What are the responsibilities and job description for the Manager, Sales Development position at Pearly?
This is a rare ground-floor opportunity to architect and scale Pearly’s Sales Development function. With exceptional product-market fit but nascent outbound operations, you have a blank canvas to build the data infrastructure, process, team, and tooling that will power Pearly’s next phase of growth.
In 12 months, you’ll have expanded from an AE-driven outbound motion to a data-driven, AI-augmented pipeline engine with established metrics, segmented outreach strategies across private practices, groups, and DSOs, a trained and ramping SDR team, and measurable contribution to qualified pipeline and revenue.
If you’re energized by building rather than inheriting, and want complete ownership to shape how a high-growth technology company generates demand in the dental market, this is your role.
What You’ll Own
Outbound Engine & Operations
Required
In 12 months, you’ll have expanded from an AE-driven outbound motion to a data-driven, AI-augmented pipeline engine with established metrics, segmented outreach strategies across private practices, groups, and DSOs, a trained and ramping SDR team, and measurable contribution to qualified pipeline and revenue.
If you’re energized by building rather than inheriting, and want complete ownership to shape how a high-growth technology company generates demand in the dental market, this is your role.
What You’ll Own
Outbound Engine & Operations
- Design and execute the end-to-end outbound motion targeting dental service organizations, group practices, and private practices across the U.S.
- Build and maintain a clean, enriched prospect database in a market known for sparse, fragmented, and often invalid data. Develop creative sourcing strategies across dental-specific data providers, communities, and enrichment tools.
- Define ICP segmentation, persona-based messaging, multi-channel sequencing (email, phone, LinkedIn, events), qualification criteria, and handoff workflows to AEs.
- Establish baseline metrics where none exist: contact rates, conversion rates, cost per qualified opportunity, and capacity forecasting.
- Select and implement the SDR tooling stack (sequencing, dialing, intent data, enrichment) in concert with Hubspot
- Leverage AI-native tools from day one (intent, research, personalization, scoring) to build best-in-class scalability and unit economics.
- Instrument systems to surface proactive insights on channel performance, segment effectiveness, and team productivity.
- Own qualified pipeline generation targets across DSO, group, and private practice segments.
- Design process and accountabilities between SDR and AE teams that enable high conversion rates, clean handoffs, and team productivity.
- Build proactive outbound motion to accelerate pipeline in coordination with Sales and Marketing (differentiated between DSOs, groups, and private practices).
- Partner with Marketing to align on target accounts, campaign and experiment coordination, content needs, and feedback loops that improve conversion at every stage.
- Be an engaged partner to the CEO and leadership team to shape Pearly’s culture and model our values.
- Hire, onboard, train, and coach a team of SDRs with clear ramp plans, KPIs, and a performance culture grounded in accountability and development.
- Drive cross-functional initiatives with Sales, Marketing, Product, and Operations.
Required
- 3-5 years in sales development with at least 1-2 years in a team lead or manager capacity, ideally having built or significantly scaled an SDR function.
- Demonstrable track record of generating qualified pipeline in the dental industry or a structurally similar market with a mix of private practices and multi-location groups.
- Hands-on experience navigating complex data environments, synthesizing and enriching data across fragmented sources.
- Deep comfort with multi-persona outbound crafting
- Hands-on experience implementing tools, process, and AI
- Strong operational instincts: you think in systems, build repeatable processes, and instrument everything for measurement.
- Experience selecting and implementing SDR tech stacks (sequencing platforms, dialers, CRM workflows, intent/signal tools).
- Experience building and managing teams of 2-5 people.
- Based in Atlanta, GA or Santa Barbara, CA. Remote considered for an exceptional candidate with periodic travel to Atlanta and Santa Barbara.
- Builder mentality: Thrives in ambiguity, energized by creating structure from chaos
- Data-driven: Obsess about building clean data foundations, instrument before optimizing, build capacity models from scratch.
- Dental market fluency: innate familiarity with dental industry data sources, associations, communities, and buying dynamics.
- AI-forward operator: Experience applying tech & AI tools
- Scrappy operator: Player-coach willing to run sequences and get hands dirty while building.
- Cross-functional influencer: Drive initiatives through others, influence without authority
- Competitive salary, equity, and healthcare benefits
- Meeting-light culture
- Work with an A smart and passionate team
- Flexible vacation/time-off policy
- Opportunity to make your mark at an accelerating company with great product-market fit
Salary : $100,000 - $120,000