Job Overview
Location
Denver, CO
Job Type
Full-time
Category
Software Engineering
Date Posted
June 19, 2026
Full Job Description
đź“‹ Description
- • Lead and scale a high-performing Sales Development team focused on generating qualified pipeline for SugarAI’s AI-driven CRM platform.
- • Design, implement, and optimize sales development processes that align with the buyer’s journey and leverage AI-powered insights to prioritize outreach.
- • Recruit, hire, train, and mentor a team of Sales Development Representatives (SDRs), ensuring consistent performance and career growth.
- • Set clear, measurable goals for the team including call volume, email cadence, meeting conversion rates, and pipeline generated per rep.
- • Collaborate closely with Marketing to align lead generation strategies with campaign performance and messaging.
- • Work directly with Account Executives to ensure seamless handoff of qualified opportunities and gather feedback to refine targeting and messaging.
- • Analyze sales data and rep activity to identify bottlenecks, improve conversion rates, and adjust strategies in real time.
- • Utilize CRM tools (including SugarCRM) to track team performance, monitor activity metrics, and ensure accurate forecasting.
- • Develop and maintain scalable playbooks for outbound prospecting, objection handling, and follow-up sequences tailored to enterprise buyer personas.
- • Drive adoption of best practices in cold outreach, LinkedIn engagement, and multi-channel communication across the SDR team.
- • Partner with Product and Customer Success teams to understand product differentiators and translate them into compelling sales narratives.
- • Represent the Sales Development function in cross-functional meetings, advocating for resources, tools, and process improvements that enhance team effectiveness.
- • Maintain compliance with data privacy regulations and company policies in all prospecting activities.
- • Regularly report on team KPIs to Sales Leadership, providing insights and recommendations to drive revenue growth.
- • Foster a culture of accountability, continuous learning, and collaboration within the Sales Development team.
- • Adapt quickly to evolving product features, market conditions, and competitive dynamics to keep outreach strategies relevant and effective.
- • Travel occasionally to company events, team offsites, or customer meetings as needed to support team alignment and engagement.
🎯 Requirements
- • Minimum of 5 years of experience in sales development, business development, or inside sales, with at least 2 years managing a team of SDRs or similar roles.
- • Proven track record of building and scaling high-performing sales development teams that consistently exceed pipeline targets.
- • Deep familiarity with CRM platforms, particularly SugarCRM or similar enterprise systems, and proficiency in using CRM data to drive team performance.
- • Strong understanding of B2B SaaS sales cycles, especially in AI-driven or enterprise software markets.
- • Experience using sales enablement and outreach tools such as Outreach, SalesLoft, LinkedIn Sales Navigator, or HubSpot.
- • Excellent communication, coaching, and leadership skills with a demonstrated ability to motivate and develop junior sales talent.
🏖️ Benefits
- • Competitive base salary with uncapped commission structure tied to team and company performance.
- • Comprehensive health, dental, and vision insurance coverage.
- • 401(k) plan with company matching contribution.
- • Unlimited PTO policy with mandatory minimum usage to encourage work-life balance.
- • Flexible work arrangements including hybrid options for Denver-based employees.
- • Professional development stipend for courses, certifications, and conferences.
Skills & Technologies
See exactly how your profile matches this role — strengths, skill gaps, and what to do about them.
About SugarCRM Inc.
SugarCRM Inc. provides an open-source customer relationship management platform enabling sales, marketing and support teams to manage leads, opportunities, accounts and service cases. Founded in 2004, the Cupertino, California company offers cloud and on-premise editions, workflow automation, AI-driven predictive insights and extensive APIs for integration. Its software serves mid-market to enterprise organizations worldwide across manufacturing, financial services, healthcare and technology sectors.
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