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Role Description

Reporting to the Chief Sales Officer, the Senior Manager, Global Sales Development Representatives is responsible for building and leading Airlock Digital’s global Sales Development program. This role will design the SDR function from the ground up, including processes, tooling, hiring, training, and performance management. The team will operate fully remotely, with planned growth across the United States, Australia, and future European regions.

This position requires strong experience developing outbound programs that generate enterprise and mid-market pipeline, as well as the ability to manage and coach a distributed team. Familiarity with cybersecurity and channel focused sales motions is highly valued.

Key Responsibilities

• Program Development
  • Lead the design and build of a global SDR organization from inception, establishing the operating model, team structure, workflows, KPIs, and performance cadence required to scale pipeline generation.
  • Develop and operationalize inbound and outbound SDR playbooks, qualification frameworks, messaging, and prospecting strategies aligned to enterprise security buyers and complex sales cycles.
  • Lead the design and implementation of an AI-enabled SDR technology stack, including engagement platforms, data intelligence tools, and reporting systems to drive scalable and efficient pipeline generation.
  • Own the SDR hiring strategy, talent profile design, and onboarding framework to attract and retain high-performing SDR talent while accelerating time-to-productivity.
  • Create a culture of performance tied to revenue achievement, pipeline contribution, and conversion metrics.
• Team Leadership
  • Lead the recruitment, onboarding, and management of a distributed SDR team operating across multiple time zones to support global pipeline generation.
  • Provide ongoing coaching, mentorship, and individualized development plans to drive performance, skill development, and long-term career progression.
  • Establish clear performance expectations, monitor team productivity, and ensure consistent achievement of activity, pipeline generation, and revenue contribution targets.
• Pipeline Generation
  • Partner with Sales Leadership to align SDR strategy and activities with target account plans and regional revenue objectives.
  • Collaborate closely with Marketing to support targeted campaigns, refine the Ideal Customer Profile (ICP), and develop persona-based outreach strategies.
  • Enable Channel Sales by equipping SDRs to effectively support and accelerate partner-driven pipeline generation.
  • Establish a structured feedback loop across SDR, Sales, Channel, and Marketing teams to share market insights, improve outreach effectiveness, and continuously optimize pipeline generation strategies.
  • Own quarterly and annual SDR-sourced pipeline targets, including pipeline coverage ratios, forecasting accuracy, and contribution to overall revenue goals.
  • Partner with Sales Operations to model SDR capacity planning, productivity benchmarks, and pipeline-per-rep economics to support scalable growth.
  • Partner with Finance, Sales Operations, and People & Culture to design and evolve SDR compensation plans that align incentives with pipeline generation, performance outcomes, and company revenue objectives.
  • Define qualification standards and acceptance criteria with Sales to ensure high-quality pipeline generation and improved conversion and win rates.
• Global Expansion
  • Develop and execute a phased global expansion plan for the SDR organization across the United States, Australia, and European markets to support scalable pipeline growth.
  • Adapt SDR outreach strategies and engagement models to align with regional market dynamics, buyer behaviors, and enterprise security purchasing patterns.

Qualifications

• 7+ years of experience in Sales and Sales Development, including at least 4 years leading and scaling remote SDR teams in high-growth or scale-up environments.
• Demonstrated success building and scaling an SDR function from the ground up, including designing processes, operating frameworks, and scalable outbound and inbound programs.
• Passion for hiring, developing, and promoting high-performing talent, with a track record of partnering with leadership to create clear career pathways and internal mobility within the organization.
• Proven ability to consistently meet or exceed pipeline generation targets through a combination of inbound demand capture and outbound prospecting strategies.
• Strong analytical mindset with the ability to evaluate and optimize performance using funnel metrics such as response rates, conversion rates, pipeline velocity, and win rates.
• Highly operational leader with the ability to build structure, consistency, and predictability within a fast-paced revenue organization.
• Experience with modern sales engagement and revenue technologies such as HubSpot CRM, ZoomInfo, LinkedIn Sales Navigator, Gong, Salesloft or Outreach, and other data intelligence tools, with the ability to leverage these platforms to drive measurable business outcomes.

Bonus Points

• Experience in cybersecurity, enterprise software, or other complex B2B technology markets.
• Experience working with channel partners and supporting partner-influenced or partner-sourced pipeline generation.
• Prior experience launching or scaling SDR teams in new geographic regions or international markets.

Benefits

• Base salary ranges from $112,000 - $140,000, with on-target earnings (OTE) ranging from $160,000 – $200,000, inclusive of performance-based variable compensation.
• Medical, dental, and vision insurance.
• 401K Plan with 4% Company Match.
• Life and Disability Programs.
• Paid Parental Leave.
• Paid time off and Paid Holidays.
• Volunteer and Birthday Time off.
• Home Office Allowance.

Our Commitment

We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work.

We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you.