Senior Manager, Sales Development

About Scribe Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset that helps people and AI agents do their best work.

We're growing fast, since our founding in 2019, we've grown to 7 million users across 600,000 businesses. Based in San Francisco, we've been named a LinkedIn Top Startup, are valued at over $1 billion, and are backed by leading investors. Join us in our mission to transform how people do work.

📌 About the Role This is Scribe's first dedicated sales development leadership role, and it exists because we're ready to build something, not inherit it. You'll stand up the BDR program from the ground up, evolving us from a predominantly inbound motion to a true outbound and sales-assisted engine. That means writing the playbook, hiring the team, and building the operating system that fuels pipeline at scale. It's a hands-on role for someone who's done this before and wants to do it at a company that's already proven the product works.

🛠️ What You'll Do

• Hire, onboard, and develop a team of BDRs with clear career paths into AE and CS roles, and a track record of actually getting them there

• Coach in the trenches through live call reviews, email breakdowns, and structured 1:1s designed to move conversion rates, not just check boxes

• Build the operating rhythm, including dashboards, CRM hygiene standards, and weekly pipeline reviews, so the team runs with rigor and consistency

• Develop and refine the playbook in partnership with Sales Strategy, from cadences and talk tracks to qualification criteria, for a horizontal product that sells across industries and personas

• Partner with Sales, RevOps, and Marketing to tighten lead routing, improve handoff quality, and close the gaps between pipeline generated and pipeline that closes

• Test fast, operationalize what works, and cut what doesn't, with a bias toward action over analysis

🔍 What We're Looking For

• Has led a BDR or SDR team in SaaS for 2 or more years, with direct accountability for pipeline and team development outcomes

• Has built or significantly rebuilt a sales development motion, not just run an existing one

• Manages by the numbers and inspects what they expect, with the credibility to hold early-career reps to high standards while investing genuinely in their growth

• Gives direct, actionable feedback and has the coaching track record to show for it: promotions, turnarounds, and reps who credit them for their development

• Comfortable selling and coaching across multiple buyer personas and use cases without a narrow playbook to fall back on

• Prior quota-carrying experience as an AE or equivalent is a meaningful plus

✨ Nice to have

• Experience building outbound motion from scratch at a product-led or inbound-first company making the transition

• Familiarity with tools like Outreach, Salesforce, and Gong in a management context

• Background selling a horizontal SaaS product across multiple verticals

🚫 This role is not for you if

• Coaching and developing early-career sellers doesn't energize you, this role is at least as much about people as it is about pipeline

• You want a defined playbook to execute rather than a blank page to fill

• High-performance standards and direct feedback feel uncomfortable to give or receive

📍 Location Hybrid. Based in San Francisco. We work from the office 3 days per week.

💰 Compensation Salary varies by location. All full-time employees receive equity in Scribe. Final offers depend on experience and scope.

🎁 Benefits

• Health, dental, and vision insurance for you and your dependents

• Flexible paid time off and company holidays

• 401(k)

• Paid parental leave

• Daily catered lunch (SF office)

• Commuter benefits

• Home office stipend

At Scribe, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. Scribe is proud to be an Equal Opportunity Employer.