Manager, sales development

📋 Description

• • Watershed Technology, Inc. is at the forefront of enterprise sustainability, providing a leading platform for companies to manage climate and ESG data, generate crucial audit-ready metrics for both voluntary and regulatory reporting (including CSRD), and drive tangible decarbonization efforts. We empower industry giants like Airbnb, Carlyle Group, FedEx, Visa, and Dr. Martens to navigate the complexities of sustainability reporting and action. We are actively seeking passionate individuals who thrive on building innovative products, are driven by a mission-oriented startup environment, and are eager to contribute to shaping the culture of our rapidly growing team.
• • Our global presence spans offices in San Francisco, New York, Denver, London, Paris, Berlin, Sydney, and Mexico City, complemented by a robust network of remote team members across the US and Europe. We are excited about the prospect of you joining our dynamic team and contributing to our impactful mission.
• • As a Manager, Sales Development, you will be instrumental in leading a dedicated team of Sales Development Representatives (SDRs) whose primary focus is to generate a robust pipeline of qualified opportunities for our North American sales organization. This leadership role encompasses the day-to-day management of your team, including providing expert coaching, orchestrating effective pipeline generation plays, upholding a high standard of execution, spearheading recruitment efforts, and establishing the foundational systems and processes that ensure your team's consistent and exceptional productivity.
• • This is a hands-on leadership position, far removed from a "manage from a dashboard" approach. You will be deeply involved "in the trenches" with your SDRs, actively participating in call listening sessions, collaboratively workshopping messaging strategies, and providing direct support to help them successfully penetrate complex enterprise accounts. Furthermore, you will foster close partnerships with Account Executives (AEs), marketing teams, and revenue operations to guarantee that the pipeline generated by your team is of the highest quality and strategically positioned for successful conversion into new business.
• • The ideal candidate for this role is a natural coach and a dedicated builder. You derive energy from developing individual talent, possess an unwavering focus on pipeline quality over superficial vanity metrics, and are eager to be an integral part of a team that is defining what world-class pipeline generation looks like within a category-defining climate tech company. Your leadership will be crucial in driving growth and impact.
• • Key Responsibilities:
• • Provide inspirational leadership, expert coaching, and dedicated development for a team of SDRs tasked with building the critical pipeline that fuels Watershed’s sustained growth.
• • Take full ownership of your team's pipeline generation targets, driving consistent and high-impact execution against ambitious weekly, monthly, and quarterly goals.
• • Design, build, and continuously refine sophisticated outbound prospecting strategies, multi-touch sequences, and targeted plays specifically tailored for enterprise and strategic account engagement.
• • Conduct highly effective one-on-one meetings, dynamic team meetings, targeted training sessions, and insightful pipeline reviews, all aimed at measurably improving individual rep performance week over week.
• • Cultivate strong, collaborative partnerships with AEs and Sales Managers to ensure seamless SDR-AE alignment on account strategy, lead quality standards, and efficient handoff processes.
• • Diligently analyze pipeline data and performance metrics to identify successful strategies, diagnose areas for improvement, and implement swift, data-driven adjustments to optimize outcomes.
• • Proactively hire and effectively onboard new SDRs as the team expands, consistently raising the talent bar with each strategic hire.
• • Foster cross-functional collaboration with marketing, sales operations, and enablement teams to enhance lead flow, refine messaging effectiveness, and optimize sales tooling.
• • Bring a proactive and curious mindset to exploring how Artificial Intelligence (AI) and emerging technologies can be leveraged to enhance your team's speed, precision, and overall effectiveness.
• • Success Metrics:
• • Within your initial 90 days, you will establish a comprehensive understanding of your team's collective strengths and individual development gaps, implement tailored coaching plans for each rep, and formulate a clear strategic point of view on necessary changes to accelerate pipeline generation.
• • By the six-month mark, your team will be operating with a high degree of consistency in weekly execution, utilizing well-defined playbooks, and demonstrating a proven track record of delivering qualified pipeline that reliably converts into new customer acquisitions.