Manager, Sales Development, Public Sector

About [Employer]

[Employer] is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $275B in annualized spend flows in and out of 85,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.

The problems are high-stakes, data-dense, and unforgiving.

We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At [Employer], everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.

The median [Employer] customer saves 7.5% and grows revenue 16% in their first year – far in excess of businesses operating without [Employer]. We believe every ambitious company deserves the same.

If you want to build systems that directly shape how companies move and manage billions, [Employer] is the place to do it.

About the Role

You will serve as a front-line manager for [Employer]’s founding Public Sector Sales Development Representative (SDR) team. This team will drive outbound prospecting and pipeline generation within a critical growth segment for [Employer]: Public Sector.

You will build and evolve [Employer]’s Public Sector go-to-market motion from the ground up. Key responsibilities include coaching and developing SDRs, setting team strategy, and partnering closely with Sales, Marketing, Product, and executive leadership to drive pipeline and business outcomes.

As a member of the Sales Leadership team, you will play a critical role in shaping, scaling, and refining [Employer]’s Public Sector growth strategy.

What You'll Do

• Build and scale the Public Sector SDR function, including team structure, playbooks, messaging, and operating processes.
• Foster a high-performing team culture by managing daily activity, quota attainment, and key performance metrics.
• Hire, onboard, and train SDRs on [Employer]’s products, Public Sector positioning, buyer personas, competitive landscape, and sales tools.
• Create and execute career-development and leadership plans for direct reports, including regular 1:1 coaching on time management, objection handling, prospecting strategy, and active listening.
• Coach SDRs through complex, multi-threaded outbound motions, including account research, executive-level messaging, and strategic pipeline generation.
• Define [Employer]’s Public Sector competitive differentiation and develop resources to strengthen objection handling and go-to-market execution.
• Lead cross-functional initiatives with AEs and partners across Product, Sales, and Marketing to achieve company objectives.
• Report on segment performance and forecast pipeline to senior leadership.
• Improve team output and efficiency by continuously optimizing systems, processes, and operating rhythms.
• Represent the Public Sector Sales Development team in cross-functional forums and with leaders across the organization.

What You Need

• At least 2 years of quota-carrying individual-contributor sales experience, with a consistent record of exceeding goals.
• At least 3 years of experience building and leading sales development teams, with a demonstrated record of exceeding team goals.
• Success in fast-paced, results-oriented go-to-market environments (ideally within SaaS) and a history of outperforming quota in outbound sales.
• Experience managing or selling into the Public Sector.
• A passion for hiring and talent development, with a thoughtful approach to team planning and career growth.
• Proficiency with data-analysis tools and familiarity with email and call-automation platforms.
• Ability to use data to inform decisions, build scalable systems, and identify process improvements.
• Strong collaboration, communication, influence, and presentation skills.

Nice-to-Haves

• Experience selling financial-services products in a full-cycle sales role.
• Experience building a Public Sector SDR function from the ground up or scaling a team within a new segment.
• Experience at a high-growth startup.
• Bachelor’s degree from an accredited university.

Benefits available to all full-time [Employer] employees (Global)

• Flexible PTO
• Centralized home-office equipment ordering
• Health and wellness stipend
• Budget for intra-office travel
• Weekly coffee stipend

United States

• 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
• One Medical annual membership
• 401(k), including employer match on contributions made while employed by [Employer]
• Fertility HRA (up to $10,000 per year)
• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
• Pet insurance
• In-office perks: lunch, snacks, drinks, and more
• Relocation expense coverage to NYC or SF (if needed)

Canada

• Group medical, dental, and vision coverage through Sun Life
• Life, AD&D, and disability coverage
• Fertility drug coverage (up to $4,000 lifetime)
• Group Retirement Plan with employer match (RRSP + DPSP)
• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
• Employee Assistance Program and virtual care through Lumino Health

United Kingdom

• Private medical insurance through Freedom Elite
• Virtual GP and at-home care via eMed x Livi
• Workplace pension through Penfold, with salary sacrifice option
• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay

Referral Instructions

If you are being referred for the role, please contact that person to apply on your behalf.

Other notices

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Beware of recruiting scams: [Employer] will only contact you through official @[Employer].com email addresses and will never ask for payment or sensitive personal information during the hiring process.

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