hightouch-inc - Sales Development Enablement Program Manager
Requirements
• 5+ years of relevant experience in Enablement, GTM Program Management, Sales Operations, or RevOps, including firsthand experience as an SDR or SDR team lead. • A strong understanding of the top-of-funnel motion and how targeting, activity, messaging, qualification, and conversion work together to generate pipeline. • Fluency in SDR funnel metrics, with the ability to diagnose root causes, distinguish symptoms from underlying problems, and recommend where to focus. • A track record of translating performance insights into programs or process changes that produce measurable business outcomes. • Experience building and scaling programs across onboarding, ramp, ongoing development, or sales process improvement. • The ability to influence SDR leaders and frontline managers, drive adoption across teams you don't directly manage, and challenge assumptions with data. • Strong program management skills, with the ability to prioritize competing initiatives, align stakeholders, and drive execution from diagnosis through measurable results. • A bias toward action and iteration. You can build structure where little exists, make decisions with imperfect data, and adjust quickly as performance and business priorities change. • Experience in B2B SaaS, ideally selling to data, marketing, or analytics buyers. • Experience with sales engagement and dialing tools such as Nooks, Outreach, or Salesloft, and with Gong. • Exposure to MEDDPICC or a similar qualification framework. • Experience building or scaling an SDR program through rapid headcount growth. • Experience running experiments (A/B tests on sequences, messaging, or targeting) and reading the results with rigor.
Responsibilities
• Own SDR enablement strategy and performance with accountability for improving ramp, conversion, and pipeline outcomes. • Analyze funnel and cohort performance to diagnose root causes, identify performance gaps, and prioritize interventions. • Own the SDR enablement roadmap and calendar, aligning programs to business priorities and the highest-impact performance gaps. • Design and manage ongoing development programs that accelerate productivity and improve rep effectiveness. • Establish qualification and SDR-to-AE handoff standards with sales leadership to improve meeting quality and conversion to accepted opportunities. • Partner with RevOps and GTM stakeholders to improve SDR processes, workflows, data quality, and tool adoption. • Define program success metrics and measure impact across cohorts to continuously optimize or sunset initiatives based on results. • Lead the SDR enablement operating cadence, including cohort reviews, performance readouts, and quarterly retrospectives with SDR leadership. • Advise SDR leadership and frontline managers with data-backed recommendations and drive adoption of performance improvements across teams. • Build the foundational infrastructure, processes, and repeatable programs needed to scale SDR enablement as the organization grows.
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