Manager, Sales Development

Job description

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What is The Role: As the Manager, Sales Development , you will lead, coach, and scale a high-performing team of 8 Sales Development Representatives (SDRs). You will partner closely with Sales Leadership, Marketing, and Partners to ensure your team uncovers high-value pipeline within top-tier enterprise accounts. This role requires an analytical, hyper-organized, and operationally sound leader who thrives on building teams, driving quota accountability, and navigating complex product ecosystems. This is a hybrid role based in our Austin, TX hub (3 days per week in-office) focused on team collaboration, coaching, and strategy alignment. What You Will Do: Team Leadership & Performance Management: Direct-manage a team of 8 SDRs. Inspire, coach, and hold the team accountable to performance expectations, pipeline conversion metrics, and overall quota attainment. Coaching & Skill Development: Conduct regular 1:1s and call reviews to elevate team messaging around complex technical solutions (Search, Observability, Security, and AI). Team Building & Scaling: Recruit, hire, onboard, and develop top-tier talent. Build onboarding programs from the ground up to shorten ramp times and prepare SDRs for promotion into Account Executive and go-to-market roles. Operational & Analytical Excellence: Establish data-driven operational cadences. Track team KPIs, pipeline health, conversion rates, and account coverage to optimize resource allocation and accurately forecast pipeline creation. Account Mapping & Execution: Partner with Leadership to design unified outbound account-based strategies across key buying centers and high-value target accounts. Process & Playbook Development: Continuously refine SDR playbooks, multi-channel cadences, AI-driven workflows, and tech stack utilization (Salesforce, Outreach, LinkedIn Sales Navigator, Demandbase, ZoomInfo). Partner-Led Alignment: Integrate ecosystem partners (GSIs, hyperscalers/cloud providers) into SDR prospecting motions to unlock new account entry points. Performance Management: Drive a high-performance culture with clear metrics, actionable feedback, and proactive performance management plans when required. What You Bring: SDR Management Experience: 2+ years of direct people management experience specifically leading Sales Development Representatives. Proven Attainment Track Record: Proven history of consistently achieving or exceeding team quota, meeting metrics, and pipeline generation targets. Ground-Up Building & Performance Management: Hands-on experience building, scaling, and structuring SDR teams, including running end-to-end recruitment, onboarding, and performance management. Technical Depth: Demonstrated ability to understand and communicate complex, highly technical products (e.g., Data, Cloud Infrastructure, Cybersecurity, Observability, Search, or AI). Operational & Analytical Mindset: Strong data fluency—ability to analyze pipeline metrics, run performance forecasting, identify conversion bottlenecks, and implement operational fixes. Enterprise Outbound Expertise: Deep understanding of strategic account-based sales methodologies, executive persona mapping, and multi-channel outreach. S