Sr. Manager, Sales Development

About the Role

Tebra is rebuilding its outbound sales engine, and the Sr. Manager, Sales Development will be a cornerstone of that transformation. This role goes far beyond monitoring activity dashboards. You will lead, coach, and develop the SDR team while also interpreting performance data, identifying patterns, and bringing forward solutions that shape how outbound operates.

You will be responsible for creating structure where it does not yet exist, setting clear expectations, and holding the team accountable to a professional, disciplined outbound motion. At the same time, you will partner closely with Outbound Sales leadership, Operations, Enablement, and Marketing to experiment with campaigns, refine targeting, and continuously improve execution.

This role is ideal for a senior leader who can balance tactical ownership with strategic impact. Someone who can coach day to day execution, diagnose funnel health, translate metrics into decisions, and help define what "great" looks like as Tebra builds a scalable outbound function for the future.

Your Area of Focus

• SDR Strategy & Program Ownership: Own the design and execution of Tebra’s outbound SDR strategy, including target audiences, activity standards, pipeline contribution goals, and performance expectations aligned to broader outbound objectives.

• Team Leadership & Hiring: Build and lead a high-performing SDR organization through hiring, onboarding, coaching, and performance management. Set the bar for what "great" looks like and make decisive talent decisions to ensure team health and productivity.

• Pipeline Generation & Forecasting: Ensure the SDR team delivers consistent, measurable pipeline contribution to Outbound AEs. Partner with Sales Leadership and Operations to forecast pipeline coverage and identify leading indicators of success.

• Performance Management & Accountability: Establish clear activity, quality, and conversion benchmarks. Run weekly performance reviews, enforce standards, and proactively address underperformance through structured coaching or formal performance intervention.

• Process, Playbooks & Enablement: Develop and maintain SDR playbooks, SOPs, call frameworks, and sequencing standards in partnership with Enablement and Operations. Ensure consistency, repeatability, and scalability as the team grows.

• Cross-Functional Leadership: Partner closely with Outbound Sales Leadership, Sales Operations, Enablement, and Marketing to ensure alignment on targets, tools, reporting, and execution. Act as the single point of ownership for SDR execution.

• Technology & Tooling Adoption: Ensure effective use of Salesforce, Outreach, data providers, and reporting dashboards. Drive adoption, enforce data hygiene, and use insights to improve productivity and outcomes.

Your Professional Qualifications

• 5+ years of sales experience, preferably in a high velocity SaaS, healthcare, or technology-related environment, with 3+ years in a senior leadership or manager-of-managers role

• Proven experience building, scaling, or transforming SDR teams in high-growth SaaS or complex sales environments

• Proven success in outbound sales, with experience in prospecting, cold calling, and closing deals. Demonstrated success driving predictable pipeline outcomes tied to revenue targets

• Strong understanding of sales methodologies and pipeline management

• Strong operational and analytical mindset with the ability to diagnose funnel issues and implement corrective action

• Experience hiring and developing SDR talent

• Proficiency with CRM & sales engagement tools, particularly Salesforce and Outreach

• A self-starter with a growth mindset and eagerness to learn and improve

• An ability to thrive in a fast-paced environment