Manager, Sales Development

The Role This is a rare ground-floor opportunity to architect and scale Pearly’s Sales Development function. With exceptional product-market fit but nascent outbound operations, you have a blank canvas to build the data infrastructure, process, team, and tooling that will power Pearly’s next phase of growth. In 12 months, you’ll have expanded from an AE-driven outbound motion to a data-driven, AI-augmented pipeline engine with established metrics, segmented outreach strategies across private practices, groups, and DSOs, a trained and ramping SDR team, and measurable contribution to qualified pipeline and revenue. If you’re energized by building rather than inheriting, and want complete ownership to shape how a high-growth technology company generates demand in the dental market, this is your role. What You’ll Own Outbound Engine & Operations Design and execute the end-to-end outbound motion targeting dental service organizations, group practices, and private practices across the U.S. Build and maintain a clean, enriched prospect database in a market known for sparse, fragmented, and often invalid data. Develop creative sourcing strategies across dental-specific data providers, communities, and enrichment tools. Define ICP segmentation, persona-based messaging, multi-channel sequencing (email, phone, LinkedIn, events), qualification criteria, and handoff workflows to AEs. Establish baseline metrics where none exist: contact rates, conversion rates, cost per qualified opportunity, and capacity forecasting. Tech Stack & AI Integration Select and implement the SDR tooling stack (sequencing, dialing, intent data, enrichment) in concert with Hubspot Leverage AI-native tools from day one (intent, research, personalization, scoring) to build best-in-class scalability and unit economics. Instrument systems to surface proactive insights on channel performance, segment effectiveness, and team productivity. Revenue & Pipeline Own qualified pipeline generation targets across DSO, group, and private practice segments. Design process and accountabilities between SDR and AE teams that enable high conversion rates, clean handoffs, and team productivity. Build proactive outbound motion to accelerate pipeline in coordination with Sales and Marketing (differentiated between DSOs, groups, and private practices). Partner with Marketing to align on target accounts, campaign and experiment coordination, content needs, and feedback loops that improve conversion at every stage. Team & Leadership Be an engaged partner to the CEO and leadership team to shape Pearly’s culture and model our values. Hire, onboard, train, and coach a team of SDRs with clear ramp plans, KPIs, and a performance culture grounded in accountability and development. Drive cross-functional initiatives with Sales, Marketing, Product, and Operations. What You Bring 3-5+ years in sales development with at least 1-2 years in a team lead or manager capacity, ideally having built or significantly scaled an SDR function. Demonstrable track record of generating qualified pipeline in the dental industry or a structurally similar market with a mix of private practices and multi-location groups. Hands-on experience navigating complex data environments, synthesizing and enriching data across fragmented sources. Deep comfort with multi-persona outbound crafting Hands-on experience implementing tools, process, and AI Strong operational instincts: you think in systems, build repeatable processes, and instrument everything for measurement. Experience selecting and implementing SDR tech stacks (sequencing platforms, dialers, CRM workflows, intent/signal tools). Experience building and managing teams of 2-5+ people. Based in Atlanta, GA or Santa Barbara, CA. Remote considered for an exceptional candidate with periodic travel to Atlanta and Santa Barbara. Benefits Competitive salary, equity, and healthcare benefits Meeting-light culture Work with an A+ smart and passionate team Flexible vacation/time-off policy Opportunity to make your mark at an accelerating company with great product-market fit

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