Senior Manager, Sales Development
Location: Boston Seaport, Massachusetts | Hybrid (3 days onsite)
Reports to: Director, Sales Development
Role overview
Nasuni is seeking a Senior Manager, Sales Development to lead approximately 10–11 Sales Development Representatives (SDRs) focused on generating high-quality pipeline for our core enterprise platform. As our sales development organization grows, you will own your team’s performance, hiring, onboarding, coaching, and operating model.
This role is suited to an experienced B2B SaaS people leader who has scaled SDR performance, developed talent, and improved pipeline conversion. You will balance hands-on coaching with building repeatable processes that enable predictable results.
Role scope and leadership
Reporting to the Director, Sales Development, you will independently manage team priorities, coaching practices, performance reviews, and execution against pipeline goals. You will recommend hiring and capacity plans, establish measurable operating standards, and partner with Sales, Marketing, Revenue Operations, and Enablement to improve qualified pipeline generation.
Key responsibilities
Pipeline generation and performance
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Own team-sourced qualified pipeline targets, forecasts, and conversion quality from meetings through sales-accepted leads (SALs), sales-qualified leads (SQLs), and opportunities.
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Establish reporting cadences, identify funnel risks, and implement improvements to pipeline predictability and sales handoff quality.
People leadership and talent development
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Lead hiring, onboarding, coaching, and performance management for approximately 10–11 SDRs as the broader organization scales.
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Establish consistent coaching standards through structured one-on-ones, call reviews, skill assessments, actionable feedback, and individualized development plans.
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Build and refine 30-, 60-, and 90-day onboarding programs; monitor time to productivity and develop talent for future sales opportunities.
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Foster a culture of accountability, collaboration, trust, continuous learning, and high performance.
Sales development operations and innovation
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Develop scalable prospecting playbooks, outreach sequences, account prioritization practices, and inbound/outbound workflows.
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Use Salesforce reporting and funnel analytics to improve forecast accuracy, diagnose conversion gaps, and strengthen operational execution.
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Evaluate AI-assisted prospect research, outreach preparation, coaching insights, and reporting workflows, with appropriate human validation and data protection.
Cross-functional leadership
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Partner with Account Executives, Sales Leadership, Marketing, Product Marketing, and RevOps to improve lead quality, messaging, territory alignment, and campaign execution.
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Communicate performance insights, operational risks, and actionable recommendations to sales leadership.
Expected outcomes and impact
Success means more predictable qualified pipeline, stronger conversion quality, faster new-hire ramp, consistent coaching effectiveness, reliable reporting, and a stronger bench of future sales talent.
Qualifications
Must-have
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5+ years of experience directly managing and developing sales teams, including SDR/BDR leadership, preferably within B2B SaaS.
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Demonstrated ownership of pipeline generation targets, forecasting, funnel metrics, and conversion improvements.
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Proven experience building repeatable hiring, onboarding, coaching, and performance-management practices with measurable results.
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Strong Salesforce reporting, analytical decision-making, and cross-functional leadership skills.
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Ability to apply or evaluate AI-enabled workflows responsibly, with appropriate validation, judgment, and protection of sensitive information.
Preferred
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Experience leading larger SDR teams through growth or operational change.
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Experience with both inbound and outbound enterprise prospecting and sales engagement platforms.
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Familiarity with cloud infrastructure, enterprise storage, cybersecurity, or complex technical SaaS offerings.
Ideal differentiators
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A record of improving qualified pipeline and ramp productivity while developing SDRs into future sales roles.
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Experience implementing reusable analytics or AI-assisted workflows that improve team performance.
Experience guidelines
Typically 7+ years in B2B SaaS sales development or related pipeline-generating functions, including substantial direct people leadership. Demonstrated scope, ownership, and results matter more than previous job titles.
About Nasuni
Nasuni is the unstructured data foundation for enterprise teams—and the AI that supports them. We manage, protect, and activate the world’s unstructured data so organizations can work smarter, spend wisely, and create safely without limits.
As a Vista-backed SaaS data infrastructure company, Nasuni is advancing an AI-ready platform that helps enterprises modernize file infrastructure, strengthen resilience, and unlock trusted data for intelligent automation and global collaboration.
Join our Boston Seaport team and help shape a critical engine of enterprise growth. You will have meaningful ownership of SDR performance and development while collaborating across Sales, Marketing, and Revenue Operations.
Our hybrid environment brings teams together in person three days a week to collaborate, coach, and continuously improve. Guided by our leadership principles—Unify to Win, Innovate to Lead, and Level Up to Scale—we are building a culture of customer focus, practical innovation, and continuous learning.
