Manager, Sales Development

## Company Description R26\_0011569 Location: Hybrid On-site 1-2 days/week; 200 W. Jackson, Chicago, IL ## Job Description **About this job** The Manager Sales Development will lead NielsenIQ’ s Sales Development Representative (SDR) team within our SMB organization. This player-coach role is accountable for building and converting pipeline by developing a high-performing team, elevating outbound and inbound qualification practices, and partnering closely with Sales, Marketing, and Revenue Operations to drive consistent, high-quality opportunity creation. **Responsibilities** - Lead, coach, and hold accountability for the daily activities and results of a team of Sales Development Representatives (SDRs), ensuring achievement of individual and team performance targets - Serve as a player-coach and mentor on best-practice qualification, multi-channel prospecting, discovery, objection handling, and effective use of sales technology - Monitor reporting and dashboards to assess individual and team performance, identify bottlenecks, and implement improvements that increase conversion rates, pipeline contribution, and lead quality - Develop messaging, playbooks, and enablement materials that support persona-based outreach, consistent talk tracks, and stronger meeting-to-opportunity conversion - Oversee timely response and qualification of inbound inquiries, ensuring appropriate routing and clean handoffs to Sales based on readiness and fit - Support marketing-sponsored virtual and in-person events, including pre-event outreach to drive attendance and post-event follow-up to engage and qualify prospects - Establish and reinforce a daily, weekly, and monthly operating rhythm that maximizes prospecting efficiency (account research, prioritization, pre-call planning, and personalized outreach across key channels) - Track and drive attainment of key activity and outcome metrics (calls, emails, social touches, meetings set, meeting-to-opportunity conversion), and course-correct quickly when performance trends change - Ensure consistent CRM hygiene and SLA adherence by maintaining accurate records of lead status, outreach activity, and disposition in accordance with lead management processes - Partner with aligned Sales stakeholders to ensure lead quality, strengthen handoffs, and nurture high-potential leads through opportunity creation and pipeline progression - Analyze performance by vertical/segment and refine targeting, messaging, and plays to improve conversion and pipeline contribution - Collaborate with Sales, Marketing, and Revenue Operations on campaigns and process improvements that increase pipeline creation and team efficiency - Provide ongoing skills development through call reviews, live coaching, and targeted training that strengthens product knowledge, talk tracks, and career progression for SDRs **A little bit about you** Professionalism, enthusiasm, and strong communication are critical for success in this role. The ideal candidate is an energized, hands-on leader who thrives in a fast-paced environment, enjoys developing people, and builds strong partnerships with Sales and cross-functional stakeholders. ## Qualifications - Bachelor’s degree - 5–8 years of team lead experience in B2B sales development, lead generation, inside sales, or related roles - Strong interpersonal skills with the ability to influence and collaborate across a diverse set of stakeholders - Excellent research and problem-solving skills, including the ability to analyze, compare, evaluate, reconcile and derive actionable insights and next steps - Experience with sales technology and productivity tools such as Microsoft Accelerator, Microsoft Office, Salesforce and/or Microsoft Dynamics, LinkedIn Sales Navigator, ZoomInfo, and the ability to learn new tools quickly - Exceptional ability to actively listen to and effectively communicate with prospects and customers in a variety of mediums - Team player that exhibits a positive attitude, composure unde…