[All remote jobs](https://jobicy.com/jobs.md)[![Toptal logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/346ce7fb-221.png)](https://jobicy.com/company/toptal.md)[Toptal](https://jobicy.com/company/toptal.md) # Manager, Sales Development – US-Based AI Summary This role leads and scales an enterprise Sales Development Representative team responsible for outbound prospecting, lead qualification, and pipeline creation. The manager hires, coaches, evaluates, and motivates SDRs while building performance dashboards and improving sales-development processes. The position requires close partnership with enterprise sales, client partners, marketing, and lead-generation teams. A core expectation is deploying AI-powered workflows for research, personalized outreach, sequences, and lead qualification. It is a US-based, full-time remote leadership role for an experienced outbound-sales professional.[Apply for this job](#job-application)[View company](https://jobicy.com/company/toptal.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished8 Nov 2026Apply before8 Dec 2026Listing views42Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. ### About [Toptal](https://jobicy.com/company/toptal.md) Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the [world’s largest fully remote workforce](https://www.toptal.com/remote-work-playbook). We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold. ### Job Summary: As Manager, Enterprise Sales Development you will have the opportunity to lead and scale a world-class sales development team for one of the world’s most disruptive companies. You will be responsible for managing end-to-end sales development operations targeted towards acquiring new enterprise clients. You will lead the success of a high-energy team of Sales Development Representatives (SDRs). You will be collaborating with marketing and lead-generation teams to plan and execute SDR goals, strategy, and tactics to grow the Toptal brand. This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English. ### Responsibilities: The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. As a Manager, you will: * Hire, onboard, train, and manage a team of Sales Development Representatives. * Motivate SDRs to exceed goals through coaching and incentives, and develop and maintain key performance metrics and dashboards that focus on maximizing performance. * Drive AI innovation by identifying automation opportunities, rolling out agent-powered workflows for prospect research and personalized outreach, and coaching the team on adapting these in their daily practices. * Work with Enterprise Sales and Client Partner teams to optimize lead and pipeline creation. * Be in constant communication with team members via Slack. Coach and lead the team as they do the following: * Prospect, educate, qualify, and develop sales-ready leads and opportunities from lead-generation activities and outbound cold-calling into targeted accounts. * Interact with prospects via phone and email to explain Toptal’s vision, identify opportunities, and generate interest. * Disseminate opportunities to appropriate sales reps, educate reps as necessary about the opportunity, and recommend follow-up action items. * Assign, delegate, oversee, and monitor work. * Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans if needed. ### In the first week, expect to: * Onboard and integrate into Toptal. * Learn Toptal’s model, our value proposition, and our story. * Work with cross-functional teams to understand how you can leverage our global team to build client relationships and drive success. * Learn our sales method and selling process. ### In the first month, expect to: * Integrate into your team and Toptal’s processes. * Lead regular 1:1s with each team member. * Join client calls with SDRs to coach them and provide feedback. * Be an active member of the SDR and Enterprise Sales Executive Leadership team, contributing to excellence. ### In the first three months, expect to: * Be an integral leader of the SDR team. * Continue to lead a team that is exceeding monthly and quarterly KPIs. * Prove the success of the SDR function and process by successfully generating leads that generate revenue. ### In the first six months, expect to: * Scale the impact of the SDR function as you optimize the sales development process and build out your team. * Collaborate closely with the Toptal Enterprise teams as we execute strategic initiatives, while exercising discretion and independent judgment. * Be an integral part of the onboarding and promotion of the SDR team you hire and lead. ### In the first year, expect to: * Find incremental improvements to a high-performing team. * Hire and promote many SDRs. * Be a contributing leader to an ever-expanding SDR team. * Continue to collaborate closely with the Toptal Enterprise teams to execute strategic initiatives. ### Qualifications and Job Requirements: * Bachelor’s degree is required. * Minimum of 6 years of experience as a Sales Development Representative or in an outbound sales role is a must. * Minimum of 2 years of leadership experience. * Experience with Salesloft, Salesforce, LinkedIn Sales Navigator, and modern lead-generation tools is a must. * Hands-on experience designing, building, and deploying AI agents to support outbound sales motions (e.g., automated prospect research, personalized outreach messages, sequences, or lead qualification) to improve SDR productivity or pipeline health. * Be a creative, process-oriented person who is skilled at building relationships and composing effective communications. * Have a metrics-oriented mindset with an aptitude for tracking progress, and setting and meeting goals. * Have a talent for writing compelling emails and subject lines for prospecting, directed to a technical and/or senior audience. * Outstanding written and verbal communication skills. * Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. * You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do. ### Essential Job Functions * Regularly and reliably attend scheduled virtual team meetings on camera. * Work independently with minimal supervision. * Use all required digital collaboration tools. * Prioritize and self-manage workflows and deadlines. ### US FLSA Classification: Full-Time/Exempt This position receives a base salary and is also eligible to receive a discretionary bonus. For candidates who meet the qualifications and job requirements listed above, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Applications are accepted on an ongoing basis. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off. ### Compensation ### Additional Information Show more [Apply now >](https://jobicy.com/jobs/159789-manager-sales-development-us-based.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) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## 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 insightThe role combines people leadership, enterprise outbound strategy, KPI accountability, and hands-on AI workflow deployment. Success depends on consistently improving SDR productivity and pipeline results in a fast-moving environment. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$125,000US market range (per year)$105k–$150k0$165k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. Employer compensation is described as base salary plus a discretionary bonus, but no amount is published. The annual cadence is inferred from the US full-time exempt classification and standard professional base-salary conventions. Estimated US annual base-pay market range: $105,000–$150,000, with an estimated midpoint of $125,000; bonus is excluded. ## Core skills Skills and capabilities most closely associated with this opportunity. [Sales development leadership](https://jobicy.com/jobs?search_keywords=Sales%20development%20leadership.md)[Outbound sales](https://jobicy.com/jobs?search_keywords=Outbound%20sales.md)[Enterprise prospecting](https://jobicy.com/jobs?search_keywords=Enterprise%20prospecting.md)[SDR coaching](https://jobicy.com/jobs?search_keywords=SDR%20coaching.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Salesloft](https://jobicy.com/jobs?search_keywords=Salesloft.md)[LinkedIn Sales Navigator](https://jobicy.com/jobs?search_keywords=LinkedIn%20Sales%20Navigator.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Lead qualification](https://jobicy.com/jobs?search_keywords=Lead%20qualification.md)[Performance management](https://jobicy.com/jobs?search_keywords=Performance%20management.md)[Sales analytics](https://jobicy.com/jobs?search_keywords=Sales%20analytics.md)[KPI dashboard development](https://jobicy.com/jobs?search_keywords=KPI%20dashboard%20development.md)[AI sales automation](https://jobicy.com/jobs?search_keywords=AI%20sales%20automation.md)[Personalized outreach](https://jobicy.com/jobs?search_keywords=Personalized%20outreach.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md) Sample interview questionsHow have you improved SDR team performance while maintaining quality of qualified opportunities?I establish a small set of leading and lagging metrics, such as activity quality, meeting conversion, opportunity acceptance, and pipeline contribution. I review these in regular coaching sessions, audit messaging and calls, and use the findings to create focused enablement plans rather than optimizing only for volume. Describe an AI-enabled workflow you would deploy for an enterprise SDR team. I would start with automated account research that synthesizes public company signals, buyer priorities, and relevant use cases into CRM-ready briefs. SDRs would validate the outputs, use approved messaging frameworks for personalization, and track conversion results to refine prompts, guardrails, and sequences. How do you partner with enterprise sales and marketing to improve pipeline creation? I align on target-account definitions, qualification criteria, routing rules, and shared funnel metrics. Regular feedback from account executives on opportunity quality, combined with marketing data on engagement and campaign performance, helps the SDR team prioritize the right accounts and improve messaging. How would you handle an SDR who is consistently active but missing pipeline goals? I would diagnose whether the issue is targeting, messaging, discovery quality, follow-up discipline, or conversion skills by reviewing data and sampled interactions. I would then set a documented improvement plan with specific behavior changes, coaching support, short review intervals, and clear success measures. What is your approach to leading a distributed SDR team? I create a predictable operating rhythm of one-on-ones, team meetings, call coaching, dashboard reviews, and written updates. I set clear ownership and outcomes, ensure decisions are documented, and use asynchronous communication effectively while preserving regular real-time collaboration for coaching and problem solving. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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