Sales Development Manager
GovDash helps businesses win and deliver government contracts that advance American interests.
Our AI platform is a single, secure, workflow-driven system for the full contracting lifecycle, from opportunity discovery and capture through proposal execution, award, and post-award operations.
In 2025 alone, GovDash customers won more than $5B in government contracts. We’ve raised $42M to move faster on product and scale GovDash nationwide.
Role Overview
The Sales Development Manager will lead the SDR team responsible for generating qualified pipeline across GovDash’s target markets. This person will own top-of-funnel execution, team development, and process optimization that align with marketing, RevOps, and sales.
You’ll be accountable for building a high-performing SDR organization that combines precision, speed, and strong qualification standards. This includes daily management of SDR performance, outbound motion design, and close partnership with marketing and operations to refine lead routing, scoring, and reporting in HubSpot and Gong.
This is an onsite position, with occasional travel for team sessions, events, and planning meetings.
Key Responsibilities
Leadership and Team Development
Manage and coach a team of SDRs/BDRs to consistently meet or exceed qualified opportunity goals.
Build an environment of accountability, performance, and professional growth.
Develop onboarding, training, and performance management programs in collaboration with Enablement and RevOps.
Establish clear KPIs around outbound/inbound activity, conversion rates, and pipeline generation.
Pipeline Generation and Process Optimization
Own SDR productivity and pipeline performance metrics across outbound, inbound, and marketing-sourced leads.
Partner with Growth and Revenue Operations to ensure efficient lead handoff, qualification, and follow-up.
Design and refine SDR outreach sequences and cadences to optimize contact and conversion rates.
Work closely with the Head of Field Marketing and Product Marketing to build targeted prospecting campaigns aligned to key verticals and personas.
Operational Alignment
Partner with RevOps and Marketing Ops to ensure clean data flow and accurate reporting across HubSpot and Gong.
Maintain SDR dashboards and tracking systems that provide real-time visibility into performance and funnel health.
Collaborate with Sales Leadership to improve qualification standards and ensure seamless handoff to Account Executives.
Enablement and Coaching
Use Gong and HubSpot data to review calls, sequences, and email performance for continuous improvement.
Provide actionable coaching focused on conversation quality, objection handling, and messaging alignment.
Coordinate with Product Marketing to ensure SDRs are up to date on product positioning, competitive landscape, and federal contracting trends.
Qualifications
5+ years of experience in B2B SaaS sales development, with at least 2 years in a management role.
Proven record of building, scaling, and leading SDR teams that deliver qualified pipeline.
Strong understanding of outbound strategy, lead qualification, and buyer engagement within a SaaS sales motion.
Experience managing SDR operations in HubSpot and using Gong for performance management and call analysis.
Data-driven mindset with the ability to analyze metrics and optimize team output.
Experience collaborating with Marketing, RevOps, and Product Marketing to align campaigns and outbound strategy.
Excellent communication and coaching skills with a bias toward action and measurable results.
Care about America and its interests
What Success Looks Like
SDRs consistently meet or exceed qualified opportunity and pipeline creation targets.
Lead handoff between Marketing, SDR, and Sales is seamless and documented in HubSpot.
Outreach processes are efficient, repeatable, and data-backed.
Gong insights are used regularly to improve SDR performance and messaging quality.
The SDR team operates with speed, precision, and alignment to GovDash’s GTM strategy.