Senior Manager, Sales Development

Job Title: Senior Manager, Sales Development

Location: Mountain View, CA | Remote Available

Department: Marketing

Reports To: VP Marketing

About Us:

WitnessAI is a fast-growing SaaS startup on a mission to enable enterprises to adopt AI — safely. We’re building a platform that provides security and governance guardrails for both public and private large language models (LLMs), helping organizations deploy AI with confidence and control.

We’re backed by top-tier investors and are assembling a savvy go-to-market team to accelerate our next stage of growth. As we expand, we're looking for a Senior Manager, Sales Development to join our team and lead the charge in scaling our SDR function and driving new customer acquisition.

Role Overview:

We're looking for a Senior Manager, Sales Development to build, lead, and scale a high-performing SDR team from the ground up. This is a critical leadership role that sits at the intersection of marketing and sales. You’ll be responsible for developing a scalable outbound and inbound prospecting engine, building the SDR playbook, hiring and coaching talent, and delivering high-quality pipeline to support our growth targets.

Key Responsibilities:

• Build and Scale the SDR Function: Design the SDR org structure, define KPIs, and lead recruiting, onboarding, and training of SDR talent.

• Pipeline Generation: Drive top-of-funnel pipeline creation through outbound prospecting and inbound qualification strategies.

• Team Leadership: Inspire, coach, and develop a team of SDRs to consistently meet and exceed targets; create a high-performance, feedback-rich culture.

• Process and Playbooks: Develop and continually optimize outreach cadences, objection handling scripts, qualification criteria, and handoff processes to Sales.

• Innovate with AI to Increase Productivity: Leverage AI tools and techniques to optimize workflows, enhance targeting, and boost SDR efficiency and effectiveness.

• Tech Stack and Analytics: Leverage CRM and sales engagement tools (e.g., Salesforce, Pardot, Outreach, LinkedIn Sales Navigator) to drive efficiency and track performance.

• Cross-functional Collaboration: Work closely with marketing, sales, and leadership to align messaging, targeting, and GTM strategy.

• Data-Driven Optimization: Monitor and analyze SDR performance data to iterate on strategies and improve KPIs.

Key Qualifications:

• 5+ years of experience in B2B SaaS sales, with 2+ years in a leadership role managing SDRs (or ADRs or BDRs).

• Proven success in building or scaling a sales development function, ideally at a startup or high-growth environment.

• Strong understanding of outbound prospecting techniques, lead qualification, and pipeline metrics.

• Excellent coaching, communication, and organizational skills.

• Experience with modern sales tools and AI tools.

• Passion for working in a fast-paced, evolving environment with a collaborative mindset.

• Bonus: familiarity with the AI/ML or data security space.

Benefits:

• Competitive salary.

• Health, dental, and vision insurance.

• 401(k) plan.

• Opportunities for professional development and growth.

• Generous vacation policy.

Salary Range:

$230,000 - $250,000