Senior Manager, Sales Development

About the role

This leadership position focuses on generating initial sales interest and developing early-stage deals. You will guide a team that creates new business opportunities and supports their progression. The role involves strategic planning for pipeline growth and coaching both new and experienced sales talent.

Key facts

What you'll do

• Lead and develop a high-performing team of Sales Development Representatives (SDRs) and Inside Sales Representatives (ISRs) across Australia and New Zealand.
• Create and implement strategies for generating sales pipeline, increasing meeting volumes, creating opportunities, and contributing to closed revenue.
• Collaborate with senior field sales leaders in ANZ to align SDR/ISR activities with account coverage and sales priorities.
• Oversee and expand the ISR pilot program, coaching representatives as they transition from SDR tasks to managing opportunities through negotiation.
• Utilize data and performance metrics to enhance pipeline contributions, opportunity progression, and overall team effectiveness.
• Work with Ailie Patten to evolve the ANZ SDR/ISR function as the team grows and the pilot program matures.
• Contribute to the broader APJ SDR/ISR strategy and share effective practices across the region.

Requirements

• 5 or more years of experience leading sales development or inside sales within a technology company.
• A proven history of creating and executing outbound pipeline generation strategies, beyond just managing activity or inbound leads.
• Experience working with or alongside enterprise field sales teams in ANZ or the wider APAC market.
• Strong coaching abilities for both early-career SDR talent and inside sellers who manage opportunities to close.
• Confidence in interacting with senior stakeholders and influencing the ANZ business.
• A genuine, long-term commitment to SDR and ISR leadership as a career path, not as a stepping stone to a quota-carrying field sales role.
• Familiarity with enterprise pipeline metrics, including pipeline contribution, closed-won rates by segment, and opportunity stage management.

Nice to have

• Experience managing a combined SDR and ISR function.
• A background in field sales that enhances credibility in coaching pipeline and opportunity management.
• Exposure to enterprise SaaS, cloud infrastructure, or data platform sales processes.
• Experience expanding a team during a growth period.

Skills & tools

• Sales Development
• Inside Sales
• Pipeline Generation
• Coaching
• Data Analysis

Practical notes

The ANZ team has consistently exceeded targets, often reaching 200-250% of goals. Snowflake is investing in ANZ growth, offering this role a chance to shape the SDR and ISR functions as they expand. This is an opportunity to lead a successful team, build a more strategic pipeline engine, and help define how Snowflake develops SDR and ISR talent in ANZ and across APJ.