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Manager, Sales Development at SentinelOne in Remote
Skills
Job Description
About Us
At SentinelOne, we’re redefining cybersecurity by pushing the limits of what’s possible—leveraging AI-powered, data-driven innovation to stay ahead of tomorrow’s threats.
From building industry-leading products to cultivating an exceptional company culture, our core values guide everything we do. We’re looking for passionate individuals who thrive in collaborative environments and are eager to drive impact. If you’re excited about solving complex challenges in bold, innovative ways, we’d love to connect with you.
What are we looking for?
As an Enterprise Sales Development Manager, you will lead a strategic SDR team focused on generating high-value, qualified pipeline within complex enterprise organizations.
You will build and manage a team of 6–8 Enterprise SDRs who specialize in account-based prospecting, multi-threaded outreach, and sophisticated qualification of enterprise opportunities.
This role requires a modern frontline leader with deep understanding of enterprise sales environments, strong outbound discipline, and the ability to elevate prospecting quality and account penetration across large, complex territories.
You will be accountable for ensuring your team generates strategic, high-conversion pipeline in partnership with Enterprise Sales.
What will you do?
Team Leadership & Coaching
- Build, lead, and scale a team of 6–8 Enterprise SDRs aligned 1:4 with Enterprise AEs
- Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development
- Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment
- Hire, onboard, and ramp new Enterprise SDR talent
- Mentor SDRs on strategic prospecting and long-term career development
Enterprise Prospecting Strategy
- Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts
- Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration
- Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach
- Increase white space coverage and executive-level engagement within assigned territories
- Build and iterate on outbound plays aligned to enterprise segments
Pipeline Ownership & Operational Excellence
- Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration
- Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage
- Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs
- Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools
- Drive data accuracy, reporting clarity, and operational rigor
AI-Enabled Prospecting Leadership
- Champion adoption of modern prospecting tools and AI-driven workflows
- Leverage AI for account prioritization, personalization, and signal-based outreach
- Integrate data-driven insights into team prospecting strategy and daily execution
What Success Looks Like
- Elevated outbound prospecting quality and strategic account penetration
- Strong meeting-to-qualified pipeline conversion
- Clear Enterprise prospecting standards operationalized across the team
- High-trust partnership between SDRs and Enterprise Sales
- A disciplined, strategic SDR team operating as business partners — not activity executors
- Successfully developing and coaching BDRs to be future company AEs
What skills and experience should you bring?
- 3–5 years of experience managing SDR/BDR teams, with experience supporting Enterprise sellers
- Proven track record of building teams that successfully prospect into complex enterprise organizations
- Strong understanding of enterprise sales cycles and account-based prospecting strategies
- Experience developing structured prospecting systems and performance frameworks
- Fluency in Salesforce, SalesLoft (or similar engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools
- Demonstrated coaching excellence and performance improvement track record
- Experience hiring and ramping SDR talent
- Bachelor’s degree or equivalent work experience
Preferred Experience
- Experience managing teams prospecting to Fortune 500 or Global 2000 accounts
- Track record of developing SDRs who transition successfully into Enterprise AE roles
- Experience building enterprise prospecting playbooks and outbound standards
- Cybersecurity or relevant industry experience
- Personal closing experience is a plus, but not required
Why us?
You will be joining a cutting-edge company where you will tackle extraordinary challenges and work with the very best in the industry.
- Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
- Unlimited PTO
- Industry-leading gender-neutral parental leave
- Paid Company Holidays
- Paid Sick Time
- Employee stock purchase program
- Disability and life insurance
- Employee assistance program
- Gym membership reimbursement
- Cell phone reimbursement
- Numerous company-sponsored events, including regular happy hours and team-building events
This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. The range posted here is the on-target earnings (OTE) for this position, inclusive of base salary and commissions. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions.
SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
SentinelOne participates in the E-Verify Program for all U.S. based roles.