• Run effective prospecting cycles alongside a inside sales team to develop relationships and opportunity pipeline. • Leverage and mine your own network to hunt for the opportunity. • Create campaign/channel outreach plan, team structure and execute it develop the pipeline. • Strengthen relationships with new accounts and existing accounts with the goal to expand accounts. • Be updated about cloud, data, AI technologies and it’s use cases within target ICPs and apply consultative and empathetic sales methods drive better results • Drive business in a multi-level enterprise company with a skill set of working with C-Level Executives and IT. • Conducts weekly forecast meetings. • Coach direct reports to proactively move opportunities down the funnel and drive closure. • Reports on sales activity and forecast to senior sales management. • Consistently monitors the sales activity of the team, and tracks the results.

• Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments • Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards • Ensure SDR output consistently translates into high-quality pipeline and closed revenue • Co-own the definition, refinement, and operationalization of Anomali’s ICP • Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps • Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification. • Design and operationalize an AI-first SDR motion to increase productivity and conversion • Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights • Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale • Build and maintain SDR playbooks covering ICP-based segmentation and prioritization • Collaborate on persona-driven messaging and talk tracks • Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions • Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics • Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers • Support partner recruitment, activation, and co-sell motions • Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials • Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message • Implement champion tracking using Boomerang or UserGems • Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI • Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation • Continuously test and refine messaging, sequences, AI workflows, and qualification criteria • Scale what works into repeatable, predictable SDR processes

• Proactive lead generation: You apply our ICP and target potential customers across multiple channels (LinkedIn, email, calls, events, etc.), spark their interest in MAIA and fill our pipeline. • Intelligent qualification: You perform structured lead qualification against clearly defined ICP criteria and leverage prospecting tools, industry knowledge and AI-driven approaches to increase efficiency and personalization. • Communication: You craft persuasive, personalized messages and are not afraid to try new communication approaches to secure meetings for our sales team. • Process design & optimization: You actively shape our top-funnel/outreach sales development process and contribute your own ideas. • Team collaboration: You work closely with the sales and marketing teams to optimize our go-to-market strategy and share valuable market insights. • Data-driven approach: You monitor your KPIs, analyze your results and derive optimization opportunities for your outreach strategies.

Description About the Role As an SDR Manager at NinjaOne, you'll play a key role in driving go-to-market success by leading a high-performing team responsible for consistent pipeline growth month over month. You'll hire, coach, and develop top SDR talent, building a culture rooted in curiosity, accountability, and continuous learning. In this hands-on leadership role, you'll inspire your team to exceed targets, refine outbound strategy, and generate high-quality opportunities that fuel the success of our Account Executives. You'll collaborate closely with sales and marketing leadership to align goals, optimize workflows, and create a world-class sales development engine that supports NinjaOne's continued growth and expansion. Location - Austin, TX (Downtown Austin) - Hybrid, in office on Monday, Tuesday, and Thursday plus additional days as required. What You'll be Doing - Hire, coach, and develop a high-performing team of SDRs. - Build and execute strategies to consistently generate quality demos and pipeline. - Drive skill development in sales tactics, product knowledge, and industry expertise. - Track, analyze, and report weekly activity and results. - Motivate and engage your team through creative incentives and recognition. - Partner with Sales and Marketing to refine campaigns and lead generation. - Oversee SDR-specific promotions and outbound initiatives. - Continuously improve processes, tools, and conversion efficiency. - Other duties as needed About You - 2+ years of experience leading an SDR team, plus at least 1 year as an SDR. - Proven success consistently exceeding quota as both an individual and leader. - Skilled at hiring, coaching, and developing top-performing talent. - Strong grasp of SDR metrics, KPIs, and data-driven performance management. - Exceptional communicator with the ability to influence and build cross-functional alignment. - Highly organized, adaptable, and comfortable managing multiple priorities. - Proficient in Salesforce; experience with Salesloft and other sales tools a plus. - Energetic, motivated, and passionate about growth and team success. - Embody NinjaOne's core values - Curiosity, Integrity, Kindness, Humility, and Innovation - and foster them in your team every day. About Us NinjaOne unifies IT to simplify work for more than 35,000 customers in 140+ countries. The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work. NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years. What You'll Love - We are a collaborative, kind, and curious community. - We honor your flexibility needs with full-time work that is hybrid remote. - We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance. - We help you prepare for your financial future with our 401(k) plan. - We prioritize your work-life balance with our unlimited PTO. - We reward your work with opportunit ies for growth and advancement Additional Information This position is NOT eligible for Visa sponsorship. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment. #LI-MB1 #LI-Hybrid #BI-Hybrid