Manager, Sales Development

About the Role
This role will own the day-to-day performance of Exa's New York sales development team and will build a top performing team that drives quality pipeline across the growth and enterprise segments. This person is responsible for the quality and volume of pipeline the team generates for our Account Executives. You'll report to the Head of Business Development, and you will own hiring, onboarding, and coaching of the New York SDR team.

This role will be part of the founding team in our New York office. We are looking for someone that is genuinely passionate about AI and is excited to be part of a high-growth, outbound-focused environment.

What You'll Own
Own the day-to-day team management, coaching, and development of the SDR team

Continuously refine and uplevel outbound account targeting, messaging, and multi-channel sequencing (call, email, LinkedIn), in partnership with Head of Business Development, marketing and sales leadership to drive quality pipeline

Own hiring, onboarding, and ramp for the New York SDR team

Develop a winning team culture for the NYC SDR team

You Should Have
4+ years of experience in SaaS sales or business development, including 1-2+ years directly managing an SDR or BDR team, ideally at a high-growth startup

A track record of your team hitting or exceeding pipeline targets

Experience hiring, coaching, and building top performing outbound SDR teams

Experience managing both an inbound and outbound motion

Familiar with our core GTM tech stack, including Salesforce, Amplemarket, Gong, LinkedIn Sales Navigator, and Centralize

A successful track record of hands on coaching and developing SDRs into Account Executives

Experience scaling a team through a similar growth stage (Series B/C)

A point of view on how AI changes sales development, backed by something you've actually built, automated, or changed, not just familiarity with AI tools