What are the responsibilities and job description for the SDR Manager position at Portnox?
Department: Sales
Location: Austin, TX
Portnox is seeking a Sales Development Manager to lead and elevate our Sales Development team - owning outbound execution, pipeline quality, and day-to-day performance. This role is for a hands-on leader who thrives in fast-paced SaaS environments and knows how to build disciplined, repeatable outbound motions that convert to real revenue.
This is not a passive management role. You will be deeply involved in coaching calls, refining messaging, enforcing qualification standards, and holding a high bar for execution. You’ll partner closely with Sales, Marketing, and RevOps to ensure the SDR function operates with clarity, consistency, and accountability.
You will work in close partnership with the Director of Sales Development as a true owner of the SDR function—contributing strategy, pressure-testing ideas, and translating goals into execution. This role has a direct influence over pipeline quality and how our sales organization scales.
What You'll Do
You will own the execution, coaching, and operational rigor of the SDR team.
- Coach SDRs daily on outbound strategy, persona alignment, qualification, and multithreading
- Run daily standups, structured call reviews, and live objection-handling sessions
- Reinforce strong pipeline quality standards across ICP fit, business need, and authority path
- Hold weekly 1:1s focused on performance, skill development, and execution gaps
- Regularly inspect SDR pipelines to ensure accuracy, hygiene, and forecasting integrity
- Partner with Sales Development leadership on territory planning, vertical focus, and ICP refinement
- Support onboarding and early-stage ramp for new SDR hires
- Collaborate with Demand Gen, AE Managers, and RevOps to align on targets, messaging, and feedback loops
- Build and sustain a culture of accountability, continuous improvement, and ownership
This role requires grit, structure, and strong coaching instincts.
- 2 years of experience managing outbound SDR teams in a SaaS environment
- A track record of developing SDRs into consistent performers
- Strong coaching frameworks for outbound execution, call control, and qualification
- Comfort operating in a metrics-driven environment with clear expectations and accountability
- High standards for pipeline quality, data accuracy, and process discipline
- Clear, confident communicator across SDRs, Sales leadership, and cross-functional partners
- Experience selling into IT, Security, Network, or Infrastructure teams in a B2B SaaS environment is a plus. Familiarity with multi-stakeholder buying groups and technical discovery is helpful, but deep security expertise is not required—curiosity, coachability, and strong qualification discipline matter most.
We are also open to exceptional former SDRs stepping into leadership for the first time.
If you have been a top-performing outbound SDR with demonstrated ownership, peer leadership, and a strong coaching mindset, we encourage you to apply. Success in this role requires initiative, discipline, curiosity, and the ability to elevate others - not just individual achievement.
Why Join Us
- Opportunity to make a significant impact on the operations of the company.
- Collaborative and dynamic work environment with opportunities for professional growth and development.
- Competitive compensation and benefits package.