Manager – Sales Development

This is a hybrid role that requires regular, weekly presence in our Chicago or Seattle office.

As our Manager, Sales Development you will be a foundational GTM leader responsible for building and scaling pipeline generation at LogicGate. This isn't a traditional sales management role, we're looking for a GTM architect who can design scalable systems using AI, optimize every stage of the funnel, and lead from the front by maintaining an active prospecting role.

You'll own the full demand generation motion: converting inbound leads and executing targeted outbound campaigns against strategic new logo accounts. Your primary mission is to build repeatable, data-driven plays that generate qualified pipeline and revenue while coaching and training early sales professionals. You'll leverage AI and modern GTM technology to reimagine how SDRs work—using automation, intelligence tools, and conversation analytics to scale impact without scaling headcount.. If you're equally comfortable building Salesforce dashboards and as you are running discovery calls, designing account-based plays as you are coaching objection handling, and analyzing conversion funnels as you are celebrating team wins—this is the role for you.

This is a high-impact, high-visibility role. You'll collaborate directly with Sales, Marketing, and RevOps leadership to define prospecting strategy, establish KPIs, and drive accountability for pipeline quality and revenue outcomes.

What You'll Do:

• Own the Sales Development strategy and execution - Design and implement the full GTM blueprint for inbound conversion and outbound prospecting across target accounts and territories; continuously analyze pipeline metrics (conversion rates, velocity, lead quality) to identify and execute levers for growth
• Reimagine SDR workflows with AI - Stay ahead of the curve on AI-powered prospecting tools, message generation, research automation, and conversation intelligence; continuously experiment with new technologies to scale team impact and productivity
• Lead from the front - Manage day-to-day team activities while maintaining an active prospecting role; model best practices through live calls, email sequences, and account research that demonstrate the craft
• Build and optimize the engine - Act as the critical liaison between Sales and Marketing; define and enforce SLAs for lead response times, MQL-to-SQL qualification criteria, and pipeline hygiene standards
• Drive pipeline infrastructure and AI adoption - Manage and optimize the sales development tech stack (CRM, workflow, intent data tools, conversation intelligence); build and test your own cadences, leverage Gong for call coaching and pattern recognition, and deploy AI tools for account research, lookalike identification, and contact discovery to maximize team efficiency and output
• Coach and develop early-career sales talent - Implement rigorous coaching programs focused on enterprise prospecting, stakeholder mapping, qualification rigor, and executive engagement; mentor SDRs on complex B2B sales skills while creating pathways to senior SDR, team lead, or specialized GTM roles as they grow
• Own the metrics - Set clear, actionable goals and guide the team to achieve outstanding monthly and quarterly results; provide accurate pipeline forecasting and performance analysis to senior leadership, articulating drivers, risks, and mitigation strategies
• Scale the function - Drive recruiting, hiring, and onboarding of high-potential SDR talent; build scalable processes and playbooks that enable consistent execution as the team grows

What Makes You a Great Fit:

Required:

• 6+ years in B2B SaaS sales with a proven track record of quota achievement in a high-velocity environment, including 3+ years directly managing or building SDR/BDR teams
• GTM engineer mindset - Demonstrated success defining, implementing, and optimizing sales processes (qualification frameworks, cadence structures, lead management, account selection) that resulted in measurable pipeline growth
• Technical operator and AI enthusiast - Expert proficiency with Salesforce and hands-on experience building/managing cadences in Outreach or Salesloft; proven ability to use Gong for call coaching and performance analysis; comfortable experimenting with AI tools for research, prospecting, and workflow automation; can derive actionable insights from pipeline data and conversation intelligence
• Player-coach DNA - You lead by example and aren't afraid to roll up your sleeves; you believe the best managers stay connected to the craft and coach through demonstration
• Cross-functional collaborator - Exceptional ability to work with Marketing, Sales Ops, and AE leadership to drive alignment on GTM strategy, campaign execution, and SLAs
• Talent developer - Coaching-centric leadership style with a passion for mentorship and developing early-career professionals into top performers

We get excited about you if you have:

• GRC, Risk, Compliance, or Governance technology experience - Familiarity with selling to Risk, Compliance, Audit, IT, or Legal buyers
• Methodology expertise - Certification or deep experience with established frameworks (MEDDIC, SPICED, Challenger) and implementing them within a coaching program
• Builder credentials - You've launched outbound plays from scratch, implemented new tools/platforms, or created enablement programs that drove measurable results
• AI/automation track record - Examples of using AI tools (ChatGPT, Clay, Claude, generative research tools) to improve prospecting efficiency, message quality, or account intelligence
• Services or solution selling background - Experience beyond pure SaaS, especially in consultative or complex solution environment

The anticipated on-target earnings range for the role is $115,000 - $140,000 per year + equity + benefits. Actual salaries may vary and will be based on factors, such as the candidate's qualifications, skills, competencies, and proficiency for the role. Internal candidates who have current pay within or above the hiring range are still encouraged to apply if interested.

Hybrid Workplace

Our hybrid workplace allows for flexibility aligned to role responsibilities and exceptional customer delivery. Location requirements for this role can be found above.

Total Rewards 

We are proud to offer a variety of competitive, inclusive, and comprehensive total rewards that are designed to support the unique needs of our employees both inside and outside of the workplace.

In addition to offering competitive salary and variable compensation plans, equity options, and flexible health and wellness benefits, we are proud to offer generous PTO, Annual Company Holidays, Health Days, and Summer Fridays.

Employees' growth and development are supported throughout their career journey through informal and formal programs and activities, including access to LinkedIn Learning, regular People Leader training, and our internal Mentorship Program. 

Our Culture

At LogicGate, our culture and employee experience are grounded in our core values of Be as One, Do the Right Thing, Embrace Curiosity, Own It, Empower Customers, and Raise the Bar, which guide how we show up - for each other, our customers, and all we interact with.

We believe that the strongest teams are made up of individuals who bring their different identities, experiences, and perspectives to the table. We are committed to fostering an inclusive work environment where all employees’ differences are celebrated and everyone is encouraged to bring their authentic selves to work.

We encourage everyone to join one of our Employee Resource Groups (AAPI @ LogicGate, Pride at LogicGate, and Women in LogicGate) to participate in and contribute to conversations that foster an inclusive culture.

LogicGate also believes strongly in giving back to the communities in which we live and work. To enable our teams to give back, we offer paid volunteer hours and company-wide charitable activities supporting a variety of organizations and causes.

We are proud to have been recognized as a top workplace by Built In, Crain’s Chicago Business, the Chicago Tribune, and more. Visit our website to learn about our latest recognition.

Learn more about our culture here. 

Excited about LogicGate but not familiar with GRC? 

• GRC stands for Governance, Risk, and Compliance
• GRC professionals help their companies manage uncertainty, act with integrity, and stay on the right side of the law. 
• The GRC market is rapidly expanding with continuous growth opportunities. The current market size was valued at $50.5 billion in 2024 and is projected to reach $104.5 billion by 2031.