Manager, Sales Development

We offer a flexible working policy that empowers iManage employees to balance work and well-being. We encourage two days per week in-office collaboration, offering opportunities to learn from peers in person, while also providing the flexibility needed for a meaningful work-life balance. 

Being a Sales Development Manager at iManage Means… 

You will lead, mentor, and drive the performance of our team of Outbound Sales Development Representatives (SDRs). Your primary focus will be on developing and executing strategies that enhance outbound pipeline generation through account-based marketing, personalization, multi-channel outreach, and signal triggers. 

This role requires a hands-on leader who thrives on data-driven decision-making, fosters cross-functional collaboration with Marketing and Sales teams, and cultivates an environment of continuous learning and success. You’ll play a crucial role in shaping our outbound motion, ensuring our SDRs are executing effectively, and helping scale the team as we continue our growth. 
 

iM Responsible For… 

Team Leadership & Coaching 

• Leading, managing, and developing a high-performing team of Outbound SDRs. 
• Setting clear performance goals and expectations, providing ongoing feedback and coaching to help the team exceed targets. 
• Fostering a culture of accountability, creativity, and resilience within the SDR team. 

Pipeline Development 

• Overseeing and executing outbound strategies focused on account-based target lists, intent data, and personalization to generate qualified pipeline opportunities. 
• Leveraging advanced tools and technologies (Outreach, Salesforce, LinkedIn Sales Navigator) to enable efficient prospecting and engagement. 
• Partnering with Marketing and Sales to align target accounts, campaigns, content, and signals for coordinated efforts 

Cross-Functional Collaboration 

• Working closely with Marketing and Sales to ensure alignment on campaign strategies, messaging, and target account lists. 
• Partnering with Sales Leadership to prioritize outbound efforts in alignment with business objectives. 
• Sharing insights and feedback from the SDR team with Marketing, Product, Sales, and other stakeholders to refine messaging and go-to-market strategies. 

Data-Driven Decision-Making 

• Tracking, analyzing, and reporting on key metrics, such as outbound activity levels, conversion rates, and pipeline contribution. 
• Using data to identify areas of improvement and implementing actionable strategies to optimize performance. 
• Regularly reviewing performance dashboards and providing insights to key stakeholders. 

Continuous Improvement 

• Staying informed on the latest trends in sales development and pipeline generation techniques to ensure the team is equipped with modern approaches. 
• Collaborating with GTM Enablement and PeopleOps to build a professional development certification program, providing SDRs with a structured path for career growth. 
• Providing ongoing training to SDRs on best practices for prospecting, objection handling, and pipeline qualification. 
• Testing and refining outreach strategies across multiple channels (email, phone, LinkedIn, and more) to improve engagement rates. 

iM Qualified Because I Have… 

• 5+ years of full life cycle sales experience 
• 2+ years managing or coaching an SDR team focused on outbound sales. 
• A proven track record of meeting or exceeding pipeline generation targets. 
• Strong ability to partner with Marketing, Demand Generation, and Sales teams to drive aligned pipeline objectives. 
• Excellent communication and leadership skills, with a knack for inspiring teams and building stakeholder buy-in. 
• Passion for coaching and developing talent in a fast-paced, evolving environment. 
• A data-driven mindset with the ability to make strategic decisions based on insights. 

Bonus Points If I Have... 

• Expertise in account-based marketing, multi-channel engagement, and data-driven outbound prospecting. 
• Experience with legal tech or document management software. 
• Familiarity with signal coordination tools such as Demandbase, 6sense, or similar platforms. 
• Proficiency in Salesforce and sales engagement platforms (e.g., Outreach, SalesLoft, Gong Engage). 

Don't meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn't align perfectly with every qualification we encourage you to apply anyways! 

iM Getting To… 

• Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth and scalability!  
• Take on meaningful, high-impact challenges by leveraging cutting-edge technologies and best-in-class protocols to drive innovation.  
• Own my career path with our internal development framework. Ask us more about this!  
• Expand my skill set and earn certifications with unlimited access to LinkedIn Learning courses and interactive Microsoft courses & training.  
• Be part of a supportive and experienced team within a dynamic, inclusive, and encouraging culture.  
• Enjoy flexible work hours that empower me to balance personal time with professional commitments.  
• Collaborate in a modern, open-plan workspace featuring a gaming area, free snacks and drinks, and regular social events.  

iManage Is Supporting Me By... 

• Creating an inclusive environment where I can help shape the culture not just by fitting in, but by adding to it. 
• Providing a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data. 
• Rewarding me with an annual performance-based bonus. 
• Offering comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%.  
• Granting enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave.  
• Providing me with a flexible time off policy to take the time off that I need. Be it for vacation, volunteering, celebrating holidays, spending time with family, or simply taking time to recharge and reset. 
• Having multiple company wellness days each year to prioritize mental health and well-being.  
• Providing access to RethinkCare, a global behavioral health platform that enhances personal well-being, strengthens professional resilience, and empowers parental success through expert-led training and resources.  

The overall US annual base salary range for this position is $120,000 - $155,000. Individual compensation for each candidate depends on factors such as qualifications, experience, and candidate location. This range does not include additional forms of compensation, such as bonuses, commission, or benefits. Your recruiter will provide further details about the offer range, incentives, and overall compensation during the hiring process. 

iManage is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails using the @imanage.com domain. If you have any concerns or questions about communications you have received, please send them to [email protected] so our team members can review. 

About iManage… 

At iManage, we are dedicated to Making Knowledge Work™. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data. We empower professionals across 65+ countries to unlock the full potential of their business content and communications.  

We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding.  

So we’re looking for people who embrace challenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we turn the impossible into reality, empower our employees to grow, unlock their potential, and create a meaningful impact on everything we do.  

Whoever you are, whatever you do, however you work. Make it mean something at iManage. 

iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.  

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. 

Learn more at: www.imanage.com  

Please see our privacy statement for more information on how we handle your personal data: https://imanage.com/privacy-policy/