About the Role
ChurnZero is the leading Customer Success platform powering retention and growth for the world’s top SaaS companies. We’re entering a new chapter of scale — fueled by AI innovation, a modernized sales strategy, and a market-segmented GTM motion.

As our SDR Manager, you’ll take the helm of a high-performing SDR organization coming off the most successful year in ChurnZero history. You’ll lead a team of 6 SDRs currently in seat, and will be responsible for hiring and ramping 2 additional SDRs to build the function to 8.

This role is designed for a leader who thrives in a performance culture, knows how to coach with precision, and can scale performance without sacrificing quality. You will also serve as an AI-forward operator for the SDR function — identifying opportunities to drive efficiency, automation, and smarter workflows to increase throughput and improve quality. We’re not looking to fully automate our SDR motion — we’re looking for a leader who can thoughtfully integrate AI to elevate the team’s impact, reduce low-value work, and modernize how we generate pipeline.

You’ll partner closely with Sales, Marketing, and RevOps to drive pipeline creation, raise conversion performance, and build a repeatable, scalable engine that fuels sustainable growth. If you’re passionate about coaching, data-driven execution, and building a team that wins the right way — this is your opportunity to make a major impact.

Job Title: Sales Development Leader
Classification: Exempt
Reports to: Chief Sales Officer
Location: Hybrid – Washington, D.C.
Target Salary Range: $90k to $120k annual base salary
Target OTE Range: $135k to $180k annual OTE target

What You’ll Do

• Modernize the SDR operating system by identifying and implementing AI-driven efficiencies and workflow automation that increase productivity, improve quality, and reduce low-value administrative work (without replacing the human, consultative SDR motion)

• Lead and develop a high-performing team of 6 SDRs today, and hire + ramp 2 additional SDRs to build the team to 8

• Own pipeline creation outcomes, including pipeline generated, meeting quality, conversion rates, and revenue impact — ensuring performance is measured by results, not activity alone

• Build a repeatable coaching engine (call reviews, role plays, skill assessments, KPI reviews) that elevates rep skill, improves qualification, and strengthens opportunity conversion

• Strengthen SDR-to-AE partnership by setting clear meeting standards, improving handoffs, and creating a feedback loop that ties SDR behaviors to downstream conversion

• Partner with Sales, Marketing, RevOps, and Enablement to optimize segmentation, targeting, messaging, and operational workflow — scaling what works across inbound and outbound motions

What You’ll Bring

• Proven ability to lead as an AI-forward revenue operator — using automation thoughtfully to improve SDR productivity, prioritization, personalization, and workflow efficiency while preserving a human, consultative outreach motion

• 3–5+ years leading Sales Development teams in a SaaS environment, with consistent success in coaching performance and building scalable systems

• Strong command of pipeline creation strategy across inbound and outbound motions, including segmentation, messaging, and meeting quality standards

• Demonstrated strength in coaching and talent development, with a track record of building confident, consultative SDRs and driving measurable skill improvement

• Operational rigor and comfort owning metrics, reporting, forecasting, and process discipline with high standards for CRM hygiene and performance accountability

• Ability to align cross-functionally with Sales, Marketing, RevOps, and Enablement to drive measurable outcomes and maintain trust across stakeholders

Why Join Us
AI + Scale Opportunity — This role will directly shape how we modernize our SDR operating system. You’ll integrate AI and automation thoughtfully to increase efficiency, improve meeting quality, and help the team spend more time in high-value selling conversations. We are not looking to replace SDRs with automation — we’re looking for a leader who can elevate performance through smarter workflows, tooling, and disciplined execution.

Culture of Excellence — This SDR function just delivered the strongest year in ChurnZero history, and we’re building on that momentum. We operate with high standards, strong coaching, and a commitment to winning the right way.

Build & Scale— You’ll inherit a proven foundation and have the opportunity to grow the team by adding two SDRs — shaping the next chapter of ChurnZero’s pipeline engine while protecting quality and consistency.

Leadership Visibility — This role is a strategic lever in the business, with strong alignment to executive leadership and meaningful influence across Sales, Marketing, RevOps, and Enablement.

Career Growth — We promote from within and invest deeply in development.

Momentum — We’re a category leader in one of SaaS’s fastest-growing markets, backed by record growth, a modern GTM motion, and an AI-powered roadmap that’s creating new conversations every day.

Impact — You’ll lead a team that changes outcomes for SaaS companies globally by bringing customer growth into focus — a mission that’s never been more relevant.

About ChurnZero
ChurnZero is the AI-powered platform and partner for customer growth, engineered for customer teams to deliver more recurring revenue and customer value at scale. ChurnZero's customer growth software connects proprietary Customer Success AI™, analysis, and automation to the customer experience, enabling personalized in-app communication, advanced health scoring, actionable reporting, accurate revenue forecasting, and scalability across every stage of team maturity. ChurnZero's team prides itself on being a top-rated partner, consultant, and coach to customer teams worldwide. Founded in 2015, ChurnZero is a remote-first company with headquarters in Washington, D.C.