SDR Manager
Posted Updated
Description
- We’re hiring our first SDR Manager to help build Fireworks’ business development function from the ground up
- You’ll lead, coach, and grow a team of SDRs who qualify inbound interest from developers and enterprises and prospect into high-value target accounts
- Together, you’ll create the pipeline that drives our Account Executive team
- This is a builder role. You’ll own the team’s performance and development while designing the playbooks, systems, and AI-powered workflows behind our top-of-funnel motion
- Hire, onboard, and lead a team of SDRs, scaling the team as Fireworks grows
- Coach reps through regular 1:1s, call and email reviews, and hands-on skill development, building a clear path from BDR to AE
- Own team performance across activity, conversion rates, meetings booked, pipeline generated, and quota attainment
- Build repeatable playbooks for inbound qualification and outbound prospecting, including ICP, personas, messaging, and AE handoff criteria
- Partner with Marketing to quickly convert inbound and product-led signals (signups, usage, events) into qualified opportunities
- Design and deploy AI workflows and automations for account research, prioritization, personalization, and reporting, freeing reps to focus on high-value conversations
- Continuously audit and improve SDR processes, from lead routing and follow-up speed to sequencing and handoffs, so the team operates efficiently at scale
- Build dashboards and reporting that give the team and leadership clear, real-time visibility into funnel health
- Use data to find bottlenecks, run experiments, and turn insights into action quickly
- Work with Sales leadership and RevOps to align on target accounts, territories, lead routing, and pipeline goals
- We’re looking for a hands-on, first-line leader who gets results through great coaching. They should be fluent in AI tooling and process design, let data guide their decisions, and bring a “can do” attitude to every problem. They should be excited to define how sales development works at one of the fastest-growing companies in AI
- Prior experience as an individual contributor in sales development or a closing role
- Strong AI tooling and process skills, with hands-on experience building AI workflows that measurably improved sales productivity (e.g., Clay, AI agents, LLM-based prompts and automations)
- Excellent communication and organizational skills, and comfort engaging technical buyers
- Experience managing team performance through metrics, funnel analytics, and pipeline forecasting
- 2–4 years of direct, first-line management experience leading SDR/BDR teams
- A data-driven “can do” mindset: you dig into the numbers, spot what’s broken, and fix it yourself rather than waiting for a solution
- A proven track record of exceptional coaching and development, with reps promoted into AE or leadership roles and teams that consistently hit or exceed targets
- Experience building a sales development function from scratch at a high-growth startup
- Background in AI, developer tools, cloud infrastructure, or other technical SaaS
- Experience with both high-volume inbound and targeted outbound motions
- Fluency with a modern GTM stack (e.g., Salesforce, Outreach, Apollo, LinkedIn Sales Navigator, Gong)
- Passion for developing early-career sales talent and an active interest in the AI/ML space