Manager, Sales Development

About this role

Relay is the Intelligent System of Action for the physical economy. While the digital revolution has often left the deskless workforce behind, we are closing that gap by transforming analog frontline operations into a data-rich, AI-powered ecosystem. We aren't just selling radios, we’re building the digital foundation for the 80% of the global workforce that doesn't work at a desk.

Why Join Relay?

• A Proven Winner: Join a hyper-growth company trusted by over 10% of the Fortune 500, continuing to move upmarket with massive impact.

• High Value, High Impact: With 47% of our revenue from $100K+ ARR customers and 135% Net Revenue Retention (NRR), you'll be joining a company rooted in value creation.

• Market-Leading Innovation: The Relay platform captures 1 billion new data points weekly and features award-winning AI tools like TeamTranslate™, with 500% YoY growth.

• World-Class Leadership: Our stellar leadership team is built to help us scale toward our next major milestones.

• The Relay Culture: We’re dedicated to helping you do the best work of your life (BWIML), investing in your growth through L.I.T., living our CHASE values, and learning from incredibly talented, supportive teammates who make the work (and the wins) better every day.

Now, here’s what we’re building, and where you come in.

About the Role

You’ll be responsible for a team of SDRs (and potentially AEs in the future) selling into mid-market and enterprise level accounts. You’ll work both to train new reps to create and nurture pipeline, and to coach tenured reps to help maximize their professional and personal success.

Your team will work closely with the rest of the Sales team and Marketing (Growth, ABM, and Events) to develop strategies around targeting, messaging, executing on intent, events, etc., and to provide a consistent feedback loop. You’ll need to have a maniacal focus on operational efficiency and an aptitude for documentation.

You’ll help shape and be responsible for executing the plan to hit your team’s metrics and revenue goals. You’ll also have the support of the entire business – marketing, revops, product, engineering, etc – to help you find success. We’re looking for individuals with confidence in their abilities, an entrepreneurial spirit, and intellectual curiosity.

About the Team

Our team is highly motivated, collaborative, and mission-focused. Our culture is competitive, empathetic, and growth-oriented. Development is in the name, and our team supports one another in the pursuit of growth and learning. We all have a passion for the product and know the impact it can have on our customers. Humility and servant leadership are core to how we operate and show up for one another and the broader organization.

Responsibilities

• Assist SDRs in executing their strategic plans.

• Train and coach your team to help them advance their careers.

• Participate in recruiting, interviewing, and hiring.

• Help shape targeting and work together with product, marketing, sales and customer success to identify campaigns and opportunities for outbound SDRs focus.

• Prepare SDRs with foundational pipeline generation skills to foster growth into a full cycle sales role as an Account Executive.

• Gain proficiency with our CRM and the full sales tech stack.

• Become a Relay product expert.

• Exhibit and reinforce Relay’s core CHASE values.

• Work with a close-knit team of talented sales experts who will challenge you and support you in your professional and personal growth.

Required Qualifications

• Sales Team Leadership: 1-2 years of experience in sales team leadership, including managing an SDR team, specifically in a B2B SaaS environment.

• SDR Role Proficiency: Previously performed the SDR/BDR role successfully for 8+ months and exceeded quotas.

• Hiring and Onboarding: Demonstrated experience in recruiting, interviewing, and successfully onboarding new SDR talent.

• SDR Development: Passion for developing others demonstrated by experience promoting SDRs through an internal development process.

• Technology Stack Expertise:

• Proficiency with key sales tools, including: CRM (HubSpot) Lead Sourcing/Data Tools (e.g., Clay, LinkedIn Sales Navigator).

• Experience selecting, implementing and using AI tooling to drive outcomes for a Sales Development function.

• KPI & Metrics Ownership: Direct experience managing a team against specific KPIs (e.g., activity volume, conversion rates, SQOs/pipeline generation).

• Cross-Functional Alignment: Proven success working with Sales (AEs) and Marketing to ensure lead quality and smooth hand-offs.

Preferred Qualifications

• Closing Experience: 1+ year of proven success and quota attainment in a closing role (Account Executive experience).

• SaaS Track Record: Demonstrated and consistent track record of hitting revenue targets in a B2B SaaS business.

• Work Ethic: Remarkable work ethic with a strong sense of urgency.

• Attitude: Hunger and humility with a balance of confidence and relentless curiosity.

• Startup Experience: Entrepreneurial background and/or experience in early stage, high growth tech companies.

What success and impact looks like in this role:

Pipeline & Revenue Impact

• Attainment: Consistently hitting or exceeding team targets

• Pipeline Quality & Conversion: Ensuring the team isn't just booking meetings, but booking the right targets.

• Account Penetration: Successfully executing outbound strategies against key Mid-Market and Enterprise target accounts in close partnership with Account Executives.

Talent Development, Onboarding & Retention

• AE Readiness & Promotions: Successfully coaching tenured SDRs and creating a predictable pipeline of reps promoted into full-cycle Account Executive roles.

• Ramp Time Reduction: Efficiently recruiting, onboarding, and training new hires so they hit full productivity as quickly as possible.

• Team Retention & Engagement: Fostering a competitive, growth-oriented, and empathetic culture wh

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