Manager, Sales Development

ABOUT DOSS   DOSS IS BUILDING AN OPERATIONS CLOUD FOR THE REAL WORLD. A modern, AI-native platform for physical product businesses to manage the flow of goods, dollars, and data in real time, across: - Procurement - Inventory - Orders - Fulfillment - Finance Built to replace spreadsheet chaos and rigid, consultant-heavy ERPs. Fast time-to-value, adaptable as the business evolves. Through our Adaptive Resource Platform (ARP) and unified operational data model, teams deploy quickly, automate workflows, and make changes without months of re-implementation. We recently raised a $55M Series B https://www.doss.com/news/doss-raises-55m-series-b, co-led by Madrona and Premji Invest. Participation from Intuit Ventures, Theory Ventures, General Catalyst, Contrary Capital, and Pathlight VC. DOSS is trusted by fast-growing operators to run critical operations with speed, control, and confidence. POSITION OVERVIEW The Sales Development Manager will own the SDR function at Doss, leading a team of eight SDRs today, and growing it from there. You'll be responsible for the top of our funnel: the pitch, the process, the pipeline, and the people. This role has two key functions: 1. Driving net new pipeline and revenue for Doss. You own the number. The majority of qualified opportunities that enters our funnel, inbound and outbound, runs through your team. 2. Building a talent pipeline for our Account Executive organization. You'll hire, train, and mentor SDRs with the explicit goal of graduating them into closing roles. The AEs who carry quota at Doss two years from now are the reps you're recruiting today. You'll report to the Head of Growth and own this area end-to-end, collaborating closely with sales leadership, product marketing, and RevOps. We are building a world-class go-to-market org here, and this is a key pillar of that org. Above all else, this role is about creating leverage, through repeatable outbound plays, disciplined coaching, and a bench of talent deep enough to staff the next stage of our growth. KEY RESPONSIBILITIES - #1: Achieve the pipeline goals. You own a net new pipeline sourced goal. Execute your plan to drive our incredible growth through new opportunities from outbound. - Lead top-of-funnel execution. Own activity SLAs and KPIs. Instrument the funnel so you know where volume, conversion, and quality stand, on a daily basis, and act before lagging outcomes confirm what leading indicators already told you. - Hire relentlessly. Build and run a recruiting engine for SDR talent. Define the bar, source against it, and close the candidates who clear it. - Coach every day. Sit in on calls, tear down pitches, work objections, and run live rep development. Raise the floor of the team and the ceiling of your best people. - Build the AE bench. Design and run a promotion path that transitions SDRs into Account Executivesd: clear criteria, structured ramp, and real accountability for graduation rates. - Own the outbound playbook. Set and continuously refine multi-channel sequences across email, phone, LinkedIn, and beyond. Build repeatable plays out of what works and kill what doesn't. - Run rigorous experiments. Test constantly across messaging, target accounts, personas, channels, and cadence. Form hypotheses, isolate variables, read results honestly, and feed the learning back into the next round. This is done as part of our broader marketing testing engine with collaboration from Product Marketing, Growth and Brand. - Collaborate cross-functionally. Partner with AEs and sales leadership on lead quality and handoff, with product marketing on positioning and messaging, and with growth on the paid-to-outbound feedback loop. - Report on performance. Maintain clear dashboards and a tight feedback loop with the Head of Growth on activity, conversion, pipeline contribution, and team development. ABOUT YOU - 2+ years leading SDRs and 2+ year as an AE closing deals. You've carried a team number, have closing experience, and know what it takes to be a top 1% AE. - You've built a team, not just managed one. You've hired, onboarded, and ramped reps—and you've promoted people out of your org into closing roles. - Coach first. You get real energy from making other people better, and you have a track record of reps who got measurably better under you. - Hands-on operator. You'll pick up the phone, write the sequence, and run the call yourself. You lead from the front, not from a dashboard. - Metrics-driven. You deeply understand leading vs. lagging indicators, how to measure each, and how to set up the tracking to do it right. - Fluent in the modern stack. Salesforce, LinkedIn Sales Navigator, Trellus, Apollo and the enrichment and intent tools that sit around them. - Experience with technical or complex B2B sales. You can teach reps to hold a credible conversation with supply chain, operations, and finance leaders. - Scrappy and resourceful. You're biased toward action—you launch v1 quickly to prove the point, then optimize. - Team-first mindset. You collaborate well across functions and thrive in a high-trust, high-performance environment.