Manager, Inbound Sales Development (SDR)

The Manager, Inbound SDR is a critical leadership role responsible for the engine of our inbound growth and the cultivation of our future sales talent.

You will lead a high-velocity team of “first responders” tasked with converting inbound interest (demos, quotes, trials) into high-quality sales opportunities within our 2–3 minute SLA. Beyond hitting operational metrics, you are a career architect. You will be responsible for recruiting, coaching, and mentoring a team of ambitious professionals, providing them with the foundational skills and business acumen to become SolarWinds’ next generation of Account Executives and sales leaders.

Primary Responsibilities

• Talent Development & Leadership
• Build & Lead: Recruit, onboard, and train a high-performing SDR organization. You will translate company goals into functional department and individual career paths, intentionally coaching your team to graduate into our next generation of sellers.
• Coaching & Mentorship: Conduct weekly 1-on-1s and shadow live calls/chats. Provide actionable feedback that balances technical proficiency with the “hunter” mindset and emotional intelligence (EQ).
• Culture: Promote a positive, team-oriented culture that reinforces SolarWinds’ C.A.R.E. values (Collaborative, Accountable, Ready, Empathetic).
• Operational Excellence & Velocity
• SLA Oversight: Actively monitor the inbound queue to ensure the team maintains a sub-3-minute response time for all inquiries.
• System Optimization: Partner with Sales Ops to refine Outreach sequences and Salesforce workflows. Identify and resolve bottlenecks to ensure a frictionless “speed-to-lead” process.
• Playbook Development: Create and execute internal operating procedures and playbooks that ensure a scalable, repeatable global process for new hires.
• Data Analysis & Reporting
• KPI Management: Build and customize Salesforce dashboards to track team performance, lead-to-meeting conversion, and pipeline health.
• Forecasting: Perform weekly and monthly analysis of results to provide timely and accurate pipeline forecasts to executive leadership.
• Cross-Functional Collaboration: Partner with Marketing on lead quality and with Sales leadership to ensure a seamless hand-off of qualified opportunities.
• Success Metrics & KPIs
• Speed to Lead (SLA): Maintain a team average response time of <3 minutes.
• Pipeline Contribution: Total dollar value of the “Sales Qualified” pipeline generated.
• Internal Promotion Rate: Success in developing and promoting SDRs into elevated sales roles within 12–18 months.
• Conversion Rate: Percentage of MQLs (Marketing Qualified Leads) converted to SQLs.
• Meeting Show Rate: Ensuring 80%+ of booked meetings successfully occur with Account Executives.

Requirements & Qualifications

Basic Qualifications

• Leadership: Proven ability to build, motivate, and manage a high-performing sales development organization.
• Mentorship Mindset: A track record of developing junior talent and a passion for coaching foundational sales skills.
• Inbound Expertise: Deep understanding of inbound lead nurturing and “speed-to-lead” methodology.
• Tech Stack Mastery: Advanced experience with Salesforce.com and Outreach (or similar Sales Engagement Platforms).
• Analytical Mindset: Comfortable generating reports, identifying data trends, and managing to daily sales metrics.

Preferred Qualifications

• Experience: Minimum 2–3 years in a quota-carrying sales role; 1+ years in an SDR management or sales leadership role.
• Education: University or Bachelor’s degree or equivalent combination of education and experience.
• Adaptability: Demonstrated ability to thrive in a fast-paced environment with aggressive growth targets.