Sales Development Manager
Job description
About the role
This position owns the complete SDR motion, converting conversations into booked revenue. You will execute precise playbooks and apply sharp judgment to expand pipeline daily. You act as the primary architect of outbound engagement, shaping how prospects perceive Cresta from the first interaction. You leverage deep strategic thinking to identify signals within complex accounts and surface opportunities that others might overlook. Your decisions directly influence the quality of the sales pipeline and the predictability of the revenue stream. You are expected to operate with a high degree of ownership, treating every call and every interaction as a step toward a closed deal. You will serve as the critical link between marketing intent and sales execution, ensuring that the narrative remains consistent across every touchpoint.
Key facts
What you'll do
- Orchestrating intake conversations to define ideal customer profile signals and prioritize accounts based on urgency and fit.
- Designing outbound cadences and testing messages iteratively to ensure channels consistently generate qualified pipeline.
- Coaching SDRs with targeted feedback to elevate call quality, refine messaging, and improve conversion rates across the team.
- Reviewing call artifacts and funnel metrics to identify leakage, diagnose root causes, and refine subsequent actions for improvement.
- Creating enablement assets and battlecards that accelerate outreach, equip sellers with clear narratives, and reduce ramp time for new hires.
- Partnering with Marketing, RevOps, and AEs to align on ICP definition, messaging architecture, and seamless handoff procedures.
- Maintaining data hygiene in systems rigorously so that forecasts, dashboards, and insights accurately reflect the current reality of the business.
- Championing guardrails for SLA adherence to keep daily targets on track and ensure responsiveness across all engagement streams.
- Executing multichannel outreach sequences that balance persistence with relevance, optimizing touchpoints for maximum engagement.
- Analyzing competitive responses and market feedback to adjust positioning and ensure the value proposition remains sharp and compelling.
- Collaborating with product teams to relay insights from the field, helping to shape features and solutions that address real customer pain.
- Driving experiments in new channels and formats, measuring impact, and scaling what works while retiring what does not.
- Acting as a mentor to junior SDRs, sharing playbooks, best practices, and tactical tips that accelerate their path to proficiency.
- Ensuring compliance with industry standards and internal policies while maintaining a high-trust, high-performance culture within the sales operation.
Requirements
You must possess two or more years of sales or SDR leadership experience in a high-growth technology environment that demands rapid adaptation and strong execution. You are based in the San Francisco Bay Area and can commute to the office three days per week to maintain close collaboration with cross-functional partners. You demonstrate deep proficiency with Gong, LinkedIn Sales Nav, 6sense, and Zoominfo, leveraging these tools to extract insights and drive decision-making. You have executed multichannel outbound strategies and iterated on playbooks with measurable success, showing clear evidence of methodology and results. You have a consistent record of exceeding quotas while leading a team and performing as an individual contributor, proving you can thrive in both management and hands-on roles. You manage pipeline goals and forecasts with strong analytical discipline, using data to guide priorities and validate assumptions. You collaborate closely with AEs, Marketing, and RevOps on ICP, messaging, and process alignment to ensure cohesion across the revenue engine. You communicate clearly and persuasively, able to articulate complex ideas simply and inspire action among peers and stakeholders. You are comfortable operating in ambiguity, navigating shifting priorities, and maintaining focus on outcomes in a fast-paced, high-growth setting. You take ownership of your work, demonstrating integrity, resilience, and a commitment to continuous improvement in every initiative you own.
Nice to have
None specified.
Practical notes
Perks and Benefits
Cresta offers a range of medical, dental, and vision plans designed to fit you and your family's needs.
Flexible vacation time promotes a healthy work-life blend.
Paid parental leave supports you and your family.
Monthly Gym and Phone allowance.
Work from home office stipend to help you succeed in a remote environment.
Lunches and dinners included for in-office employees via Grubhub.
Compensation at Cresta
Cresta's approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table.
The posted salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family.
This role is variable target compensation eligible. There is potential to exceed target earnings when goals are surpassed.
OTE Range
$142,000 to $190,000 + equity
Recruitment Communication
We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Cresta recruiting email communications will always come from the @cresta.ai domain. Any outreach claiming to be from Cresta via other sources should be ignored. If you are uncertain whether you have been contacted by an official Cresta employee, reach out to recruiting@cresta.ai.
What you'll do
- Meet the bar About the company
Save money, increase revenue, and build customer loyalty with the only unified platform for human and AI agents that transforms every customer experience.