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At-Bay · 2 days ago

Senior Manager of Sales Development

San Francisco, California, United States

Full-time

Onsite

Senior Level

$180K/yr - $220K/yr

At-Bay is a fast-growth InsurSec company on a mission to protect small businesses from digital risks. They are seeking a Senior Manager of Sales Development to build and lead the SDR function, drive top-of-funnel growth, and shape the outbound strategy in a collaborative environment.

Cyber SecurityFinanceFinancial ServicesInsuranceInsurTech

Growth Opportunities

Responsibilities

Understand the business and build the blueprint

Meet with sales, marketing, leadership, and RevOps to understand GTM goals, ICP, and funnel health

Audit existing lead sources, messaging, and prospecting workflows

Analyze past performance data (outbound, conversion rates, etc.)

Evaluate current tools (CRM, sequencing, intent data, enrichment)

Begin drafting a SDR playbook: messaging, cadences, success metrics, qualification criteria (SQL definition)

Define short-term and long-term KPIs for SDR success

Set expectations around what 'good pipeline' looks like for this stage of growth

Finalize and roll out the initial outbound strategy and messaging framework

Build scalable processes for lead routing, reporting, and performance tracking

Implement or reconfigure tooling (e.g. Salesforce, Hubspot, ZoomInfo, Gong)

Align with sales/marketing leadership on SLAs and handoff points

Establish a pipeline target aligned to revenue goals

Qualification

Sales Development StrategyOutbound Sales ExperienceSales Metrics AnalysisSales Tech ToolsTeam BuildingCross-functional CollaborationAnalytical MindsetCybersecurity KnowledgeSaaS ExperienceB2B Solutions ExperienceCommunication SkillsFast-paced Environment Adaptability

Required

Proven experience building an SDR function from scratch, including playbooks, processes, KPIs, and team structure

Strong track record of developing and executing outbound strategies that generate pipeline and align with GTM priorities

Deep understanding of sales development metrics, funnel management, and how to scale top-of-funnel performance

Strategic go-to-market thinker who connects systems, data, and process design to broader business goals—ensuring GTM infrastructure scales with evolving sales motions, product offerings, and market segments

Hands-on experience with selecting and implementing sales tech tools (e.g., Salesforce, Hubspot, ZoomInfo, Gong)

Ability to partner cross-functionally with marketing, sales, and RevOps to align messaging, targeting, and handoff processes

Demonstrated success in hiring, onboarding, and coaching SDRs in a high-growth environment

Comfortable working in a fast-paced, builder-focused culture where you're laying the foundation for long-term scale