SDR Manager
Job description
About the role
The SDR Manager is responsible for designing, launching, and optimizing the outbound engine that fuels Campfire's commercial growth. This leader translates the strategic vision of the business into a repeatable, scalable sales development process managed by a team of specialized sellers. They set the cadence, methodology, and standards that turn inbound interest into a predictable pipeline of qualified meetings for the Account Executive team. The manager owns the end-to-end performance of the SDR function, focusing on quality coaching, data integrity, and continuous improvement of playbooks. They act as the bridge between strategic demand generation and the revenue execution required by finance stakeholders. Success in this role is defined by the ability to build a high-performing, scalable SDR organization that consistently feeds the funnel. The manager will champion best practices in outbound engagement while ensuring every interaction reflects the precision and rigor expected in a finance-focused environment.
Key facts
What you'll do
Orchestrate the end-to-end SDR workflow, from target account identification and initial outreach to meeting qualification and handoff.
Design and deploy structured outbound campaigns that align with the buying committee, using insights from finance and stakeholder interviews.
Build and coach a team of finance-focused SDRs, emphasizing mastery of outbound fundamentals and consultative discovery techniques.
Leverage modern sales engagement platforms such as Salesforce, HubSpot, Outreach, Salesloft, Apollo, ZoomInfo, and LinkedIn Sales Navigator to scale prospecting efforts.
Establish and manage key performance indicators, including pipeline creation, meeting velocity, and contact-to-conversion rates, using verified funnel metrics.
Analyze performance data to identify bottlenecks in sequences, rep productivity, and messaging effectiveness, then implement data-driven optimizations.
Partner with finance, FP&A, and controllers to ensure alignment between sales activities, forecasts, budgets, and auditability requirements.
Champion a culture of precision, compliance, and process adherence, ensuring all activities meet the standards of tight financial cycles and reporting.
Drive continuous improvement by testing new messaging, channels, and frameworks, translating learnings into playbooks for the broader organization.
Act as the primary point of escalation for complex prospects, ensuring finance-focused sellers have the context and assets needed to succeed in later stages.
Define and document standard operating procedures, enabling the SDR function to scale efficiently without dependency on a single individual.
Evaluate and integrate new sales technologies and data sources to maintain a best-in-class prospecting and qualification infrastructure.
Foster collaboration between SDRs and cross-functional partners, including product, operations, and leadership, to refine targeting and messaging.
Provide transparent reporting and insights to executive stakeholders, highlighting trends, risks, and opportunities within the pipeline.
Champion an environment where curiosity about how finance teams operate drives better business outcomes and stronger stakeholder relationships.
Requirements
Candidates must hold a Bachelor's Degree as a minimum educational requirement for this position.
You must have at least one year of relevant professional experience, demonstrating a track record in sales or business development.
Prior experience as an SDR or AE is required before advancing into management; this is a non-negotiable prerequisite.
You must demonstrate the ability to build or scale pipeline in a B2B SaaS environment, with proven results in growing qualified opportunities.
Finance, fintech, or experience working within a CFO office is strongly preferred and will be evaluated as a core differentiator.
Mastery of outbound fundamentals, including cold outreach, follow-up, and objection handling, must be evident in your background.
Proficiency with modern prospecting and sales engagement tools such as Salesforce, HubSpot, Outreach, Salesloft, Apollo, ZoomInfo, and LinkedIn Sales Navigator is required.
You must exhibit data fluency, using quantitative insights from funnel metrics to diagnose issues and drive decision-making.
Comfort operating in a fast-moving, high-growth startup environment is essential, particularly when helping to define process rather than only executing it.
Excellent verbal and written communication skills are mandatory, along with a genuine curiosity about how finance teams operate and make decisions.
Nice to have
Experience managing a team of SDRs or BDRs in a SaaS environment.
Background in finance, accounting, or corporate finance domains such as FP&A, Controlling, or Finance Operations.
Familiarity with financial reporting cycles, month-end close processes, and audit readiness requirements.
Knowledge of CRM best practices, sales analytics, and data governance in regulated industries.
Experience with coaching and developing sellers, including training on outbound techniques and CRM discipline.
Understanding of compliance and controls within finance-driven sales organizations.
Practical notes
The team operates within the Sales department.
Experience expectation is 1+ years.
Education requirement is a Degree.
Typical interview steps
Finance interviews usually include technical questions on accounting or modeling, a case study, and behavioral rounds. Candidates may be asked to build a forecast or explain a variance. Spreadsheet skills are tested in most loops. Accuracy and clear explanations matter. Interviewers may give a real dataset and ask for a quick analysis. Showing your work and explaining assumptions matters as much as the final number.
Good to know
Roles in this field often involve owning the full sales funnel from lead generation to handoff.
Modern sales teams rely heavily on CRM and sales engagement platforms for forecasting and pipeline management.
Coaching and data analysis are core skills for growth in B2B SaaS sales management.
Questions to ask
Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works.
Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable.
Questions about the manager's priorities are especially valued.
Career growth
Finance careers move from analyst to senior analyst, manager, and controller or FP&A director levels.
Some people earn certifications such as CPA or CFA.
Cross-functional work with operations and leadership grows with seniority.
Finance careers reward precision early and business partnership later.
Learning the operations of the company beyond the numbers accelerates growth.
About the company
A Campfire is a fire at a campsite that provides light, warmth, and heat for cooking. It can also serve as a beacon and an insect and predator deterrent. Established campgrounds often provide a stone or steel fire ring for safety.