Manager, Sales Development

The Role

This is a rare ground-floor opportunity to architect and scale Pearly’s Sales Development function. With exceptional product-market fit but nascent outbound operations, you have a blank canvas to build the data infrastructure, process, team, and tooling that will power Pearly’s next phase of growth.

In 12 months, you’ll have expanded from an AE-driven outbound motion to a data-driven, AI-augmented pipeline engine with established metrics, segmented outreach strategies across private practices, groups, and DSOs, a trained and ramping SDR team, and measurable contribution to qualified pipeline and revenue.

If you’re energized by building rather than inheriting, and want complete ownership to shape how a high-growth technology company generates demand in the dental market, this is your role.

What You’ll Own

Outbound Engine & Operations

• Design and execute the end-to-end outbound motion targeting dental service organizations, group practices, and private practices across the U.S.

• Build and maintain a clean, enriched prospect database in a market known for sparse, fragmented, and often invalid data. Develop creative sourcing strategies across dental-specific data providers, communities, and enrichment tools.

• Define ICP segmentation, persona-based messaging, multi-channel sequencing (email, phone, LinkedIn, events), qualification criteria, and handoff workflows to AEs.

• Establish baseline metrics where none exist: contact rates, conversion rates, cost per qualified opportunity, and capacity forecasting.

Tech Stack & AI Integration

• Select and implement the SDR tooling stack (sequencing, dialing, intent data, enrichment) in concert with Hubspot

• Leverage AI-native tools from day one (intent, research, personalization, scoring) to build best-in-class scalability and unit economics.

• Instrument systems to surface proactive insights on channel performance, segment effectiveness, and team productivity.

Revenue & Pipeline

• Own qualified pipeline generation targets across DSO, group, and private practice segments.

• Design process and accountabilities between SDR and AE teams that enable high conversion rates, clean handoffs, and team productivity.

• Build proactive outbound motion to accelerate pipeline in coordination with Sales and Marketing (differentiated between DSOs, groups, and private practices).

• Partner with Marketing to align on target accounts, campaign and experiment coordination, content needs, and feedback loops that improve conversion at every stage.

Team & Leadership

• Be an engaged partner to the CEO and leadership team to shape Pearly’s culture and model our values.

• Hire, onboard, train, and coach a team of SDRs with clear ramp plans, KPIs, and a performance culture grounded in accountability and development.

• Drive cross-functional initiatives with Sales, Marketing, Product, and Operations.

What You Bring

• 3-5+ years in sales development with at least 1-2 years in a team lead or manager capacity, ideally having built or significantly scaled an SDR function.

• Demonstrable track record of generating qualified pipeline in the dental industry or a structurally similar market with a mix of private practices and multi-location groups.

• Hands-on experience navigating complex data environments, synthesizing and enriching data across fragmented sources.

• Deep comfort with multi-persona outbound crafting

• Hands-on experience implementing tools, process, and AI

• Strong operational instincts: you think in systems, build repeatable processes, and instrument everything for measurement.

• Experience selecting and implementing SDR tech stacks (sequencing platforms, dialers, CRM workflows, intent/signal tools).

• Experience building and managing teams of 2-5+ people.

• Based in Atlanta, GA or Santa Barbara, CA. Remote considered for an exceptional candidate with periodic travel to Atlanta and Santa Barbara.

Benefits

• Competitive salary, equity, and healthcare benefits

• Meeting-light culture

• Work with an A+ smart and passionate team

• Flexible vacation/time-off policy

• Opportunity to make your mark at an accelerating company with great product-market fit