Job Description

SDR Manager (Player-Coach) — Enterprise Cybersecurity & AI Software

• Location: Short Hills, NJ (On-site / In Person)
• Employment Type: Contract-to-Hire (Full-time)
• Reports To: Director of Revenue Operations
• Compensation: $85,000-$95,000 + commission

About the Opportunity

GA Rogers has partnered with a high-growth, cutting-edge software company specializing in Enterprise AI Security & Governance to recruit a hands-on SDR Manager . Our client provides an innovative platform that enables major corporations—including leading financial institutions, healthcare systems, energy providers, and global enterprises—to secure, manage, and govern their AI deployments.

This is a player-coach seat designed for an agile, execution-minded sales leader who thrives on building pipeline, running call-coaching sessions, and working directly alongside reps on target account lists. You will lead an early-stage outbound team of 3 Sales Development Representatives and actively manage your own portfolio of high-value accounts.

What You Will Own (Responsibilities)

• Team Ramp & Coaching: Conduct weekly call reviews in Gong, lead live outreach coaching, run objection-handling sessions, and drive SDR performance from basic activity to booked enterprise meetings.
• Personal Outbound Pipeline: Maintain a hands-on approach by personally prospecting and qualifying a dedicated portfolio of target accounts alongside your team.
• Core Metrics & Performance: Set definitions and take full accountability for team metrics, including connect rates, meeting volume, and total pipeline sourced.
• Territory & Cohort Strategy: Design and manage account distribution, ensure data enrichment is completed prior to opening account cohorts, and execute targeted event follow-up campaigns.
• Data Hygiene & RevOps Alignment: Own daily CRM operations in HubSpot, serving as the functional lead working with RevOps to maintain clean data pipelines and reporting.
• AE Alignment: Define and manage the SDR-to-Account Executive meeting handoff process and coordinate joint outreach on strategic enterprise accounts.

Qualifications Required

• SDR Leadership Experience: 2+ years of experience directly managing or leading an outbound SDR/BDR team at a B2B software/SaaS company (Note: Experience limited to general inside sales, traditional account management, or customer success will not qualify).
• Player-Coach Mindset: A strong desire to carry an individual prospecting quota and lead by example on the phone/outbound channels.
• Enterprise Outbound Track Record: Proven experience prospecting technical and executive security buyers (CISOs, CIOs, Heads of Risk/Compliance) within complex, multi-stakeholder enterprise sales cycles.
• Hands-on CRM Operator: Ability to independently build custom pipeline reports, workflows, and account views in HubSpot or Salesforce.
• Qualification Discipline: Expertise in structured qualification frameworks (e.g., MEDDPICC, MEDDIC, BANT, or SPICED) and demonstrated ability to coach reps on them.

Preferred Experience (Bonus Points)

• Exposure to or familiarity with AI security, data governance, GRC software, or enterprise compliance frameworks.
• Daily power-user experience with modern sales engagement platforms (Gong, LeadIQ, LinkedIn Sales Navigator).
• Experience taking a newly formed sales team through its initial ramp phase.

Position Details

• Schedule: Full-time, standard US Eastern core hours.
• Work Structure: In-person office attendance in Short Hills, NJ .
• Engagement: Contract-to-Hire.

Interested in driving pipeline growth for an enterprise AI security leader? Apply today with your updated resume for immediate consideration!

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