Manager, Sales Development

SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams.

SmartBear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com, or follow us on LinkedIn, X, and Reddit.

At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.

Manager, Sales Development

• Lead and develop a high-performing team of 8–10 SDRs responsible for generating top-of-funnel pipeline for SmartBear’s sales organization.
• Coach and mentor future Account Executives through structured sales development training, career progression, and performance management.
• Partner cross-functionally with Sales Leadership, Marketing, and Enablement teams to drive outbound and inbound pipeline generation strategies.

About the Role

• Lead the day-to-day operations of a team of SDRs to consistently achieve and exceed pipeline generation KPIs and business objectives.
• Coach SDRs on prospecting fundamentals, call execution, email strategy, LinkedIn engagement, and consultative selling techniques.
• Develop and execute onboarding, enablement, and ongoing performance development programs for SDR talent.
• Collaborate cross-functionally with Sales Leadership, Sales Enablement, and Marketing to optimize inbound and outbound campaigns.
• Participate in all phases of recruiting, interviewing, hiring, and onboarding new SDR talent.
• Foster a culture of accountability, continuous learning, and career growth aligned with SmartBear’s promote-from-within philosophy.

We are looking for you if you have:

• 3 years of experience in SaaS or technology sales environments.
• 1–2 years of leadership, management, or team lead experience within Sales Development or Inside Sales.
• Strong knowledge of modern sales tools including Salesforce, Outreach, ZoomInfo, Gong, LinkedIn Sales Navigator, and 6Sense.
• Excellent coaching, communication, and leadership skills with a passion for developing early-career sales talent.
• Strong organizational, prioritization, and time management abilities in a fast-paced environment.
• A growth mindset with strong coachability, curiosity, and drive to continuously improve.

Leadership Scope

• This role reports to the Director of Sales Development.
• Direct management responsibility for a team of 8–10 SDRs based in Somerville, MA.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including SD Times, DeveloperWeek’s Devies Award, the AI Breakthrough Award, and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

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