Sales Development Manager

SugarCRM

Manager, Sales Development leading the Sales Development team to drive pipeline generation at SugarAI. Seeking a high-impact leader with expertise in B2B SaaS sales strategies and team development.

Posted 6/19/2026full-timeDenver • Colorado • 🇺🇸 United StatesMid-LevelSenior💰 $90,000 - $100,000 per yearWebsite

About the role

Key responsibilities & impact

Lead, coach, and develop a team of Business Development Representatives (BDRs), fostering a culture of accountability, continuous learning, and career growth.
Conduct regular 1:1s, performance reviews, call coaching, pipeline reviews, and career development conversations.
Recruit, onboard, and retain top Sales Development talent while building a strong internal promotion pipeline.
Establish clear performance expectations and individual development plans to help team members achieve and exceed goals.
Own Sales Development performance metrics, including pipeline creation, meeting generation, conversion rates, activity effectiveness, and attainment against targets.
Drive execution of inbound and outbound prospecting strategies across target accounts, industries, and buyer personas.
Ensure high-quality opportunity qualification and seamless handoff processes to Account Executives.
Monitor pipeline health and proactively identify risks, trends, and opportunities to improve performance.
Reinforce best practices in discovery, prospecting, messaging, objection handling, and multi-channel outreach.
Leverage conversation intelligence, sales engagement platforms, and AI-powered tools to improve team effectiveness and productivity.
Partner with Sales Enablement and Sales Leadership to implement ongoing training programs and reinforce sales methodologies.
Create a culture of continuous improvement through call reviews, skill assessments, and performance analytics.
Establish and manage KPIs, dashboards, scorecards, and reporting to provide visibility into team performance and pipeline contribution.
Deliver accurate forecasts and performance insights to Sales Leadership using historical trends and leading indicators.
Identify process improvements that increase efficiency, scalability, and rep productivity.
Ensure CRM data quality, process compliance, and disciplined pipeline management practices.
Partner with Marketing to optimize lead management processes, campaign follow-up, account-based initiatives, and conversion performance.
Collaborate with Revenue Operations to improve reporting, territory planning, routing, technology adoption, and operational workflows.
Work closely with Account Executives and Sales Leadership to align pipeline generation efforts with business priorities and revenue goals.
Support workforce planning, hiring, and organizational development initiatives in partnership with People Operations.

Requirements

What you’ll need

3+ years of Sales Development leadership experience within a B2B SaaS environment.
Proven success leading teams responsible for outbound prospecting, inbound qualification, and pipeline generation.
Strong understanding of modern sales technology, including CRM, sales engagement, conversation intelligence, and AI-enabled prospecting tools.
Demonstrated ability to coach, develop, and retain high-performing sales talent.
Excellent analytical, forecasting, and operational management skills.
Strong cross-functional leadership and communication capabilities.
Experience working in fast-paced, high-growth revenue organizations preferred.

Benefits

Comp & perks

Excellent healthcare package for you and your family
Savings and Investment – 401(k) match
Unlimited Paid Time Off
Paid Parental Leave
Online Legal Services (Rocket Lawyer)
Financial Planning Services (Origin)
Discounted Pet Insurance (Embrace Pet Insurance)
Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public
Health and Wellness Reimbursement Program
Travel Discounts
Educational Resources - Career & Personal Development Program
Employee Referral Bonus Program
We are a merit-based company - many opportunities to learn, excel and grow your career!

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Hard Skills & Tools

sales development leadershippipeline generationoutbound prospectinginbound qualificationperformance metricsKPI managementforecastinganalytical skillsprocess improvementCRM data quality

Soft Skills

coachingteam developmentaccountabilitycommunicationcross-functional leadershipcontinuous improvementorganizational developmentperformance managementanalytical thinkingrelationship building