Senior Manager, Enterprise Sales Development
CivicPlus
full-time
Posted on:
Location Type: Remote
Location: Remote • California, Connecticut, Florida, Illinois, Maryland, Massachusetts, Montana, Nevada, New Hampshire, Pennsylvania, Washington • 🇺🇸 United States
Visit company websiteSalary
💰 $80,200 - $117,100 per year
Job Level
Senior
About the role
- Lead, mentor, and develop a team of Enterprise SDRs responsible for outbound pipeline generation across named enterprise public-sector accounts.
- Create and maintain a structured coaching cadence, including weekly 1:1s, live call reviews, and skills certifications aligned to enterprise sales motions.
- Partner with SDR Leadership and Talent Acquisition to promote, and ramp SDR talent who can handle complex, multi-stakeholder buying processes.
- Build a performance culture grounded in accountability, data transparency, and personal development.
- Collaborate with RevEnablement to deliver training on ABM strategy, public-sector messaging, and multi-product storytelling.
- Own SDR performance metrics: Qualified meetings, show rates, opportunity conversion, attach rates, and sourced pipeline dollars.
- Develop and refine territory and pod strategy, aligning SDRs to Enterprise AEs, verticals, and funding cycles.
- Partner with Marketing and RevEnablement to design account-based campaigns around grants, budget windows, and cooperative purchasing agreements.
- Continuously analyze funnel health and optimize outbound playbooks, sequences, and ICP definitions.
- Provide regular performance reports to Sales Leadership with clear recommendations on productivity, conversion efficiency, and capacity planning.
- Champion multi-product engagement by ensuring SDR outreach consistently introduces two or more complementary solutions.
- Represent the SDR organization in Enterprise GTM planning, providing feedback on messaging, campaign effectiveness, and market insights.
Requirements
- 3+ years of SDR experience with 2+ years successfully leading an enterprise SDR team (public sector or regulated industry preferred).
- Proven track record of building and managing outbound pipeline for $100K+ ACV enterprise deals.
- Deep understanding of public sector buying cycles, RFP processes, and government technology procurement.
- Strong data and operational discipline, comfortable managing dashboards, CRM hygiene, and KPI analysis (Salesforce, Outreach, or similar).
- Exceptional communication and leadership skills with the ability to inspire and coach team members to exceed goals.
- Demonstrated success in cross-functional collaboration with Account Executives, Marketing, and RevEnablement teams.
- Experience with account-based strategies, multi-threaded outreach, and grants/funding-based campaign triggers.
- Preferred Experience with tools such as Salesforce, Outreach, 6sense, or ZoomInfo.
- Familiarity with GovTech multiproduct portfolios (e.g., public records, digital services, websites, permitting, or 311).
- Strong presentation and storytelling ability; skilled at translating technology into citizen-impact outcomes.
- Bachelor’s degree in Business, Communications, or related field.
- Willingness to travel occasionally for enterprise account planning and team events.
Benefits
- Comprehensive health insurance
- Dental insurance
- Vision insurance
- Flexible Time Off
- 401(k) plan
- Potential Variable Pay: Based on set goals
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SDR experienceoutbound pipeline generationperformance metricsKPI analysisaccount-based strategiesmulti-threaded outreachRFP processesgovernment technology procurementCRM hygienedata transparency
Soft skills
leadershipcommunicationcoachingcollaborationpresentationstorytellingaccountabilitypersonal developmentinspirationorganizational skills