Sales Development Manager

WHO WE ARE

AwardSpring is a growing Software as a Service (SaaS) company that partners with colleges and foundations to simplify scholarship management. Our mission is to help students access scholarship funds while enabling institutions to streamline their processes and raise future funds.  We just raised a fresh round of investor funding, and are investing in expanding our sales team to fuel growth.

JOB OVERVIEW

The Sales Development Manager role will focus on leading and scaling our SDR team, driving high-quality pipeline generation. This role is responsible for managing and coaching SDRs, optimizing outreach strategies, and collaborating with sales, product and marketing to maximize lead conversion. The ideal candidate is a hands-on leader with a track record of exceeding pipeline targets, ready to develop talent, and leverage data to refine sales development processes.

This role is based in Chicago, and offers a hybrid work-style. Candidates should expect to be in our West Loop office three days per week.

KEY RESPONSIBILITIES

• Consistently Deliver SQL Quotas
  • Own the SDR team’s quota attainment, ensuring consistent delivery of Sales Qualified Leads (SQLs) in alignment with revenue targets.
  • Implement data-driven strategies to improve conversion rates and accelerate pipeline growth.
  • Track and analyze SDR performance metrics to proactively address shortfalls and maintain forecast accuracy.
• Drive SDR Efficiency
  • Establish clear goals and KPIs to help SDRs meet and exceed individual and team targets.
  • Refine prospecting workflows, call scripts, email templates, and outreach sequences to maximize efficiency.
  • Ensure SDRs are leveraging best practices and the latest tools to optimize outbound prospecting efforts.
• Develop and Train a HUNGRY Sales Dev Team
  • Recruit, onboard, and continuously develop a high-performing SDR team.
  • Create a culture of learning, accountability, and resilience—fostering a hunger for overperformance.
  • Provide regular coaching, call reviews, and real-time feedback to drive SDR improvement.
• Understand Market Needs
  • Stay informed on industry trends, competitive landscape, and customer pain points to refine messaging.
  • Work closely with Account Executives (AEs) to align outreach strategies with evolving market needs.
  • Gather and analyze feedback from SDRs to improve our value proposition and go-to-market approach.
• Think Like a Marketer
  • Partner with marketing to develop, test, and optimize outreach campaigns, messaging, and sequences.
  • Use data-driven insights to refine lead qualification criteria and improve conversion rates.
  • Innovate and experiment with new outreach techniques to enhance engagement and increase response rates.

QUALIFICATIONS

• 1-3 years of experience in sales development, demand generation, or outbound sales
• Proven individual contributor with a track record of exceeding pipeline and SQL targets
• Demonstrated leadership qualities - whether through mentoring peers, leading projects or taking initiative in team success
• Strong grasp of prospecting best practices, including outreach cadences, cold calling and email engagement
• Comfortable using tools like CRM (HubSpot preferred), and other outreach tools such as LinkedIn Sales Navigator, Nooks, etc.
• Data-driven and curious - able to use performance insights to adjust strategy and improve results
• Clear and confident communicator, with a passion for helping others grow and win
• Ready to step into a leadership role with support, coaching and opportunities to build a winning team

COMPENSATION

Your compensation package will be commensurate with experience, and will be comprised of Base Salary, Variable Commission, and Bonus.

AWARDSPRING’S VISION, MISSION & VALUES

• VISION: To broaden access to educational opportunity
• MISSION: To help scholarship administrators connect donor funds to the students who need them
• VALUES:
  • ACTION: When in doubt, spring into action. Be accountable. Teach what you've learned
  • DETERMINATION: Simplify and improve everything you touch. Expect obstacles. Be creative and relentless in your effort to overcome them
  • HUMANITY: Show empathy and kindness to everyone you interact with
  • IMPROVEMENT: Work hard every day to grow your knowledge and capabilities. Strive to become invaluable to clients and peers

EQUAL OPPORTUNITY STATEMENT

AwardSpring is committed to creating an inclusive and diverse workplace.  All employment decisions are based on qualifications, merit, and business needs.  We celebrate diversity and foster a welcoming environment for all team members.