Sales Development Manager

Onwards Together! Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters. Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running. Location : 4 on-site days a week in Sunnyvale, CA Headquarters. Our Team’s Vision We are looking for an experienced Sales Development leader to guide and grow our talented Account Development Representative (ADR) team. Reporting to the Director of AMS Sales Development, you will bring at least three years of experience managing a high-performing outbound ADR team within a B2B SaaS organization. You will lead by example and understand that the best way to develop people is to show them what great looks like. You are comfortable picking up the phone, building outbound messaging across phone, email, and LinkedIn, and partnering closely with Marketing and Sales leadership. You have a proven ability to hire, coach, and motivate an outbound-focused team to achieve and exceed pipeline targets in a fast-paced environment. Your Impact: • Hire, develop, and retain top talent as the Sales Development organization continues to grow. • Onboard and train new representatives through a four-week, hands-on onboarding program. • Lead effective weekly one-on-ones that provide analysis, coaching, performance management, and career-growth support. • Partner with the Global Head of Sales Development and Marketing to ensure messaging and talk tracks are aligned, relevant, and effective. • Collaborate directly with Sales leadership to strengthen ADR and Account Executive alignment across processes, messaging, and strategy. • Build and continuously improve outbound and inbound sequences and templates within Salesloft. • Identify and resolve process bottlenecks, data issues, and inconsistencies across systems, processes, and strategy. • Evaluate existing workflows and create scalable efficiencies across inbound and outbound models. • Support list building and target-account development for the team. • Use analytics and performance data to identify patterns, guide strategy, and coach the team. Your Toolkit: • 3+ years of Sales Development management experience leading an outbound team, ideally within a fast-growing B2B SaaS organization. • Demonstrated ability to develop and execute a comprehensive ADR strategy, including quota design, KPI tracking, outbound sequencing, retargeting workflows, hands-on coaching, and performance management. • Proven experience using AI-enabled sales technologies to improve ADR productivity, lead quality, and personalized engagement. • A highly analytical, data-driven approach, with the ability to interpret pipeline and team-performance metrics such as reply rates, speed to lead, and conversion rates. • A track record of generating significant, high-quality pipeline through inbound excellence and outbound prospecting, with a strong understanding of conversion metrics and lead quality. • Exceptional cross-functional partnership skills, with experience collaborating with Marketing, Sales, Revenue Operations, and Enablement to align service-level agreements, streamline lead flow, and integrate ADR activity into broader go-to-market strategies. • A passion for developing talent and a history of coaching and mentoring ADRs while building a culture of accountability, continuous feedback, and career growth. • Experience thriving in fast-paced, high-growth environments and turning loosely defined processes into structured, scalable systems. • Deep familiarity with platforms such as Salesloft, Nooks, Salesforce,