Manager, Sales Development

About the role

Join Brex as a Manager, Sales Development and take ownership of building, leading, and mentoring a high-performing SDR team that drives outbound prospecting and pipeline generation for the company's intelligent finance platform. You will be responsible for shaping the sales development motion, optimizing team performance, and setting the standard for excellence in quota attainment and data-driven decision-making. This role requires innovation in testing new strategies, cross-functional collaboration with marketing and sales leadership, and hands-on mentorship to unlock individual and team potential. You will partner closely with executives and Sales leaders to evolve Brex's go-to-market motion while maintaining a focus on process rigor, reporting accuracy, and an inclusive, high-energy team environment.

Key facts

What you'll do

Lead and mentor an SDR team to achieve monthly and quarterly quota through structured coaching, performance analysis, and consistent execution of Brex's sales methodology.

Recruit, hire, onboard, and ramp SDRs effectively to drive early success in role by implementing a repeatable process that accelerates time-to-productivity.

Provide regular coaching, feedback, and professional development while prioritizing and maintaining an inclusive, engaged team environment that supports high performance and collaboration.

Report on individual and team-level performance to senior leadership, identifying strengths, gaps, and opportunities for improvement using clear metrics and actionable insights.

Maintain daily activity goals and weekly, monthly, and quarterly reporting for various business stakeholders, ensuring adherence to the SDR Playbook and enforcing rules of engagement across all outbound channels.

Partner with marketing to improve lead scoring and SDR/demand generation processes by providing regular, actionable feedback based on field intelligence and conversion data.

Partner with sales training to enhance team prospecting skills, objection handling, and product knowledge through structured learning programs and role-specific development plans.

Partner with Sales to refine AE:SDR partnership and prospecting plans, aligning on target accounts, messaging, and handoff criteria to maximize pipeline quality and conversion.

Leverage expert-level proficiency in outbound sales tools such as LinkedIn, Outreach, SalesNav, ZoomInfo, and SFDC to design and scale efficient prospecting workflows.

Champion a culture of testing, iteration, and innovation within the SDR function by experimenting with new outreach formats, sequencing, and cadences to improve response and conversion rates.

Requirements

1+ years of SDR management experience with a consistent record of quota attainment and demonstrated ability to lead a team in a fast-paced sales environment.

1+ years of quota-carrying sales experience, whether as an SDR or in a full-cycle sales role, with a track record of achieving or exceeding targets.

Strong expertise in outbound sales, primarily through email, phone, and social selling, including crafting compelling messages and managing multi-touch conversations.

Full ability to operate at all levels within the organization, with a willingness to get in the trenches through cold calling, writing email copy, and actively participating in sales outreach alongside the team.

Expert-level capability to partner with marketing and AE counterparts to plan and execute multi-touch, multi-channel campaigns that align with Brex's go-to-market strategy.

Expertise in using LinkedIn, Outreach, SalesNav, ZoomInfo, and SFDC to manage pipelines, track activities, and generate insights that drive process improvements.

Commitment to maintaining an inclusive, high-performing team culture where feedback is direct, data-informed, and focused on continuous improvement and growth.

Adherence to Brex's sales processes, playbooks, and reporting standards to ensure consistency, transparency, and alignment across the Sales Development organization.