About the Role
Our client is seeking a Senior Manager, Sales Development to build, lead, and scale a high-performing outbound sales development function during a period of significant growth.
This is a highly strategic and operational leadership role focused on creating the processes, structure, performance frameworks, and enablement programmes that underpin a scalable sales development organization. Rather than inheriting an established SDR function, the successful candidate will be responsible for formalizing and optimizing an existing field-based business development team, transforming it into a disciplined, measurable, and commercially impactful engine for growth.
Reporting to senior leadership, this role offers significant visibility and influence across sales strategy, go-to-market execution, sales operations, and revenue growth initiatives. It is ideally suited to someone who enjoys building scalable systems, coaching teams, leveraging data to drive performance, and creating the infrastructure required to support long-term commercial success.
Key Responsibilities
Sales Development Strategy & Execution
- Design and implement a scalable sales development operating model that supports the organization’s growth objectives.
- Establish prospecting methodologies, outreach frameworks, qualification criteria, and engagement strategies across the sales development function.
- Develop sales messaging, value propositions, and outreach materials that resonate with target customers and markets.
- Create repeatable processes and best practices to improve productivity, pipeline generation, and overall sales effectiveness.
- Partner with senior leadership to align sales development activities with broader commercial and go-to-market objectives.
Team Leadership & Performance Management
- Lead, manage, and develop a team of business development and field-based sales professionals.
- Establish clear performance expectations, activity metrics, and development plans for individual team members.
- Deliver ongoing coaching, mentoring, and performance feedback to drive continuous improvement.
- Foster a culture of accountability, collaboration, and high performance.
- Identify capability gaps and implement targeted training and development initiatives.
Reporting, Analytics & Commercial Insights
- Define and manage KPIs, reporting structures, and performance dashboards.
- Analyze sales activity, conversion rates, pipeline contribution, and market engagement to identify opportunities for improvement.
- Translate data and insights into actionable recommendations for leadership.
- Ensure CRM data integrity and establish best practices around pipeline management and reporting.
- Continuously optimize territory coverage, activity levels, messaging, and resource allocation based on performance data.
Sales Enablement & Operational Excellence
- Develop onboarding, training, and enablement programmes for new and existing team members.
- Ensure teams possess strong product knowledge, market understanding, and commercial acumen.
- Create resources, playbooks, and tools that support effective prospecting, objection handling, and opportunity development.
- Collaborate with Sales, Marketing, Operations, and other stakeholders to improve alignment across the customer acquisition process.
- Support the development and refinement of lead qualification, opportunity management, and handoff processes.
Market Engagement & Strategic Initiatives
- Support regional growth initiatives, industry events, and market activation programmes.
- Collaborate with internal stakeholders to identify high-impact market opportunities and customer engagement strategies.
- Represent the organization professionally at customer meetings, industry events, and networking opportunities as required.
- Act as an advocate for the company’s value proposition and growth objectives.
Requirements
Essential
- Proven experience leading sales development, business development, outbound sales, or field sales teams.
- Demonstrated success building, scaling, or improving sales development functions and commercial processes.
- Strong people leadership skills with experience coaching, developing, and managing performance within growing teams.
- Experience designing prospecting strategies, sales cadences, KPIs, reporting frameworks, and performance management systems.
- Strong analytical and problem-solving abilities, with the capability to interpret performance data and drive commercial improvements.
- Experience with CRM platforms, sales technologies, and data-driven sales management.
- Excellent communication, stakeholder management, and presentation skills.
- Ability to operate effectively in a fast-paced, high-growth environment with a high degree of ownership and accountability.
- Experience partnering with senior leadership to influence commercial strategy and operational decision-making.
Preferred
- Experience within PropTech, real estate technology, fintech, Insurtech, SaaS, or another B2B technology sector.
- Familiarity with selling into property owners, property operators, real estate organizations, or related customer segments.
- Experience within sales operations, revenue operations, sales enablement, or go-to-market functions.
- Experience managing geographically distributed, field-based, or regional teams.
- Track record of creating onboarding, training, and coaching programmes that improve team performance and scalability.
