The Role
Build and lead a founding SDR pod (4-5 reps): define ICP, stand up tech stack and processes (HubSpot, dialer, sequences), hire and ramp reps, run cadence/metrics, coach performance, partner with Marketing and AEs, and own demos, pipeline, and reporting.
Summary Generated by Built In
Senior SDR Manager
About Practice by Numbers
The Role
What You’ll Do
What Success Looks Like (First 90 Days)
What You’ll Need
Bonus Points
The KPIs You’ll Own
Reports to: Marketing Director
Team: Founding SDR pod — you hire and lead 4–5 SDRs
Location: Gurugram, India
Type: Full-time · Player-coach
Work Timing: USA based shift timing
Practice by Numbers (PbN) is a dental practice growth platform. We help dental practices turn their data into action — combining analytics, patient communications, and AI-powered tools that work alongside the systems practices already run on, including Dentrix, Dentrix Ascend, Eaglesoft, and Open Dental.
The Role
We’re building our outbound sales development engine in-house, and you’ll build it from the ground up. This is a founding leadership role: first you stand up the system — process, tooling, lists, scripts, and targets — then you hire, ramp, and coach a pod of 4–5 SDRs who book qualified demos for our Account Executive team. Expect to be a player-coach early: carrying outreach and building pipeline yourself while you put the foundation in place.
The program is deliberately sequenced — process and infrastructure first, people second — and reps are given a real ramp window to build pipeline before they’re held to full delivery. You’ll own that plan end to end and report into the Marketing Director.
What You’ll Do
- Stand up the program. Define the ICP and segments, build the first target-account lists, and set up HubSpot — pipeline, properties, dispositions, and sequences.
- Build the toolkit. Stand up the dialer, email, and Facebook/LinkedIn outreach stack and data sources; write the scripts, cadences, and objection playbook.
- Design the operating model. Set KPI targets and the weekly R/Y/G scorecard, design the comp plan, and agree the AE handoff SLA and qualification (SQL) definition.
- Hire and ramp the team. Recruit, onboard, certify, and ramp 4–5 SDRs against a phased plan.
- Run the rhythm. Lead daily standups, weekly pipeline reviews, coaching 1:1s, and call reviews / objection clinics.
- Own the numbers. Drive activity and conversion across the funnel; keep HubSpot the single source of truth with a weekly hygiene audit.
- Manage performance. Use the traffic-light framework to coach, recognize, and address performance fairly and on the numbers.
- Partner across the org. Work with Marketing on lists, content, and messaging, and with AEs on qualification and win/loss.
- Report up. Deliver a daily activity digest, a weekly scorecard, and a monthly business review to the Marketing Director.
What Success Looks Like (First 90 Days)
Timeframe
Focus
What “done” looks like
Weeks 1–3 (Foundation & infrastructure): Tech stack live; ICP & lists loaded; sequences tested; scripts & comp approved; AE handoff SLA agreed
Weeks 4–6 (Hire & onboard): 4–5 SDRs hired, onboarded, and certified; first supervised dials live
Weeks 7–10 (Ramp & pipeline build): Reps hitting activity minimums; pipeline building; first demos held
What You’ll Need
- 5+ years in sales development, including 2+ years managing or leading SDRs.
- Experience selling into the US market.
- B2B SaaS background; healthcare or dental experience is a strong plus.
- Track record building or scaling an outbound team from an early stage — comfortable as a player-coach at the start.
- HubSpot fluency; data-driven, and you run a team from the scorecard.
- Strong coaching, hiring, and communication skills.
Bonus Points
- Dental / healthcare or practice-software experience.
- Multi-channel outbound (phone + email + social) at scale.
- Experience designing SDR comp plans and scorecards.
The KPIs You’ll Own
Total demos held by the team, SDR-sourced pipeline and closed-won, cost per demo / per opportunity, funnel conversion (connect rate, pitch-to-demo, show rate), and pipeline coverage against the sales target.
Skills Required
- 5+ years in sales development
- 2+ years managing or leading SDRs
- Experience selling into the US market
- B2B SaaS background
- Track record building or scaling an outbound SDR team from early stage
- HubSpot fluency (CRM, sequences, properties, pipeline hygiene)
- Strong coaching, hiring, and communication skills
- Healthcare or dental experience
- Multi-channel outbound experience (phone, email, social) at scale
- Experience designing SDR comp plans and scorecards
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The Company
What We Do
Practice by Numbers is an all-in-one software solution designed to help dental practices, groups, and organizations consolidate, streamline, and improve their day-to-day operations. Its mission is to transform dental practice management through integrated software solutions that enhance patient experiences and optimize business performance, providing a comprehensive suite of analytics, patient communication, and reputation management tools in a single platform.
