Manager, Sales Development (MDR Team | B2B SaaS)

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Who We Are...

About Us

SmartVault is a cloud-based document management and file-sharing solution for small-to-medium-sized businesses, professional accountants, and bookkeepers. In 2017, SmartVault became part of the GetBusy Group, which is AIM-listed and currently trading on the London Stock Exchange. SmartVault continues to operate as a wholly owned subsidiary in the US, but we are now part of a much larger global team with expanded products serving the US, UK, and Australia/New Zealand markets.

SmartVault Team Culture and Values

SmartVault is a collaborative environment, where the number one goal is to solve problems for our customers. We use data to make informed decisions, and we work hard to be transparent with each other and with our customers. Our ultimate purpose is to make people’s lives better at work, so they can focus on higher-value activities in their business or personal lives. Learn more about our business and our values.

The Team and Role

We’re hiring a Manager, Sales Development to lead and scale our Marketing Development Representative (MDR) team and own the day-to-day execution, performance, and development of the function.

This is a true people-manager role. You’ll spend the majority of your time coaching, enabling, and driving consistent performance across the MDR team, ensuring leads are worked correctly, outbound execution is strong, and pipeline quality is high. While you may step into limited individual production during coverage gaps or peak periods, your primary focus is leading the team and improving results through better process, messaging, and coaching.

You’ll report to the Director of Product Marketing and sit within the Marketing organization, acting as the operational bridge between Product Marketing strategy and frontline sales development execution. This role plays a critical part in translating positioning, messaging, and GTM priorities into high-quality conversations, meetings, and opportunities for the Sales team.

What You’ll Own

• The performance, development, and accountability of the MDR team

• Team-level quotas, conversion metrics, and pipeline quality

• Outbound execution across calls, email, LinkedIn, and multi-touch sequences

• Coaching, talk tracks, objection handling, and competitive messaging

• Lead management, speed-to-lead, and operational execution across systems

The Job

MDR Team Management and Coaching

·         Directly manage the MDR team, providing daily leadership, coaching, and accountability.

·         Coach MDRs through regular call reviews, live feedback, and structured development plans focused on discovery, qualification, and conversion quality.

·         Develop, refine, and reinforce effective call scripts, objection handling frameworks, and competitive talking points that MDRs can confidently use in live conversations.

·         Ensure MDRs are equipped to handle common objections related to pricing, timing, competition, internal buy-in, and status quo resistance.

·         Continuously up-level talk tracks and messaging based on performance data, feedback, and evolving market conditions.

·         Create a culture of preparation, professionalism, and continuous improvement

Performance Management and Quota Ownership

·         Own team-level performance across activity, opportunity creation, show rates, SQOs, conversion metrics, and pipeline quality.

·         Assign and manage monthly team quotas and individual performance expectations.

·         Monitor performance trends, identify gaps early, and implement corrective coaching or process adjustments to keep results on track.

·         Ensure MDRs understand not only their targets, but how to prioritize their time and activity to consistently hit them.

Lead Management and Operational Execution

·         Ensure all inbound and outbound leads, including webinar handraisers and campaign responses, are routed, prioritized, and worked appropriately.

·         Oversee daily lead distribution, rebalancing, and follow-up standards to maintain strong speed-to-lead.

·         Help MDRs prioritize lead flow and outreach activity based on intent signals, buyer readiness, and pipeline goals.

·         Maintain strong data hygiene and execution standards within Salesforce and Pardot.

·         Identify and resolve operational issues related to lead flow, attribution, or reporting accuracy.

Outbound Strategy, Objection Handling, and Competitive Intelligence

·         Influence and refine outbound strategies across calls, email, LinkedIn, and multi-touch sequences.

·         Gather competitive intel from live calls, objection patterns, and prospect feedback.

·         Distill competitive insights into clear, actionable call scripts, objection responses, and positioning guidance for the MDR team.

·         Ensure competitive learnings are translated into practical guidance MDRs can immediately apply in conversations.

·         Partner with the Director of Product Marketing to align frontline insights with broader messaging and positioning.

Sales Enablement and Training

·         Deliver ongoing enablement to the MDR team on new products, features, integrations, and value propositions.

·         Translate product marketing direction into clear talk tracks and outbound guidance for the team.

·         Ensure MDRs are confident and current on SmartVault messaging, positioning, and competitive context.

·         Collaborate with Sales and Customer Success to align on qualification standards, handoffs, and expectations.

Technology, Process, and Tool Ownership

·         Serve as the day-to-day owner of the MDR tech stack, including Outreach, Salesforce, Pardot, ZoomInfo, and Nooks.

·         Establish and reinforce best practices in Outreach, including sequence structure, multi-channel touch patterns, personalization standards, and task execution.

·         Ensure MDRs correctly leverage Salesforce and Pardot for lead management, opportunity creation, lifecycle tracking, and reporting.

·         Enforce consistent processes for creating, logging, and updating Opportunities and SQOs, including notes, dispositions, and stage progression.

·         Monitor and reinforce accurate tracking of Opportunities, SQOs, and ACV to ensure data integrity and reliable reporting.

·         Continuously look for opportunities to improve process efficiency, tool adoption, and reporting clarity as the MDR program scales.

Cross-Functional Collaboration and Insights

·         Act as the operational bridge between the MDR team and Product Marketing leadership.

·         Surface insights from calls, objections, performance trends, and market feedback.

·         Provide recommendations to improve messaging, targeting, campaigns, and outbound effectiveness.

What Success Looks Like in the First 12 Months

·         The MDR team consistently meets or exceeds monthly, quarterly, and yearly opportunity and activity targets.

·         MDRs demonstrate measurable improvement in call quality, objection handling, and conversion rates.

·         Leads are worked quickly, accurately, and consistently across all channels.

·         Outbound execution is aligned with current messaging, positioning, and GTM priorities.

·         Sales teams trust MDR-sourced opportunities and see improved meeting quality.

·         The MDR function operates with clarity, consistency, and scalability.

Essential Skills

·         1-3 years of B2B SaaS sales or marketing development experience.

·         Prior experience as a high-performing MDR or SDR.

·         Demonstrated experience managing, coaching, or leading a sales development team.

·         Strong working knowledge of Salesforce, Outreach, Pardot, and lead management workflows.

·         Experience with power or parallel dialing tools, with Nooks experience strongly preferred.

·         Strong analytical skills and comfort using data to manage performance.

·         Excellent communication, coaching, and organizational skills.

·         Ability to prioritize effectively in a fast-paced, high-volume environment.

Nice to Have

·         Experience selling into accounting, bookkeeping, or professional services firms.

·         Experience working closely with Product Marketing or Marketing leadership.

·         Familiarity with webinar-driven pipeline and marketing-sourced demand.

Who You Are

·         You are a people-first leader who takes pride in developing others.

·         You hold teams accountable while creating an environment of trust and growth.

·         You are proactive, detail-oriented, and operationally strong.

·         You think strategically and execute tactically.

·         You want to build, scale, and lead a high-performing MDR team.

Benefits of Working at SmartVault

We’re striving to make SmartVault the best place to work in Houston. We work in a relaxed environment that emphasizes work/life balance. Our health benefits are top-notch, vacation time is generous, and we encourage community involvement with time off to volunteer. We also offer hybrid remote working. Learn more about our benefits.

We value diversity at SmartVault, and we're committed to creating an inclusive culture where everyone can be themselves and reach their full potential. We actively encourage applications from people of all backgrounds and cultures and believe that a diverse team helps build the best products, deliver the best services, and tackle the diverse and exciting challenges we face.

PRE-EMPLOYMENT CHECKS

We take the security of our business and our duty of care to our customers and their data very seriously, so we need to check that you don’t have any adverse history that could pose a legitimate security risk to our business or customers. To do this, we perform background checks on you if you are offered the job. We will not discriminate unfairly against you based on any information revealed in those checks.

HOW WE USE YOUR PERSONAL DATA

We take data protection very seriously at GetBusy. To find out how we will use your personal data during this application process, please visit GetBusy Applicant Privacy Policy.