Honorlock

Senior Manager, Sales Development, Revenue Enablement

Honorlock

full-time

Posted on:

Location Type: Remote

Location: Florida • United States

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Salary

💰 $134,000 - $150,000 per year

Job Level

Senior

About the role

  • Lead and scale the BDR team, providing daily stand-ups, quota attainment, and career development.
  • Define and optimize the “Sales Ready” lead handoff to ensure our Regional Sales Directors (RSDs) are only spending time on the highest-quality institutional opportunities.
  • Own the inbound response engine, ensuring we hit sub-5 minute response times for high-intent inquiries.
  • Conduct weekly Gong call coaching and Salesloft sequence audits to constantly improve conversion rates and outbound momentum.
  • Directly mentor and support the BDR Team to build internal leadership bench strength and operational consistency.
  • Manage the "ramp to quota" for new hires and create long-term career development plans to transition BDRs into higher-level sales or customer success roles.
  • Create and document the daily workflows for BDR, RSD, and CSM teams to ensure the tech stack investment maximizes revenue impact.
  • Build the “Honorlock Way” playbooks including training articles, video tutorials, and live sessions that reduce the ramp to quota for every new hire.
  • Orchestrate full-cycle support to ensure no revenue signal is missed, from conference follow up choreography to QBR and renewal triggers for CSMs.
  • Turn tools like 6sense, GovSpend, and Starbridge into actionable triggers.
  • Ensure that an expiring contract signal in GovSpend automatically triggers a tailored sequence in Gong Engage.
  • Be the Gong Insights expert who surfaces trends from call recordings to iterate on our messaging, talk tracks, and competitive battle cards in real-time.
  • Conduct monthly and quarterly audits on tool efficacy, providing data-backed recommendations for remediation or further investment in the revenue stack.
  • Define and enforce "Sales Ready" lead criteria to ensure RSD's focus exclusively on high-quality opportunities.
  • Optimize inbound response times and outbound prospecting workflows based on buyer insights and expiring contract data.
  • Partner with Customer Success (CS) to identify at-risk signals or upsell opportunities within the existing user base through automated engagement triggers.

Requirements

  • Bachelor's degree required in business, marketing, communications, or a related field
  • 3+ years of experience in leading BDR/SDR teams in a high-growth B2B SaaS environment
  • Advanced proficiency with Salesforce, Salesloft, and Gong
  • Proven track record of building and executing onboarding programs and creating process documentation
  • Demonstrated ability to design full-lifecycle sales playbooks that cover inbound, outbound, and customer expansion
  • Ability to translate raw data from tools like 6sense or Salesforce into actionable coaching moments and executive-level reporting
  • Prior experience working with Edtech or higher education
  • Experience working in a high-growth, fast-paced SaaS environment where workflows are iterated upon frequently.
Benefits
  • Unlimited PTO
  • Remote-first company
  • Choice of company-issued laptop
  • Healthcare benefits
  • Company matched 401K
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
leadershipquota attainmentsales playbooksonboarding programsprocess documentationdata analysiscoachingworkflow optimizationcustomer expansionhigh-quality lead criteria
Soft Skills
mentoringcommunicationorganizational skillsteam buildingstrategic thinkingproblem-solvingadaptabilitycollaborationcoachinganalytical thinking
Certifications
Bachelor's degree