Senior Manager, Sales Development

The Role

As the SDR Manager, you will lead and develop a high-performing team of Sales Development Representatives in London and across EMEA. You will champion the team’s success while scaling processes, fostering a culture of continuous improvement, and driving measurable impact on pipeline growth.
What You'll Do:

• Team Leadership & Development
  Lead, coach, and mentor SDRs to consistently achieve and exceed activity, conversion, and pipeline targets. Build a culture of performance, accountability, and continuous skill development.

• Operational Execution
  Ensure the team effectively executes outbound prospecting, inbound lead follow-up, targeted outreach, and qualification strategies aligned with ThoughtSpot’s Go-To-Market priorities.

• Performance Management
  Set clear individual and team goals, monitor performance metrics (activity levels, meeting conversions, pipeline contribution, forecast accuracy), and leverage data to optimize team output.

• Process & Playbook Optimization
  Refine SDR plays, outreach cadences, qualification criteria, and tools to improve efficiency and results. Partner with RevOps, Marketing, and Sales Enablement to drive best practices.

• Collaboration & Alignment
  Work closely with Field Sales, Marketing, and Customer Success to ensure seamless lead hand-off, shared messaging, and cross-functional alignment on priorities and goals.

• Forecasting & Reporting
  Deliver accurate team forecasts and reporting to senior leadership, providing insight into trends, blockers, and opportunities.

• Recruiting & Talent Growth
  Support hiring, onboarding, and development of new SDR talent to scale the team as the business grows.

What You Bring:

• Experience: 3–5+ years in SDR/BDR roles, with 2+ years in a management or leadership role in high-growth SaaS/technology environments.

• Leadership Skills: Passion for developing talent — coaching, mentoring, and inspiring a team to achieve results in a fast-paced environment.

• Sales Execution: Deep understanding of outbound prospecting, qualification frameworks, and pipeline generation.

• Analytical Mindset: Ability to use data and performance metrics to drive decisions, improve processes, and forecast outcomes.

• Communication: Excellent written and verbal communication skills tailored for both internal leadership and external stakeholder engagement.

• Collaboration: Proven ability to partner cross-functionally with Marketing, Sales, and Operations to achieve shared goals.

• Tech Savvy: Comfort with CRMs (Salesforce), sales engagement tools, LinkedIn/Social Selling platforms, and analytics tools.

• Mindset: Self-starter with high energy, curiosity, resilience, and a team-first mentality — ideal for a fast-moving GTM organization.

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Hybrid Work at ThoughtSpot

This office-assigned role is available as a hybrid position.

Spotters assigned to an office are encouraged to experience the energy of their local office with an in-office requirement of at least three days per week. This approach balances the benefits of in-person collaboration and peer learning with the flexibility needed by individuals and teams.

What makes ThoughtSpot a great place to work?

ThoughtSpot is the experience layer of the modern data stack, leading the industry with our AI-powered analytics and natural language search. We hire people with unique identities, backgrounds, and perspectives—this balance-for-the-better philosophy is key to our success. When paired with our culture of Selfless Excellence and our drive for continuous improvement (2% done), ThoughtSpot cultivates a respectful culture that pushes norms to create world-class products. If you’re excited by the opportunity to work with some of the brightest minds in the business and make your mark on a truly innovative company, we invite you to read more about our mission, and apply to the role that’s right for you.

ThoughtSpot for All

At ThoughtSpot, diverse teams build better products. Complex data problems need many perspectives, not just one. We welcome different backgrounds, identities, and experiences, and we work to create a place where everyone can be themselves and do their best work. If this role excites you and you believe you’re a strong match, we encourage you to apply.