Sales Development Manager

Palo Alto Networks

Manager of Sales Development leading a team to achieve new business growth in Identity Security. Collaborating with sales and marketing leaders at Palo Alto Networks.

Posted 7/22/2026full-timeNeedham • Massachusetts • 🇺🇸 United StatesMid-LevelSenior💰 $136,640 - $187,880 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and managing Sales Development teams, with a strong focus on hiring, training, and optimizing performance through data-driven methodologies. Proficient in B2B technology sales development processes and capable of accurately forecasting sales opportunities.

Highest-signal resume keywords

Sales Development Team LeadershipB2B Technology Sales DevelopmentSales Pipeline ManagementCoaching and MentoringData-Driven Performance Optimization

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Development ManagementSales Pipeline ManagementForecastingB2B Sales TechniquesHiring and Onboarding Processes

Soft Skills

Team InspirationBuilding Trust and RapportReal-Time CoachingAdaptability

Tools & Technologies

Sales Engagement PlatformCoaching ToolsGamification Tools

Industry Keywords

Identity SecurityB2B TechnologySales Development Processes

About the role

Key responsibilities & impact

Lead a team of Sales Development Representatives to achieve Idira’s new business growth plan
Report to the Director of Sales Development and work closely with Sales and Marketing leaders
Hire, train and manage team of SDRs to help achieve and exceed pipeline and closed won revenue goals
Execute Sales Plays, and also Partner with Marketing to align activities with lead follow-up
Build trust and rapport with Sales leaders and field Account Executives
Apply leading-edge methodologies and tools for B2B technology outbound prospecting and inbound lead qualification
Partner with Revenue Operations to optimize performance using a data-driven approach
Establish a culture that inspires achievement and impact
Accurately forecast opportunities to sales leadership
Adapt to an in-office and hybrid work environment

Requirements

What you’ll need

4+ years of experience in directly managing and leading Sales/Business Development teams
5+ years of experience as an AE at an Enterprise selling organization
Experience working with Field Marketing Managers on campaigns in different regions
Demonstrated ability to hire, onboard and grow a high performing sales development team
Create a repeatable and scalable hiring and onboarding process
Experience managing a modern sales development technology stack including sales engagement platform, coaching/gamification, and other tools
Ability to inspire and coach Sales Development teams through leading by example, call shadowing and real time coaching
Ability to coach selling techniques to first time sellers
Knowledge of best practice B2B tech sales development processes and technologies
Demonstrated ability to manage a sales pipeline & accurately forecast
Understanding of the Identity Security market & Idira’s value proposition

Benefits

Comp & perks

Employee benefits
Reasonable accommodations for all qualified individuals with a disability