Manager, Sales Development

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.

• →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.

• 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.

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

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