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. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.
Join our passionate, global team at Delinea and help us make the world a safer and more secure place. 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. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
Apply today to help us achieve our mission.
Manager, Sales Development Position Summary
The Manager, Sales Development is responsible for leading, developing, and scaling a high-performing team of Sales Development Representatives (SDRs) at Delinea. This role owns the strategy and execution of outbound and inbound pipeline generation, partnering closely with Sales, Marketing, and Revenue Operations to accelerate growth across Delinea's Privileged Access Management (PAM) solutions portfolio.
This is a leadership role for someone who thrives on building teams, developing talent, and driving measurable results in a fast-paced, high-growth SaaS environment. 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. This role is hybrid, based 3 days a week in our Boston office at 100 Summer Street.
What You'll Do
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
Serve as a strategic voice for the SDR function in cross-functional planning, including headcount modeling, territory alignment, and tech stack optimization (Salesforce, Outreach, LinkedIn Sales Navigator, etc.)
Foster a culture of accountability, continuous learning, and high performance within the team
What You'll Bring
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
Proven track record of building and managing SDR teams that consistently meet or exceed pipeline contribution goals
Strong understanding of outbound prospecting methodologies, pipeline management, and the enterprise sales cycle
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
Excellent communication and collaboration skills; comfortable presenting to senior sales and marketing leadership
Proficiency with CRM and sales engagement tools (Salesforce, Outreach or SalesLoft, LinkedIn Sales Navigator); analytical ability to translate data into actionable coaching insights
A people-first leadership philosophy with the ability to motivate diverse teams, navigate performance challenges constructively, and develop SDRs toward long-term career growth
Why work at Delinea?
We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
We invest in people who are smart, self-motivated, and collaborative.
What we offer in return is meaningful work, a culture of innovation and great career progression.
At Delinea, our core values are STRONG and guide our behaviors and success:
Spirited - We bring energy and passion to everything we do
Trust - We act with integrity and deliver on our commitments
Respect - We listen, value different perspectives, and work as one team
Ownership - We take initiative and follow through
Nimble - We adapt quickly in a fast-changing environment
Global - We embrace diverse people and ideas to drive better outcomes
We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.
We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.
Skills Required
- At least 8 months of SDR seat experience
- Demonstrated quota attainment
- Bachelor's degree or 0-2 years related work experience
- Demonstrated ability to communicate effectively and persuasively via phone and email
- Comfort with heavy phone work to pitch solutions
- Organized and goal oriented
- Technologically savvy and quick to learn new concepts
- Prior SDR experience in IT/SaaS
Delinea Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Delinea and has not been reviewed or approved by Delinea.
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Healthcare Strength — Company materials highlight comprehensive medical, dental, vision, disability, HSA/FSA options, and an EAP as part of the core package. Feedback suggests health and protection coverage is a well-rounded pillar of total rewards.
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Leave & Time Off Breadth — The package includes discretionary/unlimited PTO alongside paid company holidays. Feedback suggests the breadth of time off is attractive, though real usage can depend on team norms.
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Parental & Family Support — Paid parental leave is defined for both primary and secondary caregivers. Feedback suggests these provisions are meaningful support for caregivers.
Delinea Insights
What We Do
Delinea is a leading provider of privileged access management (PAM) solutions that make security seamless for the modern, hybrid enterprise. Our solutions empower organizations to secure critical data, devices, code, and cloud infrastructure to help reduce risk, ensure compliance, and simplify security. Delinea removes complexity and defines the boundaries of access for thousands of customers worldwide, including over half of the Fortune 100. Our customers range from small businesses to the world's largest financial institutions, intelligence agencies, and critical infrastructure companies. As organizations continue their digital transformations and move to the cloud, they are faced with increasingly complex privileged access requirements for the expanded threatscape. But the opposite of complex isn’t simple – it’s seamless. At Delinea, we believe every user should be treated like a privileged user and wants seamless, secure access, even as administrators want privileged access controls without excess complexity. Our solutions put privileged access at the center of cybersecurity by defining the boundaries of access. With Delinea, privileged access is more accessible. Get to know our industry-leading privileged access management solutions: - Delinea Secret Server: Secure privileges for service, application, root, and administrator accounts across your enterprise with our enterprise-grade PAM solution. Available both on-premise or in the cloud. https://delinea.com/products/secret-server/ - Delinea Cloud Suite: A unified PAM platform for managing privileged access in multi-cloud infrastructure to seamlessly secure access and protect against identity-based cyberattacks. https://delinea.com/products/cloud-suite/ - Delinea Server Suite: Secure and comprehensive access control to on-premises infrastructure, centrally managed from Active Directory, minimizing risk across all Linux, UNIX, and Windows systems. https://delinea.com/products/server-suite
