Delinea

Manager, Sales Development Representatives

Boston, MA · Senior

Sponsorship not specifiedDetected 13 days ago

SalesforceCRMSalesPipeline ManagementOutbound SalesZero TrustLeadershipCommunicationCollaborationMentoringPublic Speaking

About the role

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise.
Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG.
We value diversity, innovation, and a culture of respect and fairness.

Lead, coach, and develop a team of SDRs responsible for inbound and outbound prospecting, ensuring consistent achievement of pipeline and meeting targets aligned to Delinea's go-to-market strategy
Build and continuously refine the SDR playbook (outreach sequences, call scripts, email frameworks, persona-based messaging, and qualification criteria) to reflect Delinea's current positioning in the PAM and cybersecurity space
Define, track, and report on team KPIs (activity metrics, conversion rates, pipeline contribution) and use data to drive continuous performance improvements
Partner with Sales leadership to ensure strong SDR-to-AE handoff quality, alignment on ICPs, and seamless progression of qualified opportunities into the pipeline
Collaborate with Marketing to optimize lead routing, follow-up cadences, and campaign responsiveness to maximize inbound efficiency
Work with Sales Enablement and HR to own SDR recruitment, onboarding, certification, and career development programs that attract and retain top talent
Proven track record of building and managing SDR teams that consistently meet or exceed pipeline contribution goals
A people-first leadership philosophy with the ability to motivate diverse teams, navigate performance challenges constructively, and develop SDRs toward long-term career growth
Trust - We act with integrity and deliver on our commitments
Global - We embrace diverse people and ideas to drive better outcomes

The ideal candidate brings a data-driven mindset, a track record of coaching SDRs to quota attainment, and the ability to operate cross-functionally at a senior level.
3-5+ years of experience in sales development or inside sales, with at least 2 years in a management or team lead capacity, preferably within cybersecurity, SaaS, or enterprise IT
Strong understanding of outbound prospecting methodologies, pipeline management, and the enterprise sales cycle
Proficiency with CRM and sales engagement tools (Salesforce, Outreach or SalesLoft, LinkedIn Sales Navigator)
analytical ability to translate data into actionable coaching insights

Experience working within a security or PAM-adjacent environment is a strong plus-familiarity with concepts such as least privilege, identity security, or zero trust is an advantage

Foster a culture of accountability, continuous learning, and high performance within the team

What we offer in return is meaningful work, a culture of innovation and great career progression.

This listing is sourced directly from Delinea's careers page and normalized into a canonical job model.