Senior Manager, Sales Development

Senior Manager, Sales Development Remote, United States ROLE AND RESPONSIBILITIES The mission of the Senior Manager of Sales Development is to build and lead a predictable, high-performing enterprise pipeline engine for Legion. This leader will own the strategy, operating model, and day-to-day performance of the Sales Development organization, ensuring SDRs create qualified conversations and opportunities within large, complex target accounts. This is a hands-on builder-and-operator role. You will lead and develop SDRs while creating the processes, coaching rhythms, reporting, and cross-functional partnerships needed to scale the function. You will partner closely with Marketing, Sales, Revenue Operations, and Enablement to translate Legion’s growth goals into focused account coverage, problem-led messaging, disciplined multichannel execution, and measurable pipeline contribution. We are looking for a data-driven, people-first leader with strong enterprise sales acumen, high operating standards, and the ability to turn strategy into consistent execution. The most critical deliverables include: • Achieving monthly and quarterly targets for qualified meetings, opportunities, and SDR-sourced enterprise pipeline. • Recruiting, onboarding, coaching, and developing SDRs to improve ramp, performance, retention, and career progression. • Establishing consistent 1:1s, call reviews, role-plays, pipeline reviews, and performance-management routines. • Partnering with Marketing to coordinate inbound, campaign, event, and account-based follow-up for target accounts. • Partnering with Sales leadership and Account Executives to prioritize accounts, align outreach, and improve meeting quality and handoff. • Defining and improving outbound playbooks, account research, messaging, qualification, and follow-up processes. • Monitoring activity, meetings, conversions, opportunities, pipeline, and capacity to forecast results. • Working with Revenue Operations to improve dashboards, CRM discipline, lead routing, workflows, and sales technology adoption. PROFESSIONAL BACKGROUND AND EXPERIENCE • 5+ years of B2B SaaS sales development or related sales experience, including 3+ years leading SDR or BDR teams. • Proven success leading an enterprise outbound or account-based motion and delivering qualified pipeline. • Experience recruiting, onboarding, coaching, and performance-managing early-career sales talent. • Strong enterprise sales acumen, including prospecting into organizations with 5,000+ employees and complex buying committees. • Experience partnering with Marketing, Sales and Revenue Operations on account strategy, campaigns, processes, and reporting. • Strong communication skills, with experience using data to improve team performance. • Experience with Salesforce, Outreach, LinkedIn Sales Navigator, 6sense, ZoomInfo, Gong, or similar tools. • Experience in workforce management, HR technology, retail technology, operations technology, or similar enterprise software is preferred. PERSONAL ATTRIBUTES AND VALUES • Hands-on leader who can evolve the strategy, coach the team directly and establish high standards for execution. • People-first leader who combines empathy, direct feedback, and accountability. • Data-driven problem solver with strong judgment and business acumen. • Collaborative leader who builds trust across Marketing, Sales, Operations, and Enablement. • Committed to continuous learning and improvement. SUCCESS IN THIS ROLE Success in this role will be measured by your ability to manage a high-performing Sales Development team that creates qualified enterprise pipeline and develops strong talent. Key indicators of success include: • Consistent team achievement of qualified meeting, opportunity, and pipeline