Manager, Sales Development

Manager, Sales Development (SDR or BDR)

The Manager, Sales Development job family focuses on: (1) Leading a team of SDRs/ BDRs to create qualified opportunities for the sales team, (2) Train other members of the SDR/BDR team, and (3) take on operational and administrative tasks to help the SDR/BDR team perform and exceed expectations. You are a source of knowledge and best practices amongst the SDRs/BDRs, and help to train, onboard, and mentor new SDRs/BDRs with the help of the Sales Development Enablement team.

Levels

Manager, Sales Development (SDR)

The Manager, Sales Development reports to the Sr. Manager, Sales Development.

Manager, Sales Development Job Grade

The Manager, Sales Development is a grade 8.

Manager, Sales Development Responsibilities

Train other members of the SDR Team to identify, contact, and create qualified opportunities
Ensure SDR Team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s
Plan for hiring and onboarding new SDR.
Work closely with the Demand Gen team to provide feedback on MQLs and campaigns
Work closely with Sales and other members of the SDR Leadership team to improve opportunity management and qualification processes
Work closely with Sales, Senior SDR Manager/Director, to identify areas of improvement for the SDR Teams
Work in collaboration with Content, Marketing Program Managers, and Product Marketing to develop effective messaging to convert inbound interest into qualified pipeline
Accurately forecasts weekly, monthly, quarterly attainment

Manager, Sales Development Requirements

Excellent spoken and written English
Experience in sales, marketing, or customer service for a technical product - leadership experience is highly preferred.
Experience with CRM software (Salesforce preferred)
Experience in sales operations and/or marketing automation software preferred
Understanding of B2B software, Open Source software, and the developer product space is preferred
Passionate about technology and learning more about GitLab ( Be ready to learn how to use GitLab and Git
You share our values, and work in accordance with those values.
Leadership at GitLab

Manager, Business Development (BDR)

The Manager, Business Development reports to the Sr. Manager/Director, Sales Development.

Manager, Business Development Job Grade

The Manager, Business Development is a grade 8.

Manager, Business Development Responsibilities

Train other members of the BDR Team to identify, contact, and create qualified opportunities.
Ensure BDR Team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s
Plan for hiring and onboarding new BDRs.
Work closely with the Events and Digital teams on Field events and targeted ad and nurture campaigns.
Work closely with Sales and other members of the Sales Development Leadership team to improve opportunity management and qualification processes
Work closely with Sales, Senior SDR Manager/Director, as well as the Regional Sales Director’s to identify key company accounts to develop.
Work in collaboration with Content, Marketing Program Managers, and Product Marketing to develop effective messaging for outbound communications to your team’s assigned accounts.

Manager, Business Development Requirements

Excellent spoken and written English
Experience in sales, marketing, or customer service for a technical product - leadership experience is highly preferred.
Experience with CRM software (Salesforce preferred)
Experience in sales operations and/or marketing automation software preferred
Understanding of B2B software, Open Source software, and the developer product space is preferred
Passionate about technology and learning more about GitLab
Be ready to learn how to use GitLab and Git
You share our values, and work in accordance with those values.
Leadership at GitLab

Segment

Manager, Sales Development (Enterprise)

Manager, Sales Development (Enterprise) Responsibilities

Extends that of the Manager, Sales Development responsibilities but with a focus on GitLab’s Enterprise clients and SDR team.

Manager, Sales Development (Enterprise) Requirements

Extends that of the Manager, Sales Development requirements but with a focus on GitLab’s Enterprise clients and SDR team.

Specialties

Manager, Sales Development (Efficiency and Strategy)

The Manager, Sales Development (Efficiency and Strategy) reports to the Global Director of Sales Development.

Manager, Sales Development (Efficiency and Strategy) Responsibilities

Oversight of the Global SDR Onboarding Program for Assc SDRs, SDRs and SDR Managers
Develop the Associate SDR program and directly manage that team globally
Collaborate with Marketing operations business partners on process improvements and efficiencies
Manage the execution and development of the Tanuki Tech enablement program with the SR. Solutions Architect
Assist Global Director in efficiency manager and reporting with a keen eye on improving time management and SDR ROI.
Work individually with SDR team manager to identify needs in process improvement and rep enablement
Continuously manage and update the SDR handbook as processes and programs change
Assist the Global Director in SDR Leveling management and SDR career progression

Manager, Sales Development (Efficiency and Strategy) Requirements

Extends that of the Manager, Sales Development requirements
Track record of leading a team that consistently meets/exceeds goals
Experience in successfully hiring and onboarding SDRs and SDR managers
Experience building out new SDR team segments, including processes and strategies
Proven track record of implementing and executing efficiency measures in a high volume lead flow model.

Manager, Sales Development (Public Sector)

The Manager, Sales Development (Efficiency and Strategy) reports to the Global Director of Sales Development.

Manager, Sales Development (Public Sector) Responsibilities

Extends that of the Manager, Sales Development responsibilities
Focus on Public Sector customers

Manager, Sales Development (Public Sector) Requirements

Extends that of the Manager, Sales Development requirements
Previous experience working with Public Sector based customers or teams

Performance Indicators

Sales Accepted Opportunity Attainment vs Goal
Net ARR Pipeline Generated
Initial Qualification Meeting (where applicable)

Career Ladder

The next step in the Manager, Sales Development job family is to move to the Senior Manager, Sales Development job family.

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

Qualified candidates receive a short questionnaire from our Global Recruiters
Selected candidates will be invited to schedule a screening call with our Global Recruiters
Next, candidates will be invited to schedule an interview with the Senior Sales Development Manager
Candidates will then be invited to schedule two separate interviews with an SDR Manager and an Area Sales Manager
Candidates will be invited to schedule an interview with our Senior Director of Revenue Marketing
Finally, candidates may be asked to interview with our CMO

Additional details about our process can be found on our hiring page

About Gitlab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

Mission: Everyone can contribute
Results: Fast growth, ambitious vision
Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
Work/Life Harmony: Flexible workday, Family and Friends days
Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.

Last modified June 13, 2023: Give summaries to marketing job-families pages (7ac0d02c)