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Manager, Sales Development Representatives

Delinea· Sales
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Hybrid (Boston, MA)$140k - $174kFull-timePosted 4mo ago

About the role

The Manager, Sales Development is responsible for leading, developing, and scaling a high-performing team of Sales Development Representatives (SDRs) at Delinea, owning outbound and inbound pipeline generation, and partnering with Sales, Marketing, and Revenue Operations to accelerate growth of Delinea's Privileged Access Management (PAM) solutions. Hybrid role based in Boston, MA.

Responsibilities

  • Lead, coach, and develop a team of SDRs responsible for inbound and outbound prospecting, ensuring consistent achievement of pipeline and meeting targets aligned to Delinea's go-to-market strategy
  • Build and continuously refine the SDR playbook (outreach sequences, call scripts, email frameworks, persona-based messaging, and qualification criteria) to reflect Delinea's current positioning in the PAM and cybersecurity space
  • Define, track, and report on team KPIs (activity metrics, conversion rates, pipeline contribution) and use data to drive continuous performance improvements
  • Partner with Sales leadership to ensure strong SDR-to-AE handoff quality, alignment on ICPs, and seamless progression of qualified opportunities into the pipeline
  • Collaborate with Marketing to optimize lead routing, follow-up cadences, and campaign responsiveness to maximize inbound efficiency
  • Work with Sales Enablement and HR to own SDR recruitment, onboarding, certification, and career development programs that attract and retain top talent
  • Serve as a strategic voice for the SDR function in cross-functional planning, including headcount modeling, territory alignment, and tech stack optimization (Salesforce, Outreach, LinkedIn Sales Navigator, etc.)
  • Foster a culture of accountability, continuous learning, and high performance within the team

Qualifications

  • 3–5+ years of experience in sales development or inside sales, with at least 2 years in a management or team lead capacity, preferably within cybersecurity, SaaS, or enterprise IT
  • Proven track record of building and managing SDR teams that consistently meet or exceed pipeline contribution goals
  • Strong understanding of outbound prospecting methodologies, pipeline management, and the enterprise sales cycle
  • Experience working within a security or PAM-adjacent environment is a strong plus (familiarity with least privilege, identity security, or zero trust is an advantage)
  • Excellent communication and collaboration skills; comfortable presenting to senior sales and marketing leadership
  • Proficiency with CRM and sales engagement tools (Salesforce, Outreach or SalesLoft, LinkedIn Sales Navigator); analytical ability to translate data into actionable coaching insights
  • People-first leadership philosophy with ability to motivate diverse teams, navigate performance challenges constructively, and develop SDRs toward long-term career growth

Skills

Required:Sales Development ManagementOutbound ProspectingCRM and Sales Engagement Tools

Benefits

  • competitive salaries
  • meaningful bonus program
  • excellent benefits including healthcare insurance
  • pension/retirement matching
  • comprehensive life insurance
  • employee assistance program
  • time off plans
  • paid company holidays
Last updated Oct 7, 2026. Interested? Apply on the company site.

About Delinea

Identity security, simplified.

Delinea Identity Security and Privileged Access Management

identity securityprivileged access managementPAMcloud-native platformAI-driven platform
Company profileWebsite

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