Sales Development Manager

Location: Mountain View, CA or Remote
Reports to: VP Marketing
Department: Marketing

WitnessAI is a fast-growing, AI Security startup dedicated to enabling safe and effective AI use for enterprises. Our cutting-edge platform helps organizations innovate and enjoy the power of generative AI, without losing control, privacy, or security.

We are seeking an experienced and highly motivated Sales Development Manager to manage and grow our Sales Development team. This role will be instrumental in driving pipeline growth, creating best practices, and overseeing the development and execution of a strategy to identify, engage, and qualify new business opportunities. You’ll work closely with our marketing and sales leadership to ensure alignment between lead generation efforts and revenue goals.

• Team Leadership: Build, lead, and manage a high-performing Sales Development team. Provide coaching, mentorship, and continuous development to ensure team success and individual growth.

• Strategy & Execution: Develop and implement a comprehensive sales development strategy to drive lead generation, qualification, and conversion. Identify key markets and customer segments to target.

• Process Optimization: Create and refine outreach and qualification processes to improve efficiency, consistency, and conversion rates across inbound and outbound activities.

• Collaboration: Work closely with marketing to align campaigns, messaging, and targeting with the sales development strategy. Ensure smooth handoffs between Sales Development and the sales teams.

• Data-Driven Decision Making: Utilize CRM, analytics, and sales tools to monitor KPIs, analyze performance, and provide actionable insights. Adjust strategies and tactics as needed to meet goals.

• Recruitment & Scaling: As the team grows, actively recruit, hire, and onboard new SDRs to build a scalable team capable of supporting aggressive growth.

• Reporting & Forecasting: Regularly report on team performance, pipeline progress, and sales development outcomes to the executive team.

• 6+ years of experience in sales development or business development, with at least 2+ years in a leadership role, preferably within a SaaS environment.

• Proven track record of success in building and scaling sales development teams, ideally in high-growth, fast-paced companies.

• Strong understanding of lead generation strategies, sales processes, and metrics-driven performance.

• Excellent communication and interpersonal skills, with the ability to inspire, mentor, and lead a team.

• Hands-on experience with CRM tools (e.g., Salesforce) and sales development tools (e.g., Outreach).

• A data-driven mindset with the ability to make informed decisions based on metrics and KPIs.

• Ability to thrive in a fast-paced, startup environment and navigate change with agility.

• A deep passion for building and fostering high-performing teams.

• Experience in B2B SaaS sales, especially in AI Security or Cybersecurity.

• Strong understanding of account-based marketing (ABM) strategies.

• Experience managing remote teams or working in a distributed team environment.

• Familiarity with sales enablement tools and technologies.

• Impact: Be a key player in scaling a high-growth SaaS startup and directly influencing revenue.

• Growth: Opportunity for personal and professional growth in an evolving startup environment.

• Culture: Join a collaborative, innovative, and passionate team focused on solving real-world problems.

Benefits:

• Hybrid work environment

• Competitive salary.

• Health, dental, and vision insurance.

• 401(k) plan.

• Opportunities for professional development and growth.

• Generous vacation policy.

Salary Range:

$230,000-$270K OTE