• Conduct outbound prospecting via email, phone, LinkedIn and other channels to identify and qualify new institutional leads within assigned segments. • Research and prioritize target accounts to support territory planning and pipeline growth. • Respond to and qualify inbound leads, gathering relevant institutional context before scheduling a handoff to the ISR. • Maintain accurate and up-to-date records of all prospect activity, communications, and pipeline status in the CRM. • Schedule discovery calls and product demonstrations on behalf of ISR Representative with qualified prospects. • Prepare the ISR Representative with relevant prospect background, institutional context, and engagement history prior to meetings. • Support the ISR Representative in managing active pipeline by tracking deal stage movement and flagging stalled opportunities. • Partner with Customer Success Managers to identify lapsed or at-risk customers and execute targeted re-engagement outreach. • Track and report activity metrics, including outreach volume, meetings booked, and lead-to-handoff conversion.

• Drive top-of-the-funnel lead generation for account executives. • Manage leads through the sales pipeline by setting appointments, following up on leads, and tracking progress towards sales goals. • Update and manage all sales activities in CRM. • Generate new business pipeline through outbound prospecting, cold calling, and email campaigns. • Establish active communication and engagement with prospects. • Stay up-to-date on market trends, industry developments, and competition.

• Make 150+ outbound calls & send 150+ emails weekly • Qualify leads and set 8+ meetings per month • Partner with Sales & Marketing to refine contact strategy • Use tools like HubSpot or Salesforce to manage outreach • Stay sharp on industry trends & product knowledge

Role Description We’re looking for a strategic and hands-on Sales Development Manager to lead our SDR team. This is a high-impact leadership role focused on driving outbound pipeline generation while aligning closely with our Sales team. You will build and scale outbound programs, develop playbooks that resonate with technical and business audiences, and grow a team that excels at the intersection of data, storytelling, and execution. It’s a rare opportunity to shape how outbound is done at Sanity! You’ll have the autonomy to experiment, the data to guide decisions, and the cross-functional partnership to turn real signals into meaningful conversations with high-intent buyers. If you’re excited by building smart, signal-driven outbound, owning the tools and metrics that matter, and creating an environment where SDRs consistently win, this role gives you real influence and visibility from day one. What you would do: - Drive outbound pipeline generation across target segments, with a strong focus on developers, product teams, and digital experience leaders. - Build and optimize multi-channel outbound strategies (email, phone, social, video, etc.) to identify and engage high-fit prospects. - Partner with Marketing and Product to operationalize signals (free sign-ups, usage metrics, trials) into actionable outbound campaigns. - Design and implement scalable training, playbooks, and KPIs to drive consistent performance. - Collaborate with Sales, RevOps, and Marketing to define ICP, lead scoring, and outbound sequencing. - Own and iterate on SDR tech stack: Salesforce, Outreach, LinkedIn Sales Navigator, Common Room, and more. Qualifications - 3+ years of experience in Sales Development, with at least 1 year in a leadership role at a developer-focused SaaS company or PLG. - Deep expertise in outbound strategy, with the ability to tailor messaging to technical buyers. - Proven track record of scaling SDR teams in high-growth environments. - Understanding of the nuances of product-led funnels and how to activate outbound campaigns off of in-product behavior. Requirements - Experience selling a horizontal platform including personas such as developers, product managers, or digital experience teams. - Background in CMS, content infrastructure, or developer tools. Benefits - A highly-skilled, inspiring, and supportive team. - Positive, flexible, and trust-based work environment that encourages long-term professional and personal growth. - A global, multi-culturally diverse group of colleagues and customers. - Comprehensive health plans and perks. - A healthy work-life balance that accommodates individual and family needs. - Competitive stock options program and location-based salary.