Senior Manager, Sales Development

What you'll do

As a Senior Manager, Sales Development, you'll lead a team of Sales Development Managers responsible for driving outbound pipeline generation across segments. In this second-line leadership role, you'll develop high-performing managers, scale the SDR organization, and ensure consistent pipeline delivery through strong operational rigor, coaching, and strategic alignment with Sales and Marketing leadership. Success is measured by your ability to build strong managers, grow talent pipelines, and drive performance through your team.

Where you'll work

This role will be based in one of our Brex offices — San Francisco, Seattle, New York, Vancouver, or Salt Lake City. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work.

Responsibilities

• Lead and Develop SDR Managers: Manage and coach a team of SDR Managers, developing them into strong people leaders through regular feedback and career development. Foster a high-accountability culture focused on performance, coaching excellence, and continuous improvement.
• Drive Pipeline Performance: Own pipeline generation targets across multiple SDR teams and segments. Identify performance gaps, implement improvement strategies, and maintain visibility into team performance through data and operational reviews.
• Build and Scale the SDR Organization: Partner with leadership to define outbound strategy and scale SDR programs across segments. Improve prospecting strategies, messaging frameworks, and qualification standards to drive pipeline quality and conversion.
• Cross-Functional Leadership: Collaborate with Sales, Marketing, RevOps, and Enablement to align on opportunity quality, territory strategy, lead scoring, and SDR onboarding and training programs.
• Talent Development and Hiring: Hire and develop SDR Managers and support their hiring of top SDR talent. Build strong internal promotion pathways from SDR → AE and SDR → leadership, with consistent coaching and performance management standards.

Requirements

• 3+ years of experience in B2B SaaS sales development or pipeline generation
• Experience managing managers or leading multi-team sales development organizations
• Proven track record of driving outbound pipeline in a high-growth sales organization
• Strong leadership skills with demonstrated success developing and coaching managers
• Experience operating in a data-driven environment and managing performance through metrics
• Ability to influence and partner cross-functionally with Sales, Marketing, and Operations leadership
• Experience scaling outbound prospecting programs across multiple segments

Bonus Points

• Experience leading second-line SDR teams at a high-growth SaaS company
• Experience selling into finance, HR, or procurement leaders
• Experience scaling outbound strategy in enterprise and mid-market segments
• Closing or full-cycle sales experience

Compensation

The expected OTE range for this role is $226,000 - $282,500. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.