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Sales Development Manager

Illumio· Sales
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Sunnyvale, California - HQ$135k - $162kFull-timePosted 1mo ago

About the role

Experienced Sales Development leader to guide and grow a high-performing Account Development Representative (ADR) team in a fast-growing B2B SaaS environment, focusing on outbound and inbound discovery to build pipeline.

Responsibilities

  • Hire, develop, and retain top talent as the Sales Development organization continues to grow.
  • Onboard and train new representatives through a four-week, hands-on onboarding program.
  • Lead effective weekly one-on-ones that provide analysis, coaching, performance management, and career-growth support.
  • Partner with the Global Head of Sales Development and Marketing to ensure messaging and talk tracks are aligned, relevant, and effective.
  • Collaborate directly with Sales leadership to strengthen ADR and Account Executive alignment across processes, messaging, and strategy.
  • Build and continuously improve outbound and inbound sequences and templates within Salesloft.
  • Identify and resolve process bottlenecks, data issues, and inconsistencies across systems, processes, and strategy.
  • Evaluate existing workflows and create scalable efficiencies across inbound and outbound models.
  • Support list building and target-account development for the team.
  • Use analytics and performance data to identify patterns, guide strategy, and coach the team.

Qualifications

  • 3+ years of Sales Development management experience leading an outbound team, ideally within a fast-growing B2B SaaS organization.
  • Demonstrated ability to develop and execute a comprehensive ADR strategy, including quota design, KPI tracking, outbound sequencing, retargeting workflows, hands-on coaching, and performance management.
  • Proven experience using AI-enabled sales technologies to improve ADR productivity, lead quality, and personalized engagement.
  • A highly analytical, data-driven approach, with the ability to interpret pipeline and team-performance metrics such as reply rates, speed to lead, and conversion rates.
  • A track record of generating significant, high-quality pipeline through inbound excellence and outbound prospecting, with a strong understanding of conversion metrics and lead quality.
  • Exceptional cross-functional partnership skills, with experience collaborating with Marketing, Sales, Revenue Operations, and Enablement to align service-level agreements, streamline lead flow, and integrate ADR activity into broader go-to-market strategies.
  • A passion for developing talent and a history of coaching and mentoring ADRs while building a culture of accountability, continuous feedback, and career growth.
  • Experience thriving in fast-paced, high-growth environments and turning loosely defined processes into structured, scalable systems.
  • Deep familiarity with platforms such as Salesloft, Nooks, Salesforce, ZoomInfo, 6sense, and LinkedIn Sales Navigator.

Skills

Required:Sales development managementOutbound sequencingAI-enabled sales technologiesAnalytics and data-driven decision makingCross-functional collaboration

Benefits

  • A comprehensive 4-week Sales Boot Camp, including a trip to headquarters for Launchpad onboarding.
  • Ongoing training and development to strengthen cybersecurity industry expertise and sales skills.
  • A clear path to becoming an Account Executive through advanced training programs, including Value Selling and MEDDPICC certification.
  • Access to cutting-edge AI tools, sales technologies, and process innovations that help you stay ahead of industry trends and maximize your earning potential.
  • A collaborative, high-performance environment where you can learn, grow, and accelerate your career.
Last updated Oct 7, 2026. Interested? Apply on the company site.

About Illumio

The Breach Containment Company

Explore Illumio, the world's first breach containment platform. Stop cyber attacks before they spread with cloud detection and microsegmentation.

securitycybersecuritynetwork securityzero trustmicrosegmentationcloud detectioncyber attack prevention
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