[Hiring] Sales Development Manager @Documo

Role Description

Documo is seeking an experienced Sales Development Manager to build and lead our SDR program. Your team will research accounts, run multi-channel outreach, and qualify leads for Account Executives across healthcare, health tech, and other regulated industries.

We are looking for a strong coach and builder. The ideal candidate brings strong SaaS sales development experience, a passion for developing talent, and a track record of driving results. You will help reps research, message, and qualify efficiently, and you’ll build the program foundation that scales as the team grows.

This is a fully remote position. As a fully distributed company, we are open to hiring anywhere but work hours for this role follow Eastern Time business hours.

What we Expect

• Program Leadership & Build
  • Lead, manage, and scale Documo’s sales development function
  • Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes
  • Design outbound campaigns across cold calling, email, social selling, and events
  • Select, configure, and drive adoption of the SDR tech stack, including Salesforce
  • Document the program in a repeatable SDR playbook that scales as the team grows
• Pipeline Targets
  • Guide SDRs to consistently exceed performance targets
  • Own metrics for activity, meetings booked, opportunity conversion, and pipeline generation
  • Report pipeline metrics, conversion rates, and coaching progress to executive leadership
• Coaching, Training & Enablement
  • Coach reps on account research, messaging, prospecting calls, and objection handling
  • Put the Documo Sales Playbook and ICP Persona Playbooks into practice
  • Run call reviews, email reviews, and roleplays that give reps specific, actionable feedback
  • Assess each rep’s strengths and gaps and build individual development plans
  • Motivate through skill-building and understanding rather than pressure
  • Partner with Enablement and Product Marketing to make sure reps know the product and value proposition well

Who You Are

• Proven background in B2B SaaS sales development, both as an SDR and as an SDR manager
• Track record of hitting team pipeline targets
• Strong grasp of sales methodologies (e.g., Challenger, MEDDIC) and experience coaching early-career reps
• Passionate about coaching, mentoring, and developing sales talent
• Highly organized, with a disciplined approach to onboarding and training cadences
• Hands-on leader who joins calls, reviews recordings, and gives real-time feedback
• Data-driven, using Salesforce and sales engagement metrics as coaching inputs
• Thrives working independently in a fast-paced, fully remote environment
• Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus

What you get

• The flexibility to work remotely, alongside people who love what they do
• A ground-floor opportunity to build Documo’s SDR program and shape how we generate pipeline
• A chance to be part of a company using AI to help healthcare run more efficiently, which leads to better patient care and outcomes
• A career in the fast-growing health-tech SaaS space

Benefits

• Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match.
• Annual bonus program based on role and company performance.
• Annual performance reviews with merit increases.
• In-person company kick-off to connect, collaborate, and celebrate.
• Equity opportunities to grow with us.
• Flexible remote work that fits your life, plus flexible paid time off.
• Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP).
• Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture.