The Role
Lead and develop a team of Enterprise Sales Development Representatives, driving pipeline creation, coaching, and performance management while utilizing AI tools to enhance efficiency.
Summary Generated by Built In
Ready to shape the future of data?
Matillion is the intelligent data integration platform.
We're changing how the world works with data – and we need driven, curious people who think big and move fast.
We built the Data Productivity Cloud to supercharge data productivity, and now we’re shaping the future of data engineering with Maia – our AI-powered virtual data engineers that help teams design, build, and manage data pipelines at unmatched speed.
Join #TeamGreen, where the mission comes first, collaboration drives us forward, and everyone pulls in the same direction to make a dent in the universe bigger than ourselves.
Lead a high-performing team of 8-10 Enterprise SDRs to fuel Matillion's revenue engine. This role demands a frontline leader who drives consistent pipeline creation through KPI-driven coaching, AI-powered efficiency, and strategic alignment with Enterprise sales leadership. You will lead from the front, building champions, over-achieving targets, and leveraging data to turn SDRs into quota-crushing machines. If you thrive on accountability, love coaching winners, and want to shape the future of AI-driven sales development at a hyper-growth data platform company, this is your role.
We prefer this person to sit in Denver, Atlanta, or Boston. If in Denver, the role will be hybrid with 2 days in the Denver office.
TEAM LEADERSHIP & PERFORMANCE MANAGEMENT
- Manage, coach, and develop 8-10 Enterprise SDRs to consistently achieve and over-achieve monthly quotas
- Lead from the front: Be present in the day-to-day shadow calls, run role plays, and model excellence
- Drive daily/weekly KPI rigor: metrics, forecasting, pipeline health, and activity management
- Proactively address performance or behavior issues using data-driven coaching and clear performance plans
- Celebrate wins, identify coaching opportunities, and build a culture of continuous improvement
- Conduct regular 1:1s, performance reviews, and career development planning
- Make recommendations for salary increases, promotions, or performance improvement plans
PIPELINE & REVENUE IMPACT
- Own team pipeline targets and ensure consistent contribution to Enterprise sales pipeline
- Partner with Enterprise sales leadership to drive opportunity traction in top target accounts
- Design and execute account-based strategies for high-value prospects
- Monitor conversion rates (meeting → opportunity → pipeline) and optimize at every stage
- Provide visibility through reporting, dashboards, and QBR presentations to sales leadership
AI-DRIVEN EFFICIENCY & ENABLEMENT
- Leverage AI tooling (Outreach, Gong Engage, CommonRoom) to drive SDR productivity and efficiency
- Build and refine playbooks, cadences, and best practices for the Enterprise segment
- Stay ahead of sales tech innovation; test and implement tools that give the team an edge
- Champion the use of Salesforce for accurate activity tracking and pipeline management
RECRUITMENT & ONBOARDING
- Own recruitment for open SDR roles; partner with Talent Acquisition to build a world-class team
- Assume ownership of open territories during hiring gaps
- Design and deliver onboarding programs that accelerate time-to-productivity
- Participate in SDR readiness programs to develop talent for progression into Account Executive roles
CROSS-FUNCTIONAL COLLABORATION
- Align with Marketing on campaign strategy, lead quality, and conversion optimization
- Collaborate with sales operations on process improvements, territory planning, and technology adoption
- Participate in Sales Kickoffs, strategic planning sessions, and team-building initiatives
- Represent the SDR function in cross-functional meetings and strategic initiatives
KNOWLEDGE / SKILLS / EXPERIENCE
- 3-5 years of frontline sales development or SDR management experience
- Proven track record of leading teams to consistently achieve and over-achieve quota
- Enterprise sales experience strongly preferred (B2B SaaS, data, or cloud technology sectors)
- Advanced proficiency in Salesforce, Outreach, Gong Engage, and CommonRoom (or similar sales tech stack)
- Demonstrable coaching and mentorship skills, you build careers, not just hit numbers
- Strong leadership experience including hiring, training, mentoring, assigning work, reviewing performance, and recommending compensation decisions
- Data-driven mindset: You use metrics to diagnose, coach, and optimize performanceExperience leveraging AI-powered sales tools to drive team efficiency and productivity
- Excellent communication skills with the ability to influence and collaborate across functions
- Comfortable with ambiguity and rapid growth; you thrive in a fast-paced, evolving environmentAnalytical thinking and problem-solving capabilities
- Decision-making ability with a bias toward action
- Experience managing global or distributed teams across multiple time zones
- Familiarity with account-based selling methodologies and enterprise sales motions
- Background in data, analytics, or cloud platform sales
- Experience building and scaling SDR teams from the ground up
- Track record of promoting SDRs into Account Executive or leadership roles
At Matillion, we are committed to providing competitive compensation in line with market standards based on the role, job family, job level, and country. This exempt role’s estimated annual salaried pay range for this position is $89,378 - 134,467. Because this role is eligible for variable pay in the form of sales commissions, your total on-target annual earnings will be between $134,400 - $201,600. The final salary will be based on your relevant skills, experience, and qualifications demonstrated in the hiring process.
At Matillion, we’re here to do something hard - change the way the world works with data, and build a great company along the way. Big, bold goals aren’t for the faint-hearted, and we don’t shy away from them. But we don’t do it alone. No egos, no politics - just great people working together, guided by our six core values;
- Confidence without arrogance
- Working with integrity
- Customer obsessed
- Innovate and demand quality
- Bias for action
- We care
We operate a flexible working culture that promotes work-life balance, with benefits including:
- Company Equity
- 25 days PTO
- 5 days paid volunteering leave
- Health insurance
- Life insurance
- Access to mental health support
- 401K
More about Matillion
Thousands of enterprises including Cisco, London Stock Exchange Group, EDF and Slack trust Matillion for a wide range of use cases from insights and operational analytics, to data science, machine learning and AI. We are a truly global workforce, dual headquartered in Manchester, UK and Denver, Colorado, with expanding offices in Hyderabad, India, along with valuable remote colleagues around the world.
We are keen to hear from prospective Matillioners, so even if you don't feel you match all the criteria please apply and a member of our Talent Acquisition team will be in touch. Alternatively, if you're interested in Matillion but don't see a suitable role, please email [email protected].
Find out more about life on #TeamGreen here.
Matillion is an equal opportunity employer. We celebrate diversity and we are committed to creating an inclusive environment for all of our team. Matillion prohibits discrimination and harassment of any type. Matillion does not discriminate on the basis of race, colour, religion, age, sex, national origin, disability status, genetics, sexual orientation, gender identity or expression, or any other characteristic protected by law.
Top Skills
Commonroom
Gong Engage
Outreach
Salesforce
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The Company
What We Do
We help teams get data business-ready, faster, accelerating time-to-value and increasing the impact data can have. Our platform helps organisations that want to be data-driven to connect their data, shape it into business-ready formats, and get all this done faster with the cloud.
We have a series of services that help teams load, transform, synchronise, and orchestrate their data, built on top of a cloud that ties everything together from end to end.
Why Work With Us
Matillion has fostered a culture that is collaborative, fast-paced, ambitious, and transparent; an environment where people genuinely care about colleagues and communities. We have 6 values by which we live and breathe. We are collaborative, passionate, honourable, and genuinely care about each other and the communities in which we live and work.
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