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Senior Manager of Sales Development (USA)

DroneDeploy Remote 6 days ago

sales

About DroneDeploy

DroneDeploy powers field teams with robotics and AI. As the only reality capture platform that combines robotic automation, AI agents, and a truly unified system, DroneDeploy allows critical industries to operate with speed and confidence.

From construction and energy to agriculture, the world’s largest companies use DroneDeploy to simplify field operations, improve safety, and make smarter decisions, faster. By combining aerial drones, 360 and fixed cameras, ground robots and proprietary AI, we’re bringing the power of automation and visual intelligence to all stakeholders, from the field to the boardroom.

At DroneDeploy, we thrive in a mostly remote-first culture rooted in innovation and impact. We’ve been recognized as a Best Place to Work in the SF Bay Area and named one of America’s Great Places to Work—but what truly sets us apart is the experience you gain: solving real-world challenges with cutting-edge technology, surrounded by teammates who are as passionate as they are supportive. Our team is bold, mission-driven, and building something that matters. We foster a culture where a variety of perspectives drive smart decisions, and where growth—both personal and professional—is part of the journey. Whether it’s flexible schedules, family-friendly benefits, or our strong track record of internal promotions, we invest in people as much as we do in product. If you’re looking to be part of something ambitious, authentic, and transformative, you’ll find your place at DroneDeploy.

Role Overview

We are seeking an experienced Senior Manager of Sales Development to lead DroneDeploy’s pipeline generation engine and scale a disciplined, high-performance SDR function. As a key member of our GTM leadership team, you will own the development, performance, and operational excellence of the SDR organization.

Success in this role means driving the strategy and day-to-day execution needed to generate consistent, high-quality pipeline across the funnel, while preparing the next generation of high-impact AEs. This role is perfect for a hands-on leader who can seamlessly move between high-level planning and rep-level coaching. This position reports directly to the Chief Marketing Officer and will work cross-functionally with Sales, Marketing, Demand Generation, RevOps, and Enablement.

Work Environment

>Work Model: US Based Remote

>Work Hours: Availability within core hours of 9am to 5pm, Monday through Friday, based on your local time zone, while accommodating necessary flexibility.

>Work Travel: This role may require up to 15% domestic travel for internal company events, training sessions, and cross-functional team meetings.

Responsibilities:

Lead and evolve the SDR function, developing the team into a world-class pipeline generation engine through coaching, structure, and accountability.

Drive and execute the SDR strategy—including quota design, KPI tracking, retargeting workflows, and outbound sequencing—to increase volume and quality of pipeline.

Establish a scalable onboarding framework for remote BDRs, including role-specific training, systems setup, call frameworks, and a structured multi-week ramp plan to ensure fast, consistent readiness.

Partner with our internal AI GTM team to adopt, operationalize, and optimize AI-driven tools and workflows that boost SDR productivity, enhance lead quality, and enable more personalized, effective outreach.

Manage and coach SDRs, holding weekly stand-ups, 1:1s, and performance inspections focused on conversion, quality, and operational rigor.

Collaborate cross-functionally with Marketing, Sales, and RevOps to build aligned SLAs, streamline inbound response, and embed SDRs into broader campaign execution.

Analyze pipeline data and team performance, identifying gaps in reply rate, response times, and outbound coverage—and using that insight to optimize systems and coaching.

Champion a culture of high accountability, fast feedback, and career development, ensuring SDRs grow through clarity, consistency, and stretch opportunities.

Requirements:

Proven Leadership & SDR Management: Minimum of 2+ years of progressive experience leading and scaling high-performing Sales Development Representative (SDR) teams, ideally within a B2B SaaS environment.

Strategic & Tactical Execution: Demonstrated ability to develop and execute a comprehensive SDR strategy, encompassing quota design, KPI tracking, outbound sequencing, and retargeting workflows, while also providing hands-on coaching and performance management.

Onboarding Playbook: Experience building and maintaining a comprehensive onboarding and ramp playbook for SDRs, with clear expectations, structured training, defined milestones, and a consistent path to full productivity for both remote and in-office reps.

AI Proficiency: Demonstrated ability to adopt and optimize AI-driven GTM tools in partnership with our internal AI team, applying them to elevate SDR productivity, improve lead quality, and drive more personalized, effective outreach.

Data-Driven Optimization: Highly analytical and data-obsessed, with the ability to interpret pipeline and team performance data (e.g., reply rates, speed-to-lead, conversion metrics) to identify gaps, optimize processes, and drive continuous improvement.

Pipeline Generation Track Record: Track record of consistently achieving targets for pipeline generation across the sales funnel through both inbound excellence and outbound prospecting, with a deep understanding of conversion metrics and lead quality.

Cross-Functional Collaboration: Exceptional ability to collaborate effectively with Marketing, Sales, RevOps, and Enablement teams to establish aligned SLAs, streamline lead flow, and integrate SDR activities into broader GTM strategies.

Coaching & Development: A passion for developing talent, with a proven history of coaching and mentoring SDRs, fostering a culture of accountability, continuous feedback, and career growth.

High-Growth Adaptability: Experience thriving in fast-paced, high-growth environments, with the ability to transform loosely defined processes into structured, scalable systems.

Technology Proficiency: Proven ability to leverage established tools like Salesforce, Tableau, and Gong, but also emerging AI solutions to drive execution, improve workflow discipline, and coach for quality.

Metrics you’ll own:

Sales-qualified pipeline per rep: this is your north star, ensuring the sales development function delivers growth and the positive unit economics the business needs.

Sales quota coverage by team: success here requires a consistent drumbeat in recruiting & ramping new reps as they enter and exit the org, hopefully to their next role as an AE! Maintaining consistent quota coverage while turning over the team regularly will be key to success in the role.

AI efficiency gains: quantifiable improvements in SDR efficiency and pipeline quality driven by AI tool adoption and strategy implementation.

Meeting conversion rate: ensure we’re creating quality meetings for the AE team

Outreach activity metrics: detailed tracking of quantity, quality, and breadth of touches

Response times: deliver a world-class customer experience through rapid response times, high value responses, and getting meetings booked in a timely manner.

Employee Offerings & Benefits

(Benefits may vary by location and role)

These are just some of the perks you'll enjoy—there's more to discover once you join us!

Culture of Innovation & Collaboration – Thrive in an environment that values creativity and teamwork.

Drone Certification – Get certified and gain unique, hands-on skills with our full backing.

Flexible Work Arrangements – Enjoy autonomy with remote-first options and schedule flexibility.

Paid Family Leave – Take the time you need to support your family during life’s most important moments.

Comprehensive Healthcare Coverage – Plans designed to support your well-being.

Career & Growth Development – Build new skills and unlock opportunities through continuous learning.

Flexible PTO – Take time off when you need it to recharge—we trust you to manage your time well.

Employee Referral Bonus – Know someone great? Refer them and earn a bonus when they join our team.

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