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SDR Manager Go No-Go

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When to hire an SDR Manager and why SDR Managers with early stage startups must be player/coaches if the company struggles to scale.

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SDR Manager Go No-Go

  1. 1. SDR Manager Go-No-Go When to hire an SDR Manager and why SDR Managers with early stage startups must be player/coaches if the company struggles to scale. By Derrick Williams, a Senior Manager of Inside Sales and Sales Development
  2. 2. ***These figures are only estimates and for illustrative purposes only. Does not reflect or imply any individuals or organizations. Is it time to hire an SDR Manager? Player/Coach or No-Go 1st Gear... ● No mgr, SDRs report to CMO or Sales owned- VP Sales Ops ● 1-2 reps maybe a player coach building 2nd Gear... ● Inbound leads, pipeline creation, deal progression ● Closing, deploying, expanding in accounts, referenceable customers Cruising... ● Profitable and scaling the business ● Est ISR Model, promote SDRs Hire SDR Mgr (if no player/coach) Dir, ISR / SDR
  3. 3. A few call-outs Consider going with a strong player/coach when first starting your SDR initiative who’s excited to do the work her/himself and has the skills to scale with the business as you evolve but can also transition back to contributing if the business isn’t scaling. Be mindful of the reporting structure. Senior SDR Managers will prefer to report directly to C-level For career pathing, SDRs want to be as close to closing/revenue as possible so makes sense to align to sales but marketing also works - who’s there for the team and showing the love? Have a longer term plan that accounts for career progression, development plans as you scale as well as contingency plans for the SDR team and the manager
  4. 4. derrickw0@gmail.com LinkedIn · Twitter · WordPress Thank you.

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