Manager, Sales Development

About this role

Our Purpose

At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. If you are motivated by meaningful challenges and want your impact to be real, measurable, and global, you will find purpose here.

About Us

SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Our AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed. By combining real-time analytics, intelligent automation, and a unified data foundation, we reduce noise, simplify complexity, and empower security teams to focus on what truly matters.

Our teams are builders, problem-solvers, and innovators committed to shaping the future of security. If you are excited to solve hard problems alongside talented, mission-driven people, we invite you to help us build a safer future for humanity.

What Are We Looking For?

We’re looking for people who are relentlessly curious and committed to continuous learning. AI is reshaping every function across our business, and we enable every team member, regardless of role or level, to build fluency in AI tools and concepts. Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes.

As the Enterprise Sales Development Manager, you will lead a team of Sales Development Representatives to penetrate complex enterprise accounts through high-touch outbound campaigns. You’ll drive operational excellence by coaching on AI-enabled prospecting and conducting pipeline inspections to maximize meeting-to-qualified pipeline conversion. Partnering with Enterprise Sales leadership, you’ll bridge outreach and strategic account planning to build a high-conversion revenue funnel.

What Will You Do?

Primary responsibilities include :

• Build, lead, and scale a team of 6–8 Enterprise SDRs aligned 1:4 with Enterprise AEs

• Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development

• Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment

• Hire, onboard, and ramp new Enterprise SDR talent

• Mentor SDRs on strategic prospecting and long-term career development

• Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts

• Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration

• Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach

• Increase white space coverage and executive-level engagement within assigned territories

• Build and iterate on outbound plays aligned to enterprise segments

• Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration

• Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage

• Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs

• Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools

• Drive data accuracy, reporting clarity, and operational rigor

• Champion adoption of modern prospecting tools and AI-driven workflows

• Leverage AI for account prioritization, personalization, and signal-based outreach

• Integrate data-driven insights into team prospecting strategy and daily execution

• Elevated outbound prospecting quality and strategic account penetration

• Strong meeting-to-qualified pipeline conversion

• Clear Enterprise prospecting standards operationalized across the team

• High-trust partnership between SDRs and Enterprise Sales

• A disciplined, strategic SDR team operating as business partners — not activity executors

• Successfully developing and coaching BDRs to be future company AEs

What Skills and Knowledge Will You Bring?

Ideal candidates will have:

• 2+ years of experience managing SDR/BDR teams, with experience supporting Enterprise sellers

• Proven track record of building teams that successfully prospect into complex enterprise organizations

• Strong understanding of enterprise sales cycles and account-based prospecting strategies

• Experience developing structured prospecting systems and performance frameworks

• Fluency in Salesforce, SalesLoft (or similar engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools

• Demonstrated coaching excellence and performance improvement track record

• Experience hiring and ramping SDR talent

• Bachelor’s degree or equivalent work experience

• Experience managing teams prospecting to Fortune 500 or Global 2000 accounts

• Track record of developing SDRs who transition successfully into Enterprise AE roles

• Experience building enterprise prospecting playbooks and outbound standards

• Cybersecurity or relevant industry experience

• Personal closing experience is a plus, but not required

Why SentinelOne?

AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. From day one, we architected an AI-native platform designed to operate at machine speed, not as an add-on to legacy systems but as the foundation itself. If you want to build where innovation and impact move together, this is that place.

We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:

Equity & Rewards

• Restricted Stock Units

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