Full-Time

Sales Development Manager

Posted on 7/27/2026

Specright

Specright

51-200 employees

Specification management and supply-chain data platform

No salary listed

Remote in USA

Remote

Category
Sales & Account Management (1)
Required Skills
Data Visualization
Salesforce
Data Analysis

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Requirements
  • At least 2 years of direct Sales Development Representative leadership or management experience.
  • At least 4 years of total experience in a sales-related role, such as Sales Development Representative, Account Executive, Sales Operations, or a similar role.
  • Working knowledge of Salesforce, Outreach, ZoomInfo, and Nooks or equivalent technologies.
  • Demonstrated use of artificial intelligence tools to improve Sales Development Representative productivity, including lead scoring, sequencing, or conversational artificial intelligence.
  • Experience evaluating and piloting new sales technology.
  • Strong communication and coaching skills.
  • Ability to ramp new representatives quickly and build repeatable systems such as playbooks and cadences.
  • Ability to adapt strategy as the business and technology stack evolve.
  • Ability to identify gaps independently and bring solutions.
Responsibilities
  • Hire, train, coach, and manage a global team of Sales Development Representatives across inbound, outbound, enterprise, and strategic segments.
  • Set segment-specific pipeline key performance indicators and build onboarding and ramp programs.
  • Own the Sales Development Representative technology stack and playbooks, including scripts, sequences, and qualification criteria, and continuously refine them.
  • Champion adoption of artificial intelligence and automation tools, measuring their impact on pipeline quality and representative productivity.
  • Develop distinct outbound and inbound strategies by buyer segment from small and medium-sized business through enterprise and strategic accounts.
  • Partner with Sales leadership on territory and account segmentation.
  • Align with Marketing on funnel management, campaigns, and messaging.
  • Partner with Account Executives and Sales leadership on Sales Accepted Opportunity handoff and lead-quality feedback loops.
  • Own Sales Development Representative reporting and dashboards.
  • Use data to identify funnel bottlenecks and drive continuous improvement.
  • Build an accountable team culture rooted in continuous learning and experimentation with new tools and ways of working.
Desired Qualifications
  • Experience supporting or managing Sales Development Representatives across inbound, outbound, enterprise, and strategic motions is strongly preferred.
  • Global or multi-region experience is a plus.

Specright provides a SaaS platform for specification management and supply chain data, centralizing product specs such as ingredients, packaging, and labels. It stores and organizes this data and can integrate it with sales information, delivering dashboards and workflows to support data-driven decisions. Its differentiator is a dedicated focus on specification management and data integration for packaging and manufacturing, with a user-friendly interface that promotes high adoption. The goal is to help businesses optimize costs, improve product quality, and support sustainable, data-driven innovation across the supply chain.

Company Size

51-200

Company Stage

Series B

Total Funding

$42M

Headquarters

Irvine, California

Founded

2014

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Simplify Jobs

Simplify's Take

What believers are saying

  • 312% average annual ROI and four-month payback strengthen enterprise sales conversations.
  • London expansion positions Specright for EMEA compliance-driven demand.
  • Harmonized California, Colorado, and Oregon EPR templates broaden packaging workflow adoption.

What critics are saying

  • PPWR enforcement in August 2026 favors compliant European vendors before Specright scales.
  • Free harmonized EPR templates commoditize Specright's core data model and pricing.
  • AI-generated spec errors destroy trust after one failed regulatory filing.

What makes Specright unique

  • Patented spec-first SDM centralizes packaging, formulas, ingredients, and BOMs.
  • SpecGPT and SpecIDP automate onboarding, search, and specification cleanup.
  • PPWR-ready packaging intelligence embeds compliance directly into specifications.

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Benefits

Remote Work Options

Growth & Insights and Company News

Headcount

6 month growth

1%

1 year growth

-1%

2 year growth

-2%
Business Tabloid
Jul 22nd, 2026
A new AI tool helps brands automate EU packaging compliance declarations in minutes.

Tech fix for EU packaging law scramble. Specright automates compliance reporting ahead of the August deadline. A new AI tool helps brands automate EU packaging compliance declarations... Specright automates compliance reporting ahead of the August deadline. A new AI tool helps brands automate EU packaging compliance declarations in minutes. Europe prepares for strict new packaging laws. The 12 August deadline for EU regulations looms large for global manufacturers. Furthermore, firms must soon prove their packaging meets tough sustainability standards. This requirement covers recyclability and substance restrictions. Consequently, many brands face a logistical nightmare. Most companies currently lack a central system for this data. Information often remains trapped in messy spreadsheets or supplier emails. Specright has now introduced an automated solution to ease this burden. The software uses artificial intelligence to gather information from suppliers. Therefore, it creates compliant reports in minutes rather than months. The tool tracks every item against specific legal articles. Danielle Goad of Specright suggests the firm wants to eliminate last-minute panics. She notes that regulatory hurdles should become a proactive strength for brands. Similarly, Karthik Rajagopal argues that firms must build compliance into daily operations. He believes direct access to data creates defensible audit trails. Finally, the new system officially arrives on 23 July. This launch gives brands time to prepare for the upcoming EU enforcement. (Source: businesswire) Read more on Technological News by heading to the link. Let's Share It

Specright
Mar 19th, 2026
How ai-ready data is powering the future of Sustainable Packaging with Cory Connors.

How ai-ready data is powering the future of Sustainable Packaging with Cory Connors. March 19, 2026 AI Sustainability Sustainable Packaging Live from Spec Summit 2026, in this episode hosts Laura Foti and Matthew Wright sit down with Cory Connors, host of the Sustainable Packaging Podcast and Sustainable Packaging Sales and Marketing leader at Atlantic Packaging. Cory discusses the industry's shift from sustainability ambition to urgent execution, as evolving regulations like EPR and PPWR force companies to rethink how they manage packaging data and compliance. The conversation highlights a growing divide between organizations still relying on fragmented systems and those investing in connected, AI-ready specification data to reduce costs, improve reporting, and scale sustainable innovation. Ultimately, the episode reinforces a clear message: companies that act now - leveraging collaboration, technology, and better data - will lead, while those that delay risk rising costs, inefficiencies, and competitive disadvantage. Beyond Packaging is presented by Specright, the leader in Specification Management. * Laura Foti Laura is the Chief Customer Officer at Specright, where she leads teams across professional services, customer success, and support to ensure customers thrive. She also co-hosts the "Beyond Packaging Podcast," with Matthew Wright, where they discuss industry trends, interview leading innovators, and discuss the history of different types of packaging. Prior to Specright, she led advertising and analytics at GE Digital, GE's Industrial Internet software business. Before that, she was a consultant at Deloitte Digital working in enterprise digital transformation. Laura was named to the Forbes 30 Under 30 list for marketing and advertising and Brand Innovators 40 Under 40 and 100 Women to Watch lists. She graduated from the S.I. Newhouse School of Public Communications at Syracuse University. * Matthew Wright Matthew Wright is the founder & executive chairman of Specright, the first cloud-based platform for Specification Management. Specright has been recognized by Fast Company's prestigious Most Innovative Companies list, named a Gartner Cool Vendor, and as one of the Top Places to Work by the OC Register and Built in LA. Wright is also a published author and his book, "The Evolution of Products and Packaging,"was named to the Amazon Hot New Release List for Industrial Relations Business and has a five star rating. Prior to founding Specright, Wright spent more than 25 years in the packaging industry, holding leadership positions at International Paper, Temple Inland, and rightPAQ - a packaging company he co-founded. He has also been involved in leading multiple M&A deals in the packaging industry, currently sits on the MSU School of Packaging and Industry Advisory Board and previously served on the Packaging Advisory Board at Cal-Poly San Luis Obispo. * Cory Connors Cory has been in this industry for 2.5 decades, and has been focused on sustainable packaging and helping companies be more sustainable with their packaging. Working in a Weyerhaeuser corrugated production facility to pay his way through college helped Cory understand how corrugated is made and how it can be more efficient and sustainable. He's married to an amazing wife and they are so happy to have two wonderful kids. As the host of Sustainable Packaging Podcast, he's learned so much about new sustainable products that are coming out to the market soon and he's seen how urgent this issue of change is for its environment. Get started. With Specright's Solution Suite, you can digitize, centralize, and link your specification data to drive efficiencies, intelligence, traceability, and collaboration within your organization and across your supply chain network. GET A DEMO

Specright
Feb 2nd, 2026
Specright unveils PPWR-ready packaging intelligence embedded directly into packaging specifications at Paris Packaging Week 2026

Specright unveils PPWR-ready packaging intelligence embedded directly into packaging specifications at Paris Packaging Week 2026. Brands can now operationalize EU packaging regulations earlier in the lifecycle by turning packaging specifications into a connected, compliance-ready system of record. February 2, 2026 AI News Specification Management PARIS, FRANCE - February, 2, 2026 - At Paris Packaging Week 2026, Specright, the leading AI platform for specifications, packaging and products, will showcase a new approach to PPWR readiness by embedding regulatory-ready packaging intelligence directly into packaging specifications - enabling brands to move from after-the-fact reporting to proactive, design-stage compliance. As the EU Packaging & Packaging Waste Regulation (PPWR) accelerates toward its August 2026 enforcement timeline, many organizations are struggling with fragmented packaging data, manual reporting processes, and limited visibility into compliance risk. Specright's innovation addresses this challenge by transforming packaging specifications into a governed, connected system of record that supports compliance, sustainability, and operational decision-making at scale. Through standardized, PPWR-aligned packaging templates and direct supplier collaboration, brands can collect accurate packaging data at the source and apply regulatory intelligence across materials, formats, and markets. This intelligence is embedded directly into packaging specifications through Specright's partnership with Lorax EPI, allowing teams to assess recyclability, material composition, and compliance implications earlier in the packaging lifecycle - not just at reporting time. Lorax is a leading provider of packaging Extended Producer Responsibility (EPR) and regulatory compliance solutions, supporting global brands with data-driven insights across EU and international markets. Recognized as a Gartner(R) Report: Cool Vendors(TM) in AI and Data Tools for Packaging EPR Reports, we feel Specright is acknowledged for its innovation in packaging data management and EPR, helping global brands navigate regulatory complexity and sustainability requirements through a specification-first platform. "PPWR is fundamentally changing how packaging decisions are made," said Danielle Goad, Managing Director EMEA at Specright. "What we're unveiling at Paris Packaging Week is a shift from compliance as a reporting exercise to compliance as a design-stage capability. By embedding PPWR-ready intelligence directly into packaging specifications, brands can reduce risk, control costs, and make more sustainable packaging decisions before products ever reach the market." Through customer partnerships, Specright is continuously improving and enhancing platform capabilities, so as regulatory requirements grow, companies can remain agile and ensure data accuracy for reporting. "We chose Specright because we needed something that held all our specs. We were using Excel, and it made it very difficult for our company to find things, do data reports and look at sustainability. Specright helped us with ease with that one source of truth for everything." Senior Director, Package Development, Leading North American Beauty Brand "Specright has helped us facilitate our sustainability goals by giving us the capability to look at things on an article-by-article basis. I can specify any quantity of plastic bottles produced per year and find out what percentage of post-consumer recycled material they contain." Packaging Project Manager, European Wellness & Beauty Brand. This innovation will be presented alongside real-world use cases from global brands managing complex, multi-country packaging portfolios, and builds on Specright's broader mission to help companies digitize and operationalize packaging data across the supply chain. Gartner, Cool Vendors in AI and Data Tools for Packaging EPR Reports, John Blake, 28 October 2025 Gartner and Cool Vendors are trademarks of Gartner, Inc., and/or its affiliates. Gartner does not endorse any company, vendor, product or service depicted in its publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner publications consist of the opinions of Gartner's business and technology insights organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this publication, including any warranties of merchantability or fitness for a particular purpose. About Specright Specright is the leading AI platform for specifications, packaging and products. With the first intelligent Specification Data Management(TM)(SDM) platform and modern Product Lifecycle Management solutions to help companies make amazing, sustainable products faster and more efficiently than ever. Whether it's packaging, raw materials, formulas, products, or machines, Specright helps companies digitize, map, and take action across their supply chain to reduce costs, increase profitability, and drive sustainability. Specright serves customers across industries, including packaging, food and beverage, consumer packaged goods, pharmaceutical, retail, industrials, and more. Recognized as a leader in Specification Management, PLM for F&B, AI, and EPR, Specright was also named to the Deloitte Fast Technology 500 list in 2024, one of Fast Company's Most Innovative Companies for 2023, had three executives honored as Supply & Demand Chain Executive Pros to Know in 2023 and won Food Logistics' 2022 Top Software & Technology Provider award. For more information, visit: www.specright.com. For Media Inquiries: Laura Sams VP, Marketing Get started. With Specright's Solution Suite, you can digitize, centralize, and link your specification data to drive efficiencies, intelligence, traceability, and collaboration within your organization and across your supply chain network. GET A DEMO

Specright
Jan 12th, 2026
The Sustainable Packaging Data Council Expands Its Reporting Templates to Support California and Colorado EPR Requirements

The Sustainable Packaging Data Council expands its reporting templates to support California and Colorado EPR requirements. * danielle goad director, EMEA. EPR Packaging Specification Management Sustainability Sustainable Packaging As sustainability regulations continue to evolve, packaging data has become the foundation of credible compliance, transparency, and impact. To help organizations navigate this complexity, Specright launched the Sustainable Packaging Data Council, a group of industry leaders collaborating to align packaging data requirements across the value chain. What is the Sustainable Packaging Data Council? The Sustainable Packaging Data Council was formed to address a growing challenge facing brands, retailers, and suppliers alike: the lack of clarity and consistency in sustainability and Extended Producer Responsibility (EPR) reporting data. Companies today are under increasing pressure to collect, manage, and report detailed packaging data to meet regulatory requirements in the U.S. and globally. Too often, this effort is slowed by fragmented data requests, unclear ownership of information, and inconsistent definitions across jurisdictions. The Council was created to change that. Its goal is to define, harmonize, and standardize the packaging data required for regulatory compliance and credible sustainability reporting. The Council focuses on what data is truly required for different legislation, how it should be defined, and who should own it, enabling reporting entities to spend less time chasing data and more time driving meaningful sustainability outcomes. The purpose highlight: practical, usable reporting templates. In 2025, the Council delivered its first major output: a standardized template aligned to Oregon's EPR reporting requirements, developed through weekly collaboration among brands, retailers, packaging suppliers, technology providers, sustainability organizations, and academic institutions. This work demonstrated the power of aligning around data and, in return, helped to create a repeatable framework that could be extended as regulations expanded. What's new: expanding beyond Oregon to California and Colorado. Building on that foundation, the Council has now released an updated U.S. EPR Data Requirements reporting template that expands beyond Oregon to include California and Colorado. This expanded template reflects the reality that EPR compliance is no longer a single-state challenge. While each state has unique rules, they also share a significant overlap in the underlying data required to report accurately and defensibly. * Covers California, Colorado, and Oregon EPR requirements in one harmonized framework * Introduces new attributes needed to support California and Colorado * Clearly defines product-level, component-level, and sales-level data attributes, helping organizations understand which data should be managed internally versus collected from suppliers * Includes best practices for scalable, repeatable data collection and clearer guidance on data ownership across the supply chain. By expanding the scope of the template, the Council is helping organizations avoid duplicative efforts and build a single source of truth for packaging data that can support multiple regulatory programs. Looking ahead: the future of the Sustainable Packaging Data Council. The expansion to California and Colorado is not the end of the Council's work; it's simply a milestone. As packaging sustainability enters its next regulatory phase, the Council is evolving to address broader, more complex requirements, including alignment with global regulations such as the EU's Packaging and Packaging Waste Regulation (PPWR). In 2026, the Council will focus on: * PPWR data requirements and reporting readiness * Design-for-recyclability and reuse substantiation * Clear data ownership between brands and suppliers * Harmonization across markets * Scalable, auditable packaging data frameworks Download the updated U.S. EPR Data Requirements Report. The expanded U.S. EPR Data Requirements Report is now available for download and provides a detailed breakdown of required and recommended data attributes for California, Colorado, and Oregon. By aligning on data today, the Sustainable Packaging Data Council is helping organizations prepare not just for current EPR requirements, but for the future of packaging sustainability reporting. Get started. With Specright's Solution Suite, you can digitize, centralize, and link your specification data to drive efficiencies, intelligence, traceability, and collaboration within your organization and across your supply chain network.

Packaging World
Jan 5th, 2026
Specright Accelerates Growth with Global Expansion, New AI-Driven Capabilities, and Expanded Leadership Team

Specright accelerates growth with global expansion, new AI-Driven capabilities, and expanded leadership team. Investments underscore Specright's commitment to empowering companies worldwide to manage and leverage specification data more intelligently and efficiently. Karthik Rajagopal joins Specright as chief product officer. Specright This content was written and submitted by the supplier. It has only been modified to comply with this publication's space and style. Specright, an expert in intelligent Specification Data Management (SDM) and modern Product Lifecycle Management (PLM), today announced a series of strategic investments underscoring its rapid growth and commitment to customer success. The company is expanding globally into the EMEA region, accelerating AI-driven product innovation, and strengthening its leadership team to scale product delivery. These milestones mark the next phase of Specright's growth as demand surges from global brands seeking to leverage artificial intelligence (AI), digitize and standardize specification data and modernize product development to improve collaboration, sustainability, and compliance across complex supply chains. Global Expansion to Support EMEA Customers To better serve its growing international customer base, Specright has established operations and a dedicated team based in London to support the entire EMEA region.The expansion enables Specright to provide hands-on support for global enterprises seeking to unify and standardize their specification data across markets. European-based manufacturers and brands are facing increased complexity as new sustainability and compliance regulations, including Extended Producer Responsibility (EPR) and the Packaging and Packaging Waste Regulation (PPWR), drive the need for accurate, transparent, and traceable product and packaging data. Historically, many companies have relied on fragmented systems, spreadsheets, or supplier portals that make it difficult to meet these evolving requirements efficiently. By digitizing and centralizing specification data in Specright, companies can gain a single source of truth that simplifies regulatory reporting, improves cross-border collaboration, and accelerates innovation while maintaining compliance with local and EU-wide mandates. "Specright has been a game-changer for the Oriflame Packaging Development Team, optimizing our team's day-to-day activities and providing a strong foundation for our PPWR readiness," said Richard Beckett, Sr. Packaging Project Manager Sustainability, Oriflame Cosmetics AB. "We are happy to see them expanding into Europe and sharing the value of a spec-first approach globally." Advancing AI-Driven Innovation Over the past year, Specright has made significant investments to embed AI across its platform, transforming how users create, manage, and analyze specifications. From Intelligent Document Processing (IDP) for automated data onboarding and improved supplier compliance, to SpecGPT for smart data insights and interactions, and Formulate to help R&D teams generate, optimize, and validate formulas, these advancements are empowering customers to move faster and make better decisions. Recently, the 2025 Gartner(R)"Cool Vendors(TM) in AI and Data Tools for Packaging" report recognized Specright for its Completeness of Vision and Ability to Execute. "Our vision is to make Specification Management and Product Lifecycle Management smarter and more proactive," said Mike Boese, CEO of Specright. "By infusing AI into every part of our platform, we're enabling companies to not only digitize their data but also derive continuous value from it - unlocking new levels of quality, sustainability, and speed to market." Product Leadership and Innovation at Scale Joining as Chief Product Officer, Karthik Rajagopal will lead Specright's product strategy and innovation roadmap. Rajagopal brings deep expertise in enterprise software and data management, with a track record of building AI-powered platforms that scale globally. Most recently, he led a 40 person product innovation team at FourKites, serving 500+ global enterprise customers. "I'm excited to join Specright as the company scales its AI-powered platform," said Karthik Rajagopal, Chief Product Officer. "Specright is transforming how companies manage product specifications and lifecycle data. I look forward to accelerating innovation that delivers measurable value for our customers." Specright has also broadened its Customer Services portfolio, adding enhanced programs in Education, Support, Value Engineering, Managed Services, and Customer Success. These initiatives are designed to help existing customers maximize platform adoption, quantify business impact, and build internal expertise in Specification Management best practices. As companies grow and Specright's platform evolves, these services ensure customers can continuously translate new capabilities into tangible business results - turning better data and smarter processes into sustained competitive advantage. Don't miss your weekly dose of packaging intelligence and news with Packaging World's e-newsletter.