Manager, Sales Development

Job Description

Position Overview:

The Sales Development team is tasked with prospecting, lead qualification and setting up appointments for the Sales team to pursue and ultimately sign new clients. This is a great role for a passionate Sales Development professional looking for autonomy to help grow the business with a solution-oriented and analytical approach.

The Manager, Sales Development, leads a high-impact SDR team responsible for building a qualified pipeline and shaping first impressions with prospective customers. They own the strategy and execution of both inbound and outbound motions, developing messaging and multi-channel cadences, and establishing the operational guardrails that produce consistent results. By setting clear standards they ensure prospects move through the funnel with a seamless, value-driven buyer experience.

Key Responsibilities:

• Mentor and coach SDRs, BDRs, and Team Leads to achieve defined goals, providing structured 1:1s, call reviews, performance feedback, and clear development plans.
• Assist with onboarding, training, and ongoing enablement for SDRs/BDRs/TLs, reinforcing playbooks, messaging, and metrics-driven best practices.
• Actively participate in periodic internal meetings to identify process and market-execution improvements, and influence GTM strategy with stakeholder feedback and data-driven insights.
• Consistently achieve at least 80% of monthly goals, maintaining clear action plans, risk/opportunity visibility, and transparent progress updates.
• Drive and continuously refine defined sales development processes, including lead response, qualification, cadences, handoff, and documentation to ensure consistency and scale.
• Provide strategic input into important opportunities, collaborating with Sales on account plans, executive engagement, and multi-threading to accelerate progression.
• Deliver effective coaching and certification in BANT, MEDDICC, Command of the Message, and Challenger Sales to raise team-wide proficiency and win-rate impact.

Required Experience/Skills:

• 5+ years of extensive experience working as a Sales/ Account Manager/Account Executive or Channel Manager selling SaaS products including people management experience.
• Excellent communication and influencing skills through verbal, written, and live presentations.
• Strong work ethic with a desire to exceed targets and ability to build efficient and long-lasting processes.
• Strong sales acumen and track record of attaining quota – you know how to navigate tough conversations and turn it into a win-win for all.
• Exceptional CRM Hygiene.
• Strong customer-centric approach with the ability to understand and respond to customer needs.
• Understands the objectives and key results for the company relating to team focus and impact to these.
• Flexibility in terms of working hours to support a global team across multiple time zones.
• Data-oriented mindset with strong Salesforce (SFDC) reporting capabilities; largely self-sufficient in manipulating data and creating reports and dashboards.
• Proven experience balancing multiple stakeholder groups and competing priorities within a global organization.

U.S pay range

$75,000—$93,000 USD

About Us

Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.

At Diligent, we’re building the future with people who think boldly and move fast.  Whether you’re designing systems that leverage large language models or part of a team reimaging workflows with AI, you’ll help us unlock entirely new ways of working and thinking.  Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity.  The future belongs to those who keep learning, and we are building it together.  At Diligent, you’re not just building the future - you’re an agent of positive change, joining a global community on a mission to make an impact.

Learn more at diligent.com or follow us on LinkedIn and Facebook

What Diligent Offers You

• Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients
• We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few
• We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney.
• Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.

Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability – to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.

Headquartered in New York, Diligent has offices in Washington D.C.,  London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney.   To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.

We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Diligent’s EEO Policy and Know Your Rights. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at [email protected].

To all recruitment agencies: Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.