Manager, Sales Development

About the role

Sanity is actively seeking a proactive and strategic leader to assume ownership of our Sales Development team, with a primary focus on elevating our outbound pipeline generation capabilities. The successful candidate will be instrumental in architecting and executing a go-to-market strategy that specifically targets technical and business decision-makers to fuel sustainable growth. You will own the end-to-end process of identifying, engaging, and qualifying high-intent prospects, ensuring a robust and healthy sales pipeline. This role demands a leader who is deeply committed to building a high-performing, data-driven SDR organization that thrives on execution and accountability. You will work closely with marketing and product teams to align messaging and initiatives, ensuring that our outbound efforts are cohesive and targeted. Your influence will be directly felt in the activation of product-led growth motions, where you will leverage our platform to drive initial engagement and conversion. Ultimately, you will be the chief architect of our outbound engine, shaping how we communicate value and establish Sanity as the essential content infrastructure platform.

What you'll do

• Own the development, execution, and optimization of outbound sales motions designed to generate high-quality pipeline targeted at technical and business audiences.
• Architect and lead a high-performing SDR team by setting clear quotas, performance metrics, and playbooks that drive predictable revenue growth.
• Create tailored messaging and outreach sequences that resonate specifically with technical buyers, including digital experience teams and product managers.
• Leverage product-led growth (PLG) funnels to drive outbound engagement and activation, converting free users into paid customers through data-driven strategies.
• Analyze campaign performance metrics rigorously to iterate quickly on strategies that yield the highest return on investment.
• Act as the strategic bridge between product value propositions and customer pain points to ensure messaging cuts through market noise.
• Coach, mentor, and develop SDR team members through hands-on guidance, celebrating wins and dissecting losses to foster continuous improvement.
• Collaborate closely with marketing and product teams to align initiatives, feedback loops, and go-to-market cohesion.
• Utilize CRM and sales tracking tools such as Salesforce to maintain accurate pipeline visibility and forecasting.
• Implement automation and communication workflows using tools like Outreach to scale personalized engagement with prospects.

Requirements

• A minimum of 3 years of experience in Sales Development, demonstrating a solid understanding of the field.
• At least 1 year of experience in a leadership role within a product-led growth (PLG) or developer-centric SaaS environment.
• Proven track record of successfully scaling SDR teams in rapidly growing companies.
• Exceptional ability to create tailored messaging that resonates with technical buyers.
• Familiarity with leveraging product-led funnels to drive outbound engagement and activation.
• Strong analytical skills to interpret data and make informed decisions that drive team performance.

Nice to have

• Previous experience in selling developer tools, content infrastructure solutions, or content management systems (CMS).
• Background working with key personas such as digital experience teams or product managers, enhancing your understanding of their needs and challenges.
• Knowledge of industry trends and best practices in sales development and lead generation.

Skills & tools

• Proficiency in Salesforce for customer relationship management and sales tracking.
• Experience with Outreach for managing and automating communication with prospects.
• Familiarity with LinkedIn Sales Navigator for identifying and connecting with potential leads.
• Knowledge of Common Room for community engagement and insights.

Practical notes

• Sanity offers a comprehensive benefits package that includes health plans and various perks to support employee well-being.
• The company promotes a flexible and trust-based work environment, emphasizing the importance of work-life balance for all employees.
• Sanity is committed to fostering an inclusive workplace and is proud to be an equal opportunity employer, welcoming diverse perspectives and backgrounds.
• This position is fully remote, allowing you to work from anywhere in the United States, providing flexibility and convenience.
• The role offers a competitive salary that reflects your experience and location, along with stock options to share in the company's success.
• Join us at Sanity and be part of a dynamic team that is shaping the future of content management and digital experiences.