Manager, Sales Development

Job description

At ClickUp, we're building the future of work: the first truly converged AI workspace unifying tasks, docs, chat, calendar, and enterprise search, all supercharged by context-driven AI. We are an AI-native company. Every team member is expected to leverage AI daily, and we evaluate AI fluency as part of our hiring process. Join us and help redefine what's possible. 🚀 ClickUp is building the everything app for work so teams can plan, collaborate, and execute in one place. We're hiring a Manager, Sales Development to lead a frontline team focused on converting inbound interest into qualified pipeline and developing future Account Executive talent. This role is critical as the business needs a hands-on leader who can improve conversion across lead sources, raise execution quality, and hire and coach strong SDR talent as the go-to-market engine scales. This is a high-impact leadership role for someone who loves building both people and systems. You'll partner closely with Sales, Marketing, Enablement, and Revenue Operations to improve funnel performance, sharpen team operating rhythm, and develop a strong bench of future sellers. Mission Lead a high-performing sales development team that converts inbound demand into quality pipeline, strengthens the future AE bench, and raises the bar on coaching, execution, and operating discipline. What You'll Own - Lead, coach, and develop Sales Development Representatives with clear accountability for pipeline creation, lead conversion, and day-to-day execution quality. - Manage a team of 6–10 Sales Development Representatives. - Improve conversion across inbound lead sources by tightening process, prioritization, and follow-up discipline. - Build a strong operating cadence around metrics, pipeline reviews, coaching, performance management, and team accountability. - Hire, onboard, and develop team members who can succeed in the role and grow into future Account Executive opportunities. - Partner with Marketing, Revenue Operations, Enablement, and sales leadership to improve funnel quality, routing, messaging, and pipeline efficiency. - Create scalable systems and workflows that help the team move faster, learn faster, and execute more consistently. - Foster an inclusive, high-energy team culture grounded in accountability, growth, and strong customer interactions. - Use data to identify performance trends, diagnose gaps, and develop practical action plans. - Report to Revenue Development leadership with full ownership of frontline sales development and pipeline creation. This role is open to candidates in San Diego, CA; Dallas, TX; or Boston, MA. A hybrid schedule of 2–3 days per week in-office is expected. Required Qualifications - 2+ years of experience leading SDR, BDR, or similar frontline pipeline-generation teams in a B2B SaaS environment, with a proven track record of exceeding goals across both inbound and outbound sales motions. (Internal candidates with strong individual contributor experience but without direct management experience will also be considered.) - 2+ years of direct sales development, business development, or pipeline generation experience. - Proven track record improving conversion, pipeline quality, or team productivity through strong management, coaching, and a highly data-driven approach to process optimization and performance improvement. - Strong people-management skills, including recruiting, hiring, onboarding, performance management, feedback, career development, and a demonstrated ability to retain and motivate exceptional SDR and BDR talent. - High emotional intelligence with the ability to coach diverse personality types with empathy, clarity, and accountability. - Demonstrated operating rigor, including proficiency with Salesforce and sales enablement tools (Outreach, Sales Navigator, etc.), comfort with dashboards, CRM discipline, funnel metrics, and repeatable team systems. - Strong ability to drive team efficiency, manage multiple priorities, and identify areas for conversion improvement. - Strong cross-functional collaboration skills with Demand Generation, Marketing, Enablement, Revenue Operations, and downstream sales partners. - Excellent communication skills, sound judgment, and a bias toward execution — with high levels of self-motivation, ownership, and adaptability in a fast-paced environment. - Willingness to work in-office at least 2 days per week (Monday and Thursday). Preferred Qualifications - Experience leading teams across both inbound conversion and broader pipeline-generation motions. - Experience helping SDR talent progress into closing roles or other career advancement paths. - Familiarity with productivity, collaboration, workflow, or horizontal SaaS categories. - Experience building or refining team playbooks, coaching frameworks, or manager operating cadences. - Comfortable in a high-growth environment where priorities shift quickly and leaders are expected to build as they go. - Bachelor's degree or equivalent practical experience. Location & Travel - Preferred locations: San Diego, CA; Dallas, TX; or Boston, MA with a hybrid schedule of 2–3 days per week in-office. - Must be able to work effectively across core U.S. business hours and collaborate with cross-functional partners. - Some travel may be required for team events, planning sessions, or key in-person meetings. #LI-hybrid #LI-SM1 Equal Opportunity Employer ClickUp is an Equal Opportunity Employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin. Privacy Notice ClickUp collects and processes personal data in accordance with applicable data protection laws. You can find further details by viewing our Global Candidate Privacy Notice. https://clickup.com/careers-terms/candidate-privacy-notice If you are a Philippine Job Applicant, please also see our Philippine Data Privacy Notice https://t333.s.clickup-attachments-stg.com/t333/d9a53ce2-6d2c-48cd-84b1-ed4e525f9613/Philippine%20Data%20Privacy%20Notice_2024.pdf?view=open for further details. Visa Sponsorship Please note we are unable to sponsor or take over sponsorship of an employment visa for roles outside of engineering and product at this time. Sponsorship for engineering and product roles is not guaranteed, but is instead based on the business needs for that specific role at that time. Please reach out to the recruiter with any questions. Fraud Alert ClickUp Talent Acquisition will only initiate contact via an @clickup.com http://clickup.com email or through our official careers portal on clickup.com http://clickup.com. We will never request fees, payments, or sensitive personal information. Please disregard any offers received outside these channels and report them to support@clickup.com. AI Processing Notice ClickUp may use artificial intelligence and machine learning technologies to help review and screen candidates' employment applications against role-related criteria. These tools support, but do not replace, human decision‑making. If you have questions or need an accommodation in the recruitment process, please contact us at AskPeople@ClickUp.com.