Manager, Sales Development

📋 Description

• • This is a unique, ground-floor opportunity to architect and scale Pearly's Sales Development function from its inception. You will have the autonomy and responsibility to build the foundational elements of our outbound sales engine, shaping how we generate demand in the dental market.
• • With Pearly demonstrating exceptional product-market fit but with nascent outbound operations, you are presented with a blank canvas. Your primary mission will be to establish the data infrastructure, define robust processes, build a high-performing team, and select the optimal tooling that will power Pearly's next significant phase of growth.
• • Within the first 12 months, your impact will be transformative. You will evolve our current AE-driven outbound approach into a sophisticated, data-driven, and AI-augmented pipeline generation engine. This will involve establishing clear, measurable metrics, developing segmented outreach strategies tailored for private practices, group practices, and Dental Support Organizations (DSOs), onboarding and ramping a skilled SDR team, and demonstrably contributing to qualified pipeline and overall revenue.
• • If you are a builder at heart, energized by creating something new rather than inheriting an established system, and desire complete ownership to shape the demand generation strategy of a high-growth technology company, this role is tailor-made for you.
• • What You'll Own:
• • Outbound Engine & Operations:
• • Design and meticulously execute the end-to-end outbound motion, strategically targeting Dental Support Organizations (DSOs), group practices, and individual private practices across the United States.
• • Build and diligently maintain a clean, enriched prospect database. This is a critical task, given the dental market is known for its sparse, fragmented, and often inaccurate data.
• • Develop and implement creative sourcing strategies, leveraging dental-specific data providers, industry communities, and advanced enrichment tools to ensure data accuracy and completeness.
• • Define our Ideal Customer Profile (ICP) segmentation, develop persona-based messaging, create multi-channel sequencing strategies (encompassing email, phone, LinkedIn, and event outreach), establish clear qualification criteria, and design seamless handoff workflows to the Account Executive (AE) team.
• • Establish baseline metrics where none currently exist, focusing on key performance indicators such as contact rates, conversion rates, cost per qualified opportunity, and capacity forecasting to ensure data-driven decision-making.
• • Tech Stack & AI Integration:
• • Select, implement, and optimize the Sales Development Representative (SDR) tooling stack. This includes sequencing platforms, dialing solutions, intent data providers, and enrichment tools, working in close collaboration with our HubSpot CRM.
• • Leverage AI-native tools from day one to enhance scalability and improve unit economics. This includes AI for intent analysis, prospect research, message personalization, and lead scoring.
• • Instrument our systems to proactively surface actionable insights regarding channel performance, segment effectiveness, and overall team productivity, enabling continuous improvement.
• • Revenue & Pipeline Generation:
• • Take ownership of qualified pipeline generation targets across DSO, group, and private practice segments, directly impacting Pearly's revenue growth.
• • Design and implement robust processes and clear accountabilities between the SDR and AE teams to ensure high conversion rates, clean and efficient handoffs, and maximized team productivity.
• • Develop and execute a proactive outbound motion designed to accelerate pipeline growth, working in close coordination with Sales and Marketing leadership. This will involve differentiated strategies for DSOs, groups, and private practices.
• • Partner closely with the Marketing team to align on target accounts, coordinate campaign efforts and experiments, identify content needs, and establish feedback loops that drive conversion improvements at every stage of the funnel.
• • Team & Leadership:
• • Serve as an engaged and strategic partner to the CEO and leadership team, actively contributing to shaping Pearly's company culture and embodying our core values.
• • Lead the hiring, onboarding, training, and coaching of a team of SDRs. This includes establishing clear ramp plans, defining Key Performance Indicators (KPIs), and fostering a performance culture grounded in accountability, continuous development, and success.
• • Drive cross-functional initiatives, collaborating effectively with Sales, Marketing, Product, and Operations teams to achieve shared objectives.