and maintain lead routing, qualification, and conversion rules across systems (e.g., Salesforce / 1CRM)
Identify inefficiencies in SDR workflows (manual steps, duplication, data gaps) and implement improvements
Drive automation opportunities to improve speed, consistency, and scalability of lead handling
Standardize SDR playbooks, documentation, and best practices across the program
Data, Reporting & Insights
Own SDR reporting frameworks, dashboards, and KPIs (lead volume, conversion rates, pipeline influence)
Monitor program performance weekly and surface actionable insights to leadership
Ensure accurate attribution of SDR impact across pipeline and revenue
Conduct audits and build mechanisms to improve data hygiene and reporting accuracy
Cross-Functional Alignment
Serve as the central point of coordination across Sales, Marketing, Operations, and external partners
Align on lead sources, campaign inputs, and handoff expectations
Define roles and responsibilities between SDRs and Sales (e.g., qualification vs. pipeline ownership)
Partner with RevOps/Tech to support system enhancements and data structure improvements
Continuous Improvement & Innovation
Lead initiatives to shift SDRs toward higher-value, proactive pipeline generation
Evaluate program performance and recommend structural or strategic changes
Pilot new approaches (automation, segmentation, outreach models) to improve conversion outcomes
Incorporate feedback from Sales and stakeholders to refine program effectiveness
Qualifications
4+ years in sales operations, program management, or sales development environments
Strong understanding of lead lifecycle management, CRM systems (Salesforce/1CRM), and pipeline mechanics
Proven experience building or optimizing programs/processes at scale
Strong analytical skills with the ability to translate data into actionable business recommendations
Excellent cross-functional collaboration and communication skills
Success Metrics
SDR-attributed pipeline quality and conversion rates
Speed-to-lead and lead response effectiveness
Reduction in manual workflows / increased automation
Data accuracy and reporting reliability
Adoption of standardized SDR processes across teams
Profile of the Ideal Candidate
Strategic operator who can balance big-picture thinking with hands-on execution
Strong systems thinker who understands how process, data, and behavior connect
Comfortable influencing without direct authority
Naturally proactive and solutions-oriented
Compensation at Pearson is influenced by factors including skill set, experience, and location.
The full-time salary range for this role is $78,000 - $120,000.
This position is eligible for Pearson’s annual incentive program. Information on benefits can be found here.
Applications will be accepted through 6/25/26. This window may be extended depending on business needs.
Pearson is an Equal Opportunity Employer and a member of E-Verify. Employment decisions are based on qualifications, merit and business need. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status or any other group protected by law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing TalentExperienceGlobalTeam@grp.pearson.com.
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