SDR Manager

Opperate · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 19d ago

Still open · checked 1h agoon Opperate's careers page

Apply on Opperate →

The job

What you'd do: Lead a team of sales reps and team leads who reach out to businesses to book qualified meetings. You'd coach them and track their numbers every day.
Who you'd sell to: Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 19 days.
Company hiring: 2 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
Who's the economic buyer, and who else is in the deal?
Selling to a CFO and selling to a developer are different jobs.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Opperate? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Opperate helps businesses build and scale high-performing sales teams through structured sales processes, outbound prospecting, and performance-driven execution. We are committed to developing strong sales talent and creating an environment where teams can consistently deliver measurable results. About the Role We are looking for a results-oriented Sales Manager to oversee the performance and development of our Sales Development Representatives (SDRs) and Team Leads. This role will be responsible for translating sales objectives into day-to-day execution, improving team productivity, and ensuring consistent achievement of sales targets. The ideal candidate is a hands-on leader who can coach individuals, guide Team Leads, analyze performance data, and identify opportunities to improve sales outcomes. Key Responsibilities Team Leadership & Coaching - Manage the day-to-day performance of SDRs and Team Leads. - Provide coaching, mentorship, and performance guidance to Team Leads and individual contributors. - Conduct regular one-on-ones, performance reviews, call reviews, and team meetings. - Identify skill gaps and develop improvement plans to strengthen individual and team performance. - Support onboarding, training, and ramp-up for new hires. Sales Execution & Performance - Drive achievement of team targets across outbound activity, qualified meetings, pipeline generation, and revenue attainment. - Monitor daily, weekly, and monthly KPIs to identify trends and performance gaps. - Ensure effective prospecting, lead qualification, follow-up, and opportunity management. - Promote effective collaboration and handoffs between Sales team. - Work with Team Leads to maintain consistent execution and accountability across teams. Reporting & Process Improvement - Maintain accurate CRM records, performance dashboards, and sales reports. - Conduct regular pipeline reviews and assess progress against sales targets. - Analyze conversion rates and sales activity to identify areas for improvement. - Recommend and implement process improvements to increase productivity and efficiency. - Ensure adherence to sales processes, reporting standards, and performance expectations. Cross-Functional Collaboration - Work with the Sales Director to implement sales strategies and achieve business objectives. - Collaborate with Talent Acquisition on hiring needs and team expansion. - Share performance insights, challenges, and recommendations with senior leadership. - Support the development of sales playbooks, training resources, and performance management practices. Requirements - 5+ years of experience in B2B sales, preferably in SaaS, technology, or related industries. - 2+ years of experience managing sales teams or leading sales development functions. - Experience overseeing SDRs and/or Team Leads. - Strong understanding of outbound prospecting, pipeline generation, qualification, and sales conversion. - Demonstrated ability to coach sales professionals and improve team performance. - Experience tracking KPIs, analyzing sales data, and managing performance against targets. - Familiarity with CRM and sales engagement platforms. - Strong communication, organizational, problem-solving, and leadership skills. - Ability to manage priorities and lead teams in a fast-paced environment. Preferred Qualifications - Experience managing remote or distributed teams. - Familiarity with the US B2B SaaS market and outbound sales strategies. - Experience developing onboarding programs, sales playbooks, and performance improvement plans. What Success Looks Like - Consistent achievement of team sales and pipeline targets. - Improved SDR productivity and conversion rates. - Effective coaching and performance management by Team Leads. - Accurate reporting and visibility into team performance. - Strong collaboration, accountability, and continuous improvement across the sales organization. Benefits - A high-ownership role with direct influence on GTM strategy, not just execution. - Direct access to founders and leadership; fast decision cycles. - Competitive base + uncapped variable compensation tied to team and individual performance. - The opportunity to build a scaled sales function from the ground up at a fast-growing company.

Apply →