Job Title: Senior Manager, Sales Development
Location: Mountain View, CA | Remote Available
Department: Marketing
Reports To: VP Marketing
About Us:
WitnessAI is a fast-growing SaaS startup on a mission to enable enterprises to adopt AI — safely. We’re building a platform that provides security and governance guardrails for both public and private large language models (LLMs), helping organizations deploy AI with confidence and control.
We’re backed by top-tier investors and are assembling a savvy go-to-market team to accelerate our next stage of growth. As we expand, we're looking for a Senior Manager, Sales Development to join our team and lead the charge in scaling our SDR function and driving new customer acquisition.
Role Overview:
We're looking for a Senior Manager, Sales Development to build, lead, and scale a high-performing SDR team from the ground up. This is a critical leadership role that sits at the intersection of marketing and sales. You’ll be responsible for developing a scalable outbound and inbound prospecting engine, building the SDR playbook, hiring and coaching talent, and delivering high-quality pipeline to support our growth targets.
Key Responsibilities:
Build and Scale the SDR Function: Design the SDR org structure, define KPIs, and lead recruiting, onboarding, and training of SDR talent.
Pipeline Generation: Drive top-of-funnel pipeline creation through outbound prospecting and inbound qualification strategies.
Team Leadership: Inspire, coach, and develop a team of SDRs to consistently meet and exceed targets; create a high-performance, feedback-rich culture.
Process and Playbooks: Develop and continually optimize outreach cadences, objection handling scripts, qualification criteria, and handoff processes to Sales.
Innovate with AI to Increase Productivity: Leverage AI tools and techniques to optimize workflows, enhance targeting, and boost SDR efficiency and effectiveness.
Tech Stack and Analytics: Leverage CRM and sales engagement tools (e.g., Salesforce, Pardot, Outreach, LinkedIn Sales Navigator) to drive efficiency and track performance.
Cross-functional Collaboration: Work closely with marketing, sales, and leadership to align messaging, targeting, and GTM strategy.
Data-Driven Optimization: Monitor and analyze SDR performance data to iterate on strategies and improve KPIs.
Key Qualifications:
5+ years of experience in B2B SaaS sales, with 2+ years in a leadership role managing SDRs (or ADRs or BDRs).
Proven success in building or scaling a sales development function, ideally at a startup or high-growth environment.
Strong understanding of outbound prospecting techniques, lead qualification, and pipeline metrics.
Excellent coaching, communication, and organizational skills.
Experience with modern sales tools and AI tools.
Passion for working in a fast-paced, evolving environment with a collaborative mindset.
Bonus: familiarity with the AI/ML or data security space.
Benefits:
Competitive salary.
Health, dental, and vision insurance.
401(k) plan.
Opportunities for professional development and growth.
Generous vacation policy.
Salary Range:
$230,000 - $250,000
