Sales Development Representative Manager
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AI Summary
Role Overview:
As the SDR Manager at TiDB, you will lead and develop a high-performing team of Sales Development Representatives responsible for driving top-of-funnel pipeline across our target markets. You will be the bridge between marketing and sales, ensuring your team executes a consistent and effective outbound motion that generates qualified opportunities for our Account Executive team. You will coach, mentor, and grow SDRs while setting and holding the team accountable to activity and pipeline metrics. This is a full-time position with the flexibility to work remotely from anywhere in the continental United States.
Responsibilities:
- Hire, onboard, and develop a team of SDRs, building a culture of accountability, continuous learning, and high performance.
- Coach SDRs through regular 1:1s, call reviews, and structured feedback to improve outbound skills, pipeline quality, and quota attainment.
- Partner closely with Marketing to align on lead quality, campaign follow-up, and inbound/outbound sequencing strategies.
- Collaborate with Account Executives and Sales leadership to ensure smooth handoffs, tight feedback loops, and strong pipeline conversion.
- Own team KPIs including activities, meetings booked, pipeline generated, and conversion rates; report weekly, monthly, and quarterly results to Sales and Demand Generation leadership.
- Build and iterate on outbound playbooks, messaging frameworks, and sequences using approved marketing assets and data-driven insights.
- Manage and optimize the SDR tech stack including Salesforce, Outreach, HubSpot, ZoomInfo, and LinkedIn Sales Navigator to maximize team productivity.
- Develop and refine ideal customer profiles and target account lists in collaboration with Marketing and Sales leadership.
- Drive a culture of experimentation across multi-channel outbound motions (email, phone, LinkedIn, events) to continuously improve engagement and conversion rates.
- Ensure CRM hygiene and data accuracy across the team; establish standards for activity tracking and reporting in Salesforce and Outreach.
- Identify emerging market opportunities and refine targeting strategies to ensure the team is focused on the highest-value prospects.
- Build career development paths for SDRs and actively support their growth into Account Executive or other senior roles within the organization.
- Report to the Director of Demand Generation with weekly, monthly, and quarterly team activities, results, and strategic recommendations.
Qualifications:
- Bachelor’s degree (or equivalent) or at least five years of relevant sales or business development experience.
- Experience as a Sales Development Representative, with a track record of achieving sales quotas.
- Proficiency using CRM tooling, and AI applications like Claude, Chat GPT and GoogleNotebook etc.
We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. TiDB also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at TiDB.
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