Manager, Sales Development
Sourgum is transforming the $100B+ waste and recycling industry through cutting-edge technology that makes waste removal simpler, smarter, and more cost-effective. Our innovative haulsourcing platform powers high-quality waste and recycling services for businesses at significantly lower costs—saving our customers an average of 20%. Leveraging proprietary datasets, an advanced operating system, and a carefully curated network of 5,000+ trusted vendors, we help companies of all shapes and sizes streamline their operations while advancing sustainability efforts.
We’re a fast-growing, venture-backed company (just closed our Series A!) on a mission to modernize an outdated industry — and we’re just getting started. Our investors include Spark Capital, Founder Collective, Suffolk Technologies, 186 Ventures, and River Park Ventures, the same funds that backed category-defining companies like Slack, Anthropic, Uber, Venmo, and Amazon Pharmacy.
If you’re driven by the opportunity to build something groundbreaking, we’d love to meet you.
The Team:
The Sales Development team is the front door of our go-to-market organization. This team is responsible for generating high-quality pipeline by engaging prospective customers, qualifying opportunities, and creating strong first impressions of our brand. Sales Development works closely with Marketing and Sales to ensure a consistent, data-driven approach to pipeline generation.
The Role:
As the Sales Development Manager, you will lead, coach, and scale a team of Sales Development Representatives responsible for outbound and inbound pipeline generation. This role is equal parts people leadership, process optimization, and performance management. You’ll be accountable for hitting pipeline targets while developing SDRs into top-performing sales professionals.
What you’ll be doing:
Lead, coach, and develop a team of SDRs to consistently meet and exceed activity, pipeline, and meeting-set targets
Hire, onboard, and ramp new SDRs, building a strong talent bench for future Account Executive roles
Establish clear performance expectations, KPIs, and operating rhythms (daily activity, weekly 1:1s, team standups)
Partner closely with Marketing to optimize inbound lead qualification and follow-up processes
Collaborate with Sales leadership to align on ICP, messaging, territory strategy, and handoff criteria
Monitor pipeline quality and conversion metrics to ensure SDR-sourced opportunities meet sales standards
Identify coaching opportunities through call reviews, deal inspections, and data analysis
Continuously improve outbound strategy, sequencing, talk tracks, and enablement materials
Maintain accurate reporting and forecasting for SDR performance and pipeline contribution
The qualifications you need:
3+ years of experience in Sales Development or BDR roles, including 1+ year managing or leading SDR teams
Proven track record of building and scaling high-performing SDR teams in a B2B environment
Strong understanding of outbound prospecting, inbound lead management, and pipeline generation
Experience with sales tools such as CRM systems (e.g., Salesforce, HubSpot), sales engagement platforms, and data providers
Ability to coach to both activity metrics and quality outcomes
Strong communication and leadership skills with a hands-on, player-coach mindset
Highly organized, data-driven, and comfortable operating in a fast-paced environment
Passion for developing early-career talent and building repeatable sales motions
Benefits
Company stock options as part of your compensation package, giving you the opportunity to share in our company's success and build long-term financial growth.
A positive and collaborative work environment with a focus on innovation and sustainability.
Flexible/Unlimited PTO
Comprehensive benefits package including health insurance (medical, dental, vision, LTD, Life Insurance, etc.), retirement plans (401K).
Access to hundreds of gyms, studios, and wellness apps—all through one easy membership provided by your Wellhub.
Yearly Personal Development Budget
Opportunities for professional development and career advancement within a growing company.