Manager, Sales Development

ClickUp is seeking an experienced Sales Development Manager to lead and elevate our Sales Development and Business Development teams, responsible for managing both inbound and outbound lead generation and driving pipeline growth. In this role, you will play a critical part in recruiting top talent, coaching for excellence, optimizing processes, and delivering on ambitious KPIs. The ideal candidate will be highly data-driven, process-oriented, and proficient in leveraging technology and reporting to maximize team efficiency and conversion rates. You will also be a key cross-functional partner, building strong relationships with our Demand Generation and Sales teams to ensure seamless lead management and pipeline acceleration.

What You Will Do And Achieve

• Lead and Develop the SDR & BDR Teams: Manage a team of SDRs and BDRs to efficiently qualify inbound leads and proactively generate outbound opportunities, creating high-quality pipeline for our EMEA sales team.
• Recruit, Coach, and Mentor: Attract, onboard, and develop SDRs and BDRs through ongoing coaching, shadowing, role plays, process improvement, and performance reporting in recurring 1:1s.
• Drive Process Excellence: Build scalable, repeatable training programs focused on sales skills, product knowledge, and industry expertise. Implement and standardize key sales processes to ensure consistent, predictable results across both inbound and outbound motions.
• Optimize Performance: Define, manage, and optimize KPIs and metrics for the SDR and BDR teams, leveraging advanced reporting and technology to track performance and identify areas for improvement.
• Maximize Efficiency and Conversion: Ensure the teams are highly efficient in lead follow-up and outbound prospecting, and proactively spot opportunities to improve conversion rates throughout the funnel.
• Leverage Technology: Be proficient in all sales technology and reporting tools (Salesforce, Outreach, Sales Navigator, etc.), and use data-driven insights to drive team performance.
• Cross-Functional Collaboration: Build strong partnerships with Demand Generation, Marketing, and Sales teams to ensure seamless lead handoff, feedback loops, and continuous improvement of lead quality and conversion.
• Develop Future Leaders: Coach and develop high-performing SDRs and BDRs into future Account Executives and other key roles within ClickUp.
• Foster a High-Energy Culture: Create a collaborative, high-energy, and inclusive culture that aligns with ClickUp’s core values.

Requirements

• 2+ years of experience leading sales development teams, with a proven track record of exceeding goals in both inbound and outbound sales environments (we are willing to consider an internal candidate even if they have not managed direct reports yet)
• 2+ years of direct sales development, business development, or pipeline generation experience
• Demonstrated proficiency with Salesforce and other sales enablement tools (Outreach, Sales Navigator, etc.)
• Highly data-driven and analytical, with a passion for process optimization and performance improvement
• Strong ability to drive team efficiency, manage multiple priorities, and spot areas for conversion improvement
• Proven success in recruiting, retaining, and motivating exceptional SDRs and BDRs
• Excellent cross-functional collaboration skills, with the ability to build strong partnerships with Demand Generation, Marketing, and Sales teams
• High levels of self-motivation, ownership, and adaptability in a fast-paced, “do what it takes” culture
• Willingness to be in office at least 2x per week (Monday and Thursday)

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