SDR Manager

 

Job summary

We’re looking for an SDR Manager to lead a high-performing Sales Development team within DigiCert’s Commercial Sales organization. Although part of Commercial Sales, this team operates as a separate, dedicated function focused exclusively on generating pipeline for Valimail. This leader will manage a global team of SDRs supporting Valimail demand generation initiatives while maintaining alignment with DigiCert’s overarching sales development standards.

This is a people-management role that reports directly to the Director of Sales and will partner closely with both the Commercial Sales organization and Valimail stakeholders to ensure high-quality pipeline creation and consistent execution.

 

What you will do

• Build, lead, and develop a high-performing SDR team dedicated to generating pipeline for Valimail across global markets
• Recruit, onboard, train, and coach SDRs while fostering a strong performance culture and clear development pathways
• Own global pipeline generation targets for the Valimail business and be accountable for meeting or exceeding quarterly SDR-sourced goals
• Define and manage key performance metrics, including: Conversion rates (MQL – SAL – SQL – Opportunity); Team productivity metrics (calls, emails, meetings booked); Activity quality and funnel efficiency
• Develop a data-driven, predictable pipeline framework with KPIs, onboarding programs, coaching frameworks, and performance dashboards
• Establish and maintain a high-performance, inclusive team culture through regular coaching, feedback sessions, and career development planning
• Own and optimize the SDR tech stack and processes in partnership with Revenue Operations to support Valimail-focused workflows
• Stay current with industry trends and SDR best practices, including new tools, methodologies, and prospecting approaches
• Maintain clear operating rhythms that support seamless coordination between the SDR team, Commercial Sales, Valimail leadership, Marketing, and cross-functional partners
• Collaborate closely with Commercial Sales and Valimail GTM stakeholders to ensure alignment on qualification criteria, account strategy, and engagement prioritization
• Provide accurate weekly forecasts and reporting on SDR performance, pipeline progress, and areas for improvement
• Support capacity planning and SDR compensation recommendations for the Valimail-dedicated team
• Continuously refine processes to improve productivity, throughput, and pipeline conversion

 

What you will have

• 10+ years of experience in Sales, Sales Development, or Inside Sales management, preferably in high-technology products or services
• Experience building and scaling SDR or Business Development teams, including operational frameworks, KPIs, and compensation structures
• Prior experience leading multi-regional SDR teams preferred
• Cybersecurity or SaaS experience strongly preferred
• Strong data-driven mindset with expertise in forecasting and pipeline management
• Proficiency with Salesforce.com and modern SDR tools (sequencing, analytics, call coaching, data enrichment, etc.)
• Demonstrated ability to manage stakeholders across Sales, Marketing, RevOps, and external partners (such as Valimail)
• Ability to operate independently with an entrepreneurial, solutions-oriented approach
• Excellent presentation, communication, coaching, and negotiation skills

 

Benefits

• Uncapped Commission
• Achievers club awards & Incentives
• Provident Fund
• Medical Aid + Gap Cover
• Employee Assistance Program
• Education Support Program
• Gym Reimbursement
• Life Insurance
• Disability Insurance

 

#LI-GA1

 

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