Manager, Sales Development
Lead and coach a team of Sales Development Representatives to drive pipeline growth in a hybrid role based in Austin, TX.
Posted by employer 1 day ago
First seen on Joblaze 1 day ago
Last verified on the company career page 1 day ago
Skills & Technologies
What you'll build
- Direct-manage a team of 8 SDRs
- Conduct regular 1:1s and call reviews
- Recruit, hire, onboard, and develop talent
- Establish data-driven operational cadences
- Refine SDR playbooks and workflows
Must have
- 2+ years of direct people management experience
- Proven history of achieving team quota
- Hands-on experience building and scaling SDR teams
- Ability to understand complex technical products
- Strong data fluency
Nice to have
- Deep understanding of strategic account-based sales methodologies
- Proficiency with modern sales tools
- Experience with AI-driven workflows
Practical constraints
- Located in or willing to commute to Austin, TX 3 days per week
AI in the day-to-day
Leverage AI tools to increase team efficiency.
Requirements
- Experience
- 2+ years
Not disclosed in this posting: visa sponsorship.
Benefits
Joblaze summary
In the role of Manager, Sales Development at Elastic, the individual will oversee a team of eight Sales Development Representatives, focusing on coaching and performance management to drive pipeline growth within enterprise accounts. Key skills include a strong understanding of complex technical products and proficiency with sales tools like Salesforce and Outreach. This position is ideal for someone with at least two years of experience managing SDR teams and a proven track record in achieving sales targets. The role emphasizes collaboration with sales leadership and partners to refine strategies and optimize team performance.
Joblaze insights
- Listed yesterday — first seen on Joblaze September 29, 2026. Last confirmed on Elastic's careers page September 29, 2026.
- Salary band is below the typical range for Sales/Marketing roles (median ~$140,000).
- Starts at or below all 19 comparable lead sales/marketing roles in United States that list Sales we track (median $144,000 across 14 companies). See Sales salary trends
- Sales appears in 6.6% of 379 comparable lead sales/marketing roles in United States; Observability appears in 0.3% of 379 comparable lead sales/marketing roles in United States.
Quick facts
- Is the Manager, Sales Development role remote?
- It's hybrid — Elastic expects some on-site time in Austin, TX, United States.
- What's the salary range?
- Elastic lists $89,600–$141,700 for this role.
- How much experience is required?
- At least 2 years of relevant experience for this Manager, Sales Development role.
- Where is the role based?
- Elastic is hiring for this position in Austin, TX, United States.
- What's the tech stack?
- Joblaze extracted these technologies from the posting: AI, Cloud, Cybersecurity, Observability, Sales, Search.
- What seniority level is this role?
- Elastic targets lead candidates for this position.
- Is this full-time or contract?
- Full-time for this Manager, Sales Development role at Elastic.
From the original posting
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.
What is The Role:
As the Manager, Sales Development, you will lead, coach, and scale a high-performing team of 8 Sales Development Representatives (SDRs).
You will partner closely with Sales Leadership, Marketing, and Partners to ensure your team uncovers high-value pipeline within top-tier enterprise accounts. This role requires an analytical, hyper-organized, and operationally sound leader who thrives on building teams, driving quota accountability, and navigating complex product ecosystems.
This is a hybrid role based in our Austin, TX hub (3 days per week in-office) focused on team collaboration, coaching, and strategy alignment.
What You Will Do:
- Team Leadership & Performance Management: Direct-manage a team of 8 SDRs. Inspire, coach, and hold the team accountable to performance expectations, pipeline conversion metrics, and overall quota attainment.
- Coaching & Skill Development: Conduct regular 1:1s and call reviews to elevate team messaging around complex technical solutions (Search, Observability, Security, and AI).
- Team Building & Scaling: Recruit, hire, onboard, and develop top-tier talent. Build onboarding programs from the ground up to shorten ramp times and prepare SDRs for promotion into Account Executive and go-to-market roles.
- Operational & Analytical Excellence: Establish data-driven operational cadences. Track team KPIs, pipeline health, conversion rates, and account coverage to optimize resource allocation and accurately forecast pipeline creation.
- Account Mapping & Execution: Partner with Leadership to design unified outbound account-based strategies across key buying centers and high-value target accounts.
- Process & Playbook Development: Continuously refine SDR playbooks, multi-channel cadences, AI-driven workflows, and tech stack utilization (Salesforce, Outreach, LinkedIn Sales Navigator, Demandbase, ZoomInfo).
- Partner-Led Alignment: Integrate ecosystem partners (GSIs, hyperscalers/cloud providers) into SDR prospecting motions to unlock new account entry points.
- Performance Management: Drive a high-performance culture with clear metrics, actionable feedback, and proactive performance management plans when required.
What You Bring:
- SDR Management Experience: 2+ years of direct people management experience specifically leading Sales Development Representatives.
- Proven Attainment Track Record: Proven history of consistently achieving or exceeding team quota, meeting metrics, and pipeline generation targets.
- Ground-Up Building & Performance Management: Hands-on experience building, scaling, and structuring SDR teams, including running end-to-end recruitment, onboarding, and performance management.
- Technical Depth: Demonstrated ability to understand and communicate complex, highly technical products (e.g., Data, Cloud Infrastructure, Cybersecurity, Observability, Search, or AI).
- Operational & Analytical Mindset: Strong data fluency—ability to analyze pipeline metrics, run performance forecasting, identify conversion bottlenecks, and implement operational fixes.
- Enterprise Outbound Expertise: Deep understanding of strategic account-based sales methodologies, executive persona mapping, and multi-channel outreach.
- Sales Tech & AI Literacy: Proficiency with modern sales tools (Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Demandbase) and leverage of AI tools to increase team efficiency.
- In-Office Availability: Located in or willing to commute to our Austin, TX hub 3 days per week.
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).
The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.
An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
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