Documo - Sales Development (SDR) Manager
Requirements
• Program Leadership & Build • Lead, manage, and scale Documo’s sales development function • Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes • Design outbound campaigns across cold calling, email, social selling, and events • Select, configure, and drive adoption of the SDR tech stack, including Salesforce • Document the program in a repeatable SDR playbook that scales as the team grows • Pipeline Targets • Guide SDRs to consistently exceed performance targets • Own metrics for activity, meetings booked, opportunity conversion, and pipeline generation • Report pipeline metrics, conversion rates, and coaching progress to executive leadership • Coaching, Training & Enablement • Coach reps on account research, messaging, prospecting calls, and objection handling • Put the Documo Sales Playbook and ICP Persona Playbooks into practice • Run call reviews, email reviews, and roleplays that give reps specific, actionable feedback • Assess each rep’s strengths and gaps and build individual development plans • Motivate through skill-building and understanding rather than pressure • Partner with Enablement and Product Marketing to make sure reps know the product and value proposition well • What you get • The flexibility to work remotely, alongside people who love what they do • A ground-floor opportunity to build Documo’s SDR program and shape how we generate pipeline • A chance to be part of a company using AI to help healthcare run more efficiently, which leads to better patient care and outcomes • A career in the fast-growing health-tech SaaS space • Proven background in B2B SaaS sales development, both as an SDR and as an SDR manager • Track record of hitting team pipeline targets • Strong grasp of sales methodologies (e.g., Challenger, MEDDIC) and experience coaching early-career reps • Passionate about coaching, mentoring, and developing sales talent • Highly organized, with a disciplined approach to onboarding and training cadences • Hands-on leader who joins calls, reviews recordings, and gives real-time feedback • Data-driven, using Salesforce and sales engagement metrics as coaching inputs • Thrives working independently in a fast-paced, fully remote environment • Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus
Benefits
• Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match. • Annual bonus program based on role and company performance. • Annual performance reviews with merit increases. • In-person company kick-off to connect, collaborate, and celebrate. • Equity opportunities to grow with us. • Flexible remote work that fits your life, plus flexible paid time off. • Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP). • Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture.
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