Manager, Sales Development

Job Description

Company Description R26_0011569 Job Description About this job The Manager Sales Development will lead NielsenIQ’ s Sales Development Representative (SDR) team within our SMB organization. This player-coach role is accountable for building and converting pipeline by developing a high-performing team, elevating outbound and inbound qualification practices, and partnering closely with Sales, Marketing, and Revenue Operations to drive consistent, high-quality opportunity creation. Responsibilities Lead, coach, and hold accountability for the daily activities and results of a team of Sales Development Representatives (SDRs), ensuring achievement of individual and team performance targets Serve as a player-coach and mentor on best-practice qualification, multi-channel prospecting, discovery, objection handling, and effective use of sales technology Monitor reporting and dashboards to assess individual and team performance, identify bottlenecks, and implement improvements that increase conversion rates, pipeline contribution, and lead quality Develop messaging, playbooks, and enablement materials that support persona-based outreach, consistent talk tracks, and stronger meeting-to-opportunity conversion Oversee timely response and qualification of inbound inquiries, ensuring appropriate routing and clean handoffs to Sales based on readiness and fit Support marketing-sponsored virtual and in-person events, including pre-event outreach to drive attendance and post-event follow-up to engage and qualify prospects Establish and reinforce a daily, weekly, and monthly operating rhythm that maximizes prospecting efficiency (account research, prioritization, pre-call planning, and personalized outreach across key channels) Tra