Sales Development Manager

FinQuery stands at the forefront of accounting automation, driven by a deep specialty in contract-driven accounting. Our AI-enabled platform transforms how controllers and finance teams operate, seamlessly managing and accounting for the complex financial contracts—like leases, prepaids, and accruals—that are the backbone of modern business. We are not just a software provider; we are the unified subledger that eliminates time-intensive, error-prone technical accounting workflows, ensuring financial reports are accurate and empowering our customers to focus on strategic, high-value tasks.

FinQuery is the global leader in lease accounting (as recognized on G2.com) and serves more than 8,500 customers worldwide. Our growth trajectory has been consistently validated by the Inc 5000, which has recognized us as one of the fastest-growing private companies for five consecutive years.

The Sales Development Manager leads a global team of Sales Development Representatives responsible for outbound pipeline generation in support of FinQuery's revenue goals. This role is accountable for SQL attainment, pipeline contribution, and holding SDRs to defined performance requirements through consistent coaching, clear standards, and data-driven management. Reporting to the Senior Director, Sales, the Manager, Sales Development partners cross-functionally with Sales, Revenue Operations, Marketing, Sales Enablement, and Learning and Development to drive outbound effectiveness and team performance at scale. 

 

Reports to: Senior Director, Sales 

• Manage, develop, and retain a global team of 7–8 Sales Development Representatives focused exclusively on outbound pipeline generation

• Conduct hiring, performance management, and development conversations while ensuring team members have clear goals and regular feedback

• Deliver consistent, data-driven 1:1 coaching to SDRs focused on outbound prospecting, cold calling, objection handling, and message refinement

• Conduct regular call reviews and monitor individual activity benchmarks as leading indicators of pipeline health

• Track and report on SQL volume, pipeline generated, SDR quota attainment, conversion rates, activity levels, and new hire ramp time

• Present performance analysis and recommendations to Sales leadership on a regular cadence

• Own the SDR team's pipeline forecast across global markets and partner with Revenue Operations to maintain performance dashboards

• Identify shortfalls early and communicate pipeline risks and opportunities to Sales leadership proactively

• Establish and continuously optimize the team's outbound prospecting strategy across target accounts and verticals

• Translate strategy into rep-level playbooks, messaging frameworks, and account prioritization guidance

• Drive adherence to defined outbound methodology, CRM hygiene standards, and data accuracy practices across the global team

• Collaborate with Marketing, Product Marketing, and Demand Generation to align outbound strategies with active campaigns

• Partner with Sales Enablement and Learning and Development to ensure onboarding and training content reflects current team needs

• Identify, evaluate, and drive adoption of AI-enabled tools and automation across the SDR team's outbound workflows

• Ensure consistency of performance standards, outbound methodology, and team culture across geographies and time zones

• Partner with Talent Acquisition to recruit and hire SDRs while maintaining a talent pipeline for growth and backfill needs

• Conduct all business in accordance with FinQuery policies and procedures

Ability to manage, coach, and develop a high-performing outbound SDR team across global markets

Ability to design and execute outbound prospecting strategies, playbooks, and messaging frameworks in a B2B SaaS environment Strong coaching ability in cold calling, objection handling, and outbound message refinement

• Ability to analyze pipeline metrics and activity data to draw actionable insights for senior leadership

• Ability to manage underperformance directly and drive individual and team accountability to defined targets

• Strong understanding of modern outbound sales development techniques and sequencing strategies

• Ability to evaluate and drive team-wide use of AI-enabled tools and automation

• Proficiency in HubSpot or equivalent CRM and working knowledge of sales engagement platforms like Salesloft or Outreach

• Ability to partner cross-functionally with departments including Revenue Operations, Marketing, and Sales Enablement

• Ability to build and maintain pipeline forecasts and contribute to revenue reporting with high accuracy

• Strong organizational and prioritization skills to manage multiple initiatives simultaneously across a global team

• Ability to serve as a subject matter contributor to SDR onboarding and development content

Education and Experience Desired

• Minimum of 10 years of related experience with a Bachelor's degree, or 8 years with a Master's degree

• Two or more years of experience managing an outbound SDR or BDR team in a B2B SaaS environment

• Four or more years of experience in sales development, pipeline generation, or related go-to-market roles

• Experience leading teams in a structured, high-volume outbound environment

• Experience working with global teams across multiple geographies and time zones preferred