SDR Manager

About Frame Security: The world’s most sophisticated cyber threats are now AI-powered. It’s time for security awareness to evolve. Legacy security training is broken. For years, organizations have relied on static libraries of generic, "one-size-fits-all" content that fails to prepare employees for modern attacks like deepfake executive impersonations, AI-driven social engineering, or "vibe-coded" application threats. At Frame Security, we aren't just building another training library; we are setting the new standard for security awareness. 

Our AI-native platform learns an organization’s unique DNA, its policies, tools, roles, and risks, to generate personalized training and hyper-realistic simulations in minutes. From developers practicing secure coding in Java to finance teams defending against AI-generated voice phishing (vishing), we deliver training that actually reflects an employee’s real work.

Join us as we build the engine that protects the human layer of every organization in the AI era.

Job Summary: We're looking for an experienced SDR Manager to build, lead, and scale a world-class Sales Development organization. This is a true people leadership role responsible for recruiting exceptional talent, developing high-performing SDRs, and creating the systems, processes, and culture that consistently generate qualified pipelines for the business.

You'll own the overall performance of the SDR team, partnering closely with Sales, Marketing, Revenue Operations, and Channel to ensure every lead is handled effectively and every SDR is set up for success. You'll use data to drive decisions, coach managers and individual contributors to higher performance, and continuously optimize the sales development function as Frame grows.

This role is ideal for someone who loves coaching, thrives in a fast-paced startup environment, and enjoys rolling up their sleeves to help the team win.

Key Responsibilities:

Lead & Coach the SDR Team:

• Hire, onboard, and develop high-performing SDRs
• Conduct regular 1:1s, call coaching, role plays, and pipeline reviews
• Create a culture focused on accountability, continuous improvement, and healthy competition
• Help SDRs develop into future Account Executives and sales leaders

Drive Pipeline Generation:

• Own team pipeline creation and meeting generation targets
• Monitor team performance across all key sales development metrics
• Improve conversion rates throughout the outbound and inbound funnel
• Ensure timely follow-up on marketing, partner, and inbound leads
• Forecast SDR pipeline contribution to leadership

Optimize Sales Development:

• Develop and refine outbound strategies, messaging, and prospecting processes
• Partner with Marketing on campaigns, lead quality, and account targeting
• Collaborate with Revenue Operations to improve workflows, reporting, and CRM hygiene
• Establish dashboards, KPIs, and reporting that provide visibility into team performance
• Continuously identify opportunities to improve productivity and efficiency

Success Metrics:

• Team pipeline generated
• Team meetings booked and accepted
• SDR quota attainment
• Pipeline conversion rates across every stage
• Speed-to-lead and follow-up effectiveness
• SDR ramp time and productivity
• Forecast accuracy and CRM data quality

Required Skills & Experience:

• 5+ years of B2B SaaS sales experience, including at least 2–3 years leading an SDR or BDR organization
• Proven track record hiring, developing, and retaining high-performing SDR teams
• Demonstrated success scaling outbound pipeline generation in a high-growth SaaS environment
• Strong coaching and leadership skills with experience developing future sales talent
• Deep understanding of outbound sales, inbound lead management, qualification methodologies, and pipeline generation
• Highly analytical with experience managing teams through KPIs, dashboards, and forecasting
• Experience with Hubspot and modern sales engagement platforms 
• Excellent communication, organizational, and cross-functional leadership skills
• Ability to thrive in a fast-paced startup environment where processes are continuously evolving
• Cybersecurity or enterprise SaaS experience (nice to have)
• Experience building an SDR organization from the ground up
• Experience working with channel-generated pipeline (nice to have)
• Experience implementing AI-powered sales technologies and workflow automation