Sales Development Manager

Sales Development Manager Triumvirate Environmental is seeking a Sales Development Manager to lead and coach our Sales Development Representatives (SDRs) and Business Development Associates (BDAs). This role drives the quality of our top-of-funnel pipeline through the Sandler Selling System and owns the sales workstream for company acquisitions. The manager partners with the dedicated M&A Integration team, sales systems teams, and Sales Leadership to bring newly acquired accounts and sales representatives onto Triumvirate’s processes. This position reports to the Director of Sales and is based at our corporate office in Somerville, MA. Responsibilities: Sales Development Leadership Lead, coach, and develop a team of 10–12 SDRs and BDAs, primarily professionals with 0–2 years of experience. Build proficiency in the Sandler Selling System and consultative selling to improve cold-call conversion, email outreach, new door meeting quality, and qualified pipeline generation. Coach representatives to lead and win their own calls rather than closing on their behalf. Measure success by the team’s collective output and pipeline quality, not the manager’s personal production. Build, document, and continually refine scalable, repeatable sales processes and playbooks. Establish the process discipline needed to scale the team. Own top-of-funnel strategy and execution, with new door meetings as the top priority. Maintain visibility into SDR/BDA prospect lists and opportunities; ensure each opportunity is qualified, properly dispositioned, and pursued collaboratively with the assigned Sales Representative to uncover quantifiable business problems. Use CRM systems, power dialers, and AI-based coaching tools to monitor activity, measure effectiveness, and improve team performance. Use QA/QM call summaries, scoring, and AI-generated insights to give targeted feedback on prospecting, objection handling, and sales techniques. Provide structured coaching and performance management through daily check-ins, one-on-ones, call reviews, ride-alongs, weekly team meetings, group collaboration meetings, and semiannual evaluations. Observe and coach live prospecting calls. Use recorded calls and QA/QM scoring to reinforce Sandler principles and effective sales practices. Partner with Sales Leadership to source, interview, hire, and onboard SDRs and BDAs who will contribute to Triumvirate’s sales culture. Manage outsourced SDR vendors by setting expectations, tracking scorecard metrics and KPIs, aligning messaging and Sandler practices, and recommending vendor retention, expansion, or replacement. Deliver structured training on the sales process from prospecting through negotiation and close; CRM and pipeline management; proposal creation using Configure, Price, Quote (CPQ) tools; Triumvirate’s services and value proposition; consultative selling; dialers, conversation intelligence, AI coaching summaries, and prospecting tools; and time management, organization, and other essential soft skills. Assist with the creation, review, and approval of proposals and pricing structures to ensure accuracy and competitiveness. Support annual revenue forecasting for the SDR and BDA teams and hold team members accountable for meeting or exceeding goals. Collaborate with Marketing to identify new business prospects and opportunities to expand services within the current book of business. Track and analyze KPIs, including call volume, connect rates, meeting conversion, pipeline contribution, and revenue attribution. Hold team members accountable to performance standards. Acquisition Sales Integration Own the sales workstream for each company acquisition, from diligence through post-close integration. Work with the dedicated M&A Integration team to translate playbook milestones into a functional workplan with clear task ownership. Provide sales input into diligence and deal modeling to define potential revenue synergies and identify key-account concentration risks. Work with sales analysts on reporting that supports the deal thesis. Own customer retention and account strategy during integration. Develop the client retention plan, map current and future account ownership, and facilitate introductions between Triumvirate’s sales team and key acquired clients. Partner with sales systems teams to implement Oracle CX/CPQ for newly acquired sales teams, integrate pipeline, lead, and bid processes, and support pricing strategy. Lead cross-sell execution for acquired accounts. Build target lists, track synergy goals by account, and own sales onboarding and training for each newly acquired sales team. Partner with Sales Management to present monthly performance metrics, pipeline health, integration progress, and sales updates to the executive team. Additional Responsibilities Keep safety a top priority for the sales team during prospect and client interactions and fieldwork. Drive a culture of WOW! with team members, prospects, clients, and colleagues across Triumvirate. Travel as needed, including by air, to support team development and business growth across regional offices. Basic Requirements:  5+ years of overall sales experience, including 3+ years managing sales or inside sales teams, with a focus on top-of-funnel pipeline generation and SDR/BDA development; experience managing outsourced SDR vendors. Deep, hands-on experience with the Sandler Selling System or an equivalent consultative sales methodology, applied in coaching and day-to-day management. Proven experience with modern sales technology, including power dialers, AI-based coaching and conversation intelligence platforms, and QA/QM call scoring and summary tools. Strong understanding of sales processes and the ability to develop SDRs and BDAs with 0–2 years of experience into high-performing salespeople. A process-oriented approach and demonstrated ability to build, document, and reinforce repeatable sales processes in a scaling organization. Bachelor’s degree in environmental sciences, business, or a related field. Experience using CRM systems (Oracle preferred) to manage team performance, track sales pipelines, and make data-driven decisions. Ability to adopt new sales and integration technology, including Oracle CX/CPQ and AI-based coaching tools, while working with the dedicated M&A Integration team as Triumvirate grows through acquisitions. Preferred Requirements:  Sandler Sales Trainer certification or an equivalent consultative sales methodology certification. Experience building, scaling, or transforming an inside sales or SDR function from the ground up. Proven ability to coach and motivate an inexperienced team while maintaining high accountability standards. Exceptional written and verbal communication and presentation skills. Strong organizational skills, attention to detail, and the ability to manage multiple priorities in a fast-paced, high-volume environment. Experience with performance management, QA/QM frameworks, and team leadership in a metrics-driven sales culture. Proficiency with Microsoft Excel, including filtering and pivot tables; Microsoft Teams; and modern sales enablement tools. Ability to manage projects and oversee the implementation of new sales technologies, processes, or product rollouts. Strong problem-solving and analytical skills, with a record of meeting deadlines. Ability to build relationships, negotiate effectively, and deliver exceptional customer service and WOW-level experiences. Interest in or prior exposure to acquisition and account-transition work. Triumvirate’s dedicated M&A Integration team provides support. Interest in protecting the environment and sustainability. #LI-Onsite  #LI-CD1 Besides Health, Dental and Vision Insurance, we contribute to a 401k, offer a generous tuition reimbursement program, TONS of safety training for some positions with opportunities for external trainings and certifications, Mentorship & Career Succession Planning, Relocation Opportunities, Auto/Home insurance discounts, pet assistance discount plans, discounted movie passes & more!    To learn more about our business, culture, and the exciting work that we are doing in the industry, find us on LinkedIn, Instagram (@triumvirateenvironmental), or our website!   Triumvirate Environmental is committed to a diverse and inclusive workplace. As an Equal Opportunity Employer (EOE), Triumvirate does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Individuals with Disabilities and Protected Veterans are encouraged to apply.   If you have a disability and need accommodation during the application and hiring process, please contact us at https://www.triumvirate.com/contact or call us at 888-834-9697.  The requirements listed above are representative of the knowledge, skill, and/or ability required. To view our California Privacy Notice and Policy, click here.   Actual starting base pay may vary based on factors such as education, experience, skills, location and budget.Pay Range$125,000—$150,000 USD