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# Outbound Sales Development Manager

Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move.

[Apply for this job](#job-application)[View company](https://jobicy.com/company/fleetio.md)Share7 Sep 2026Published26Listing views1Application actions7 Oct 2026Apply before  Opportunity details

## About this role.

AI SummaryFleetio is hiring an Outbound Sales Development Manager to lead and scale a team of 8–10 outbound SDRs in a remote US role. The manager will own outbound pipeline generation, coach prospecting and funnel progression, and enforce high standards for activity, quality, and conversion performance. This role partners closely with Sales, Marketing, and RevOps while presenting pipeline health and strategic insights to senior leadership. Candidates need at least two years of SDR leadership experience, full-cycle quota-carrying sales experience, strong operational discipline, and the ability to travel quarterly to Fleetio headquarters.

## Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

### Job Complexity

4/5EasyHard

### Pace & Pressure

5/5RelaxedFast-paced

### Autonomy Level

4/5GuidedFull ownership

### Communication Load

5/5IndependentCollaborative

AI insightThis is a high-accountability frontline sales leadership role that requires both hands-on coaching and ownership of measurable pipeline outcomes. Success depends on quickly diagnosing funnel issues, leading a sizable SDR team, and communicating credibly with senior stakeholders.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job medianHighly competitive$165,000US market range$140k–$190k0$209k

AI insightNo actual salary or compensation range is disclosed in the posting. Estimated US-market annual total cash compensation for an experienced outbound SDR manager in B2B SaaS is approximately $140,000–$190,000 USD, with a midpoint estimate of $165,000; actual base/variable mix may vary by company and attainment plan.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[Outbound Sales Development](https://jobicy.com/jobs?search_keywords=Outbound%20Sales%20Development.md)[SDR Leadership](https://jobicy.com/jobs?search_keywords=SDR%20Leadership.md)[Pipeline Generation](https://jobicy.com/jobs?search_keywords=Pipeline%20Generation.md)[Sales Coaching](https://jobicy.com/jobs?search_keywords=Sales%20Coaching.md)[Prospecting](https://jobicy.com/jobs?search_keywords=Prospecting.md)[Funnel Optimization](https://jobicy.com/jobs?search_keywords=Funnel%20Optimization.md)[Sales Operations](https://jobicy.com/jobs?search_keywords=Sales%20Operations.md)[Revenue Operations](https://jobicy.com/jobs?search_keywords=Revenue%20Operations.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Executive Communication](https://jobicy.com/jobs?search_keywords=Executive%20Communication.md)

Sample interview questionsHow have you improved outbound pipeline generation across an SDR team?I begin by establishing baseline metrics across activity, connect rates, meetings, qualification, and pipeline conversion. I then identify the largest bottleneck, introduce focused coaching and experiments, and review results weekly so the team can scale what improves qualified pipeline rather than simply increasing activity.

How would you coach an SDR whose meeting volume is strong but whose meetings rarely convert to SQOs?

I would review call recordings, discovery notes, account selection, and AE feedback to determine whether the issue is qualification, messaging, stakeholder alignment, or handoff quality. I would create a targeted coaching plan focused on business pain, authority mapping, qualification criteria, and meeting preparation, then track SQO conversion after each coaching cycle.

What metrics would you present to senior leadership to demonstrate outbound health?

I would present pipeline created, attainment versus target, meeting-to-SQO and SQO-to-pipeline conversion, pipeline coverage, activity quality indicators, rep and segment performance, and leading indicators such as account penetration. I would pair the data with concise insights, identified risks, and a clear action plan.

How do you balance high accountability with SDR development and morale?

I set transparent expectations, use consistent scorecards, and address performance gaps quickly and respectfully. At the same time, I invest in regular coaching, celebrate the right behaviors and improvements, and make development paths visible so accountability feels fair and connected to career growth.

Describe how you would partner with Marketing and RevOps to improve outbound results.

With Marketing, I would align on ICP definitions, campaign messaging, intent signals, and feedback from prospect conversations. With RevOps, I would ensure clean stage definitions, reliable dashboards, routing logic, and conversion analysis so the team can make decisions using trusted data.

A little about us…Fleetio is a modern software platform that helps thousands of organizations worldwide manage their fleet operations. Transportation technology is a hot market, and we’re leading the charge with raving fans and new customers signing up every day. We raised $450M in our Series D funding round in March of 2025 and are on an exciting trajectory as a company. Fleetio is also a proud [founding member of the Rails Foundation](https://rubyonrails.org/foundation)!

More about our team and company:

* Fleetio overview video: [https://www.youtube.com/watch?v=YoXyXTFWbkg](https://www.youtube.com/watch?v=YoXyXTFWbkg)
* Our careers page: [https://www.fleetio.com/careers](https://www.fleetio.com/careers)

Fleetio is seeking a high-impact Outbound Sales Development Manager to lead, coach, and scale a team of outbound SDRs. This leader will be responsible for driving pipeline generation, improving full-funnel stage progression, and instilling a culture of accountability and performance.

This is a hands-on leadership role for someone who thrives in fast-paced environments, understands outbound at a tactical level, and can translate activity into measurable business outcomes.

What You’ll Do

* Lead and scale a team of 8–10 outbound SDRs, driving consistent pipeline generation
* Develop and execute outbound strategy aligned to company growth targets
* Coach SDRs on:
Prospecting fundamentals
* Messaging and objection handling
* Multi-threading and authority mapping
* Stage progression from meeting booked → SQO
* Hold the team accountable to daily activity, quality standards, and conversion metrics
* Diagnose funnel bottlenecks quickly and implement actionable improvement plans
* Partner cross-functionally with Sales, Marketing, and RevOps to optimize performance
* Present team performance, pipeline health, and strategic insights to Senior Leadership
* Build a culture of ownership, resilience, and continuous improvement

### What We’re Looking For

### Leadership & Scaling Experience

* Proven experience scaling teams of 8–10 outbound SDRs
* Demonstrated ability to drive consistent attainment across a team
* High standards for performance and accountability

### Seller DNA

* Prior experience as an SDR or AE preferred
* Deep understanding of outbound selling fundamentals
* Ability to coach from lived experience, not theory

### Coaching & Funnel Expertise

* Exceptional ability to coach outbound prospecting
* Strong understanding of full-funnel stage progression
* Knows how to improve conversion from meeting → SQO → pipeline

### Executive Presence

* Comfortable presenting business results and strategic plans in front of Senior Leadership
* Data-driven storyteller with clear communication skills

### Operator Mindset

* Track record of making sound decisions in fast-paced environments
* Quickly diagnoses issues and builds structured action plans to fix them
* Balances urgency with long-term team development

### What Success Looks Like

* Predictable outbound pipeline generation
* Improved conversion rates across funnel stages
* Strong team morale paired with high accountability
* Clear visibility and trust in reporting and forecasting
* A culture where performance is owned, coached, and elevated consistently

### What You’ll Bring

* 2+ years of sales leadership experience, including leading a team of 6+ SDRs
* 2+ years of full sales cycle experience with proven success in a quota-carrying role in the Mid-Market or Enterprise space
* A track record of operational excellence and development
* Exposure to coaching methodologies and techniques to drive performance & growth
* Desire to build, combined with scrappiness and agility needed to scale an already robust SDR team
* Ability to travel to Fleetio HQ for meetings quarterly
* Level up if you know a thing or two about cars and engines

### Benefits

* Multiple health/dental coverage options (100% coverage for employee, 50% for family)
* Vision insurance
* Incentive stock options
* 401(k) match of 4%
* PTO – 4 weeks (increases at year two!)
* 12 company holidays + 2 floating holidays
* Parental leave – birthing parent (16 weeks paid) non-birthing (4 weeks paid)
* FSA & HSA options
* Short and long term disability (short term 100% paid)
* Community service funds
* Professional development funds
* Wellbeing fund – $150 quarterly
* Business expense stipend – $125 quarterly
* Mac laptop + new hire equipment stipend
* Fully stocked kitchen with tons of drinks & snacks (BHM only)
* Remote working friendly since 2012 #LI-Remote

Fleetio provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment. We celebrate diversity and are committed to creating an inclusive environment for all. All employment is decided on the basis of qualifications, merit and business need.

This application is not intended to and does not create a contract or offer of employment. Employment with Fleetio is at will.

If you have a disability or a special need that requires an accommodation to fill out the online application, please let us know by calling (205) 718-7500.

Show more

[Apply now >](https://jobicy.com/jobs/152718-outbound-sales-development-manager.md)

>  Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md)

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