Enterprise Sales Development Manager

TCP Software

Sales Development Manager leading a dedicated Enterprise SDR team at TCP in Plano, TX. Responsible for coaching, developing, and managing the sales pipeline with direct accountability.

Posted 5/14/2026full-timePlano • Texas • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Lead, coach, and develop a team of up to 10 Enterprise SDRs across the SLED and Commercial Enterprise pods, with direct accountability for team-level pipeline targets and individual SDR performance.
Own the team scorecard: meetings set, meetings held, AE-accepted opportunities, pipeline created, and deals closed. Run a monthly scorecard review with each SDR and a weekly team review with the SVP of Sales.
Build and continuously refine the outbound playbook: cadence design, sequence content, named-account selection criteria, intent activation rules, and AE briefing standards.
Lead the full SDR hiring lifecycle — partnering with Talent Acquisition on sourcing and conducting hiring-manager interviews — then own the onboarding experience through a structured 30/60/90-day ramp plan designed to bring new hires to 1–3 qualified opportunities per month within their first four months, building toward a sustained pace of 3–4 qualified opportunities per month thereafter.
Run daily team huddles and weekly 1:1s with each SDR to inspect activity, review pipeline, role-play cold calls, and remove blockers.
Partner 1:1 with Enterprise AEs and AE leadership to ensure each SDR-AE pairing is operating effectively, with clear expectations on lead handoff, opportunity acceptance, and joint account planning.
Partner with Marketing on Demandbase intent signal activation, target-account refresh cycles, and content needs for outbound sequences.
Manage the SDR tech stack (Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Demandbase) in partnership with RevOps, including sequence governance, data hygiene, and reporting accuracy.
Identify and develop SDRs ready for promotion to Enterprise AE seats, working with AE leadership to align on readiness criteria and transition timing.
Forecast team-level pipeline contribution monthly and quarterly, with accuracy as a measurable expectation.
Represent the SDR team in cross-functional forums including QBRs, GTM planning, and enablement reviews.
Champion a culture of accountability, coachability, and competitive excellence on a ground-floor team where the playbook is still being built.

Requirements

What you’ll need

2+ years of direct people-management experience leading a B2B SaaS SDR or BDR team, with a track record of hitting team-level pipeline quota.
5+ years of total sales experience, including time as a successful SDR or AE before moving into management.
Demonstrated ability to hire, ramp, and develop SDRs — including coaching at least one SDR into an AE seat.
Hands-on fluency with the modern SDR stack: Salesforce, Outreach (or Salesloft), LinkedIn Sales Navigator, ZoomInfo, and intent platforms like Demandbase or 6sense. You can build a sequence, troubleshoot reporting, and read a funnel without help.
Experience designing and running an outbound playbook from the ground up, or significantly rebuilding one. You are comfortable in environments where the process is still being defined.
Strong cross-functional partnership skills with AE leadership, Marketing, and Sales Operations. You can hold the line on lead quality and SDR-AE process discipline without damaging relationships.
A coaching mindset. You enjoy giving and receiving feedback, you do live call coaching, and you can role-play a cold call with an SDR on the spot.
Comfort with data: you build and read your own dashboards, you can defend your forecast, and you make decisions from metrics rather than gut feel.
Exposure to Miller Heiman / Target Account Selling, MEDDPICC, Challenger, or a similar account-based methodology — or a track record of running an account-based motion without a named methodology label.
Highly motivated, results-oriented, and a high-integrity professional. You set the tone for the team.
Ability to work 4 days/week in our Plano, TX office.
Bonus: experience selling into HR, Finance, Operations, or IT buying centers; experience in workforce management, HCM, payroll, or public-sector SaaS; prior experience standing up a new SDR function.

Benefits

Comp & perks

Competitive salary with performance-based bonus.
20 Days of PTO (Paid Time Off) and 13 days of companywide holidays.
8 hours to volunteer and impact the community.
Comprehensive benefits (Health/Dental/Vision/401K).
Employee Choice Pre-Tax Benefit.

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

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

Hard Skills & Tools

people managementB2B salesSDR coachingoutbound playbook designdata analysisforecastingpipeline managementaccount-based sellinghiring and onboardingperformance metrics

Soft Skills

coaching mindsetcross-functional partnershipresults-orientedhigh integritycommunicationteam leadershipfeedback deliveryrelationship managementproblem-solvingmotivation