Job Overview At ICIMS, we believe the right people can transform a business. As our Sales Development team scales, we're looking for a Manager, Sales Development & Enablement to build, lead, and grow the next generation of top-performing SDRs. You'll split your time between two critical functions: directly managing a group of SDRs — owning their day-to-day performance, pipeline quality, and development — and serving as a hands-on coach and resource to the broader SDR organization. You'll also play a key role in shaping the team itself, partnering closely with Talent Acquisition and Sales leadership on recruiting, hiring, and onboarding the SDRs who will drive our next stage of growth. This is a high-visibility role for someone who loves building people as much as building pipeline — someone who can move fluidly between reviewing a call recording, coaching an objection-handling moment, auditing whether an opportunity meets our qualification bar, and sitting in on a candidate interview. About Us ICIMS is a leading enterprise hiring platform that combines the scale and reliability of enterprise software with the transformative power of AI. Thousands of organizations across more than 200 countries and territories trust ICIMS to find and hire the people who shape their future and drive their business forward. Powered by insights from billions of hiring interactions, continuous AI innovation, and a highly extensible platform, ICIMS helps organizations turn talent acquisition into a competitive advantage. For more than 25 years, ICIMS has delivered end-to-end hiring solutions that improve recruiting efficiency, reduce costs and create exceptional candidate experiences. ICIMS helps solve one of the biggest challenges businesses face today: building a workforce that can adapt, scale, and perform in an increasingly competitive and unpredictable talent market. We uniquely do that by combining enterprise-grade hiring technology, AI-powered insights and automation, and connected talent experiences to help organizations improve hiring outcomes while driving measurable impact. Responsibilities Team Leadership & Performance Management: Lead, coach, and develop a team of 2-4 SDRs, fostering high performance, accountability, and career growth. Manage day-to-day team performance through goal setting, 1:1s, pipeline reviews, activity inspection, coaching, and development planning. Use performance data, activity metrics, and conversion trends to identify coaching opportunities and improve team effectiveness. Continuously evaluate and enhance coaching and development approaches to support a growing Sales Development organization. Coaching & Development: Coach SDRs on prospecting, cold calling, messaging, qualification, objection handling, sales technology, and pipeline generation. Leverage call recordings, role plays, performance metrics, and direct observation to identify skill gaps and deliver targeted coaching. Facilitate ongoing enablement programs, including workshops, role plays, coaching sessions, and skill-building activities. Identify organizational capability gaps and build scalable coaching and development programs to improve performance. Onboarding & Enablement: Own and continuously improve the SDR onboarding and ramp program, including training, certifications, reinforcement, and ramp milestones. Deliver engaging instructor-led and virtual onboarding sessions that prepare new SDRs for success. Develop and maintain enablement resources, including playbooks, call guides, messaging frameworks, objection-handling resources, and training materials. Measure onboarding and enablement effectiveness and make data-driven improvements to maximize impact. Cross-Functional Partnership: Partner closely with Sales Development leadership to align coaching, onboarding, and enablement programs with business goals and best practices. Collaborate with Sales, Marketing, Revenue Operations, Product Marketing, and Enablement teams to ensure SDRs have the tools, knowledge, and resources needed to succeed. AI & Sales Technology: Champion the adoption of AI and sales technology to enhance prospecting, personalization, coaching, productivity, and overall SDR effectiveness. Identify innovative ways to leverage AI-driven insights and tools to improve SDR performance and learning outcomes. Qualifications 5+ years of relevant experience in Sales Development, B2B sales, sales enablement, or a related GTM function. 2+ years of direct people management experience, ideally leading SDRs, BDRs, or other early-career sales professionals. Demonstrated experience delivering sales training, coaching, onboarding, or enablement programs. Strong understanding of the SDR function, including outbound prospecting, qualification, pipeline generation, and performance metrics. Strong facilitation, communication, and coaching skills, with the ability to engage both individuals and larger groups. Ability to use performance data to identify skill gaps, prioritize development opportunities, and measure effectiveness. Strong organizational and project management skills to balance direct management responsibilities with broader enablement initiatives. Preferred Prior experience as an SDR/BDR. Experience designing or managing SDR onboarding and ongoing enablement programs. SaaS/B2B technology experience. Familiarity with Salesforce, Outreach, Gong, 6Sense, LinkedIn Sales Navigator, and similar GTM platforms. Experience incorporating AI into sales workflows or enablement programs. HR technology or recruiting technology industry experience. EEO Statement iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS. We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at careers@icims.com. Compensation and Benefits We accept applications for this position on an ongoing basis until the position is filled. Applications will be reviewed as they are received, and qualified candidates may be contacted throughout the posting period. The anticipated base salary range for this position is $90,000 – $110,000. In addition, the estimated on-target earnings (“OTE”), which includes base salary and commissions, is $130,000-$160,000. Actual compensation will depend on various job-related factors, including but not limited to, location, experience, and job qualifications. This range aligns with our commitment to equitable and transparent compensation practices, as required by applicable law. Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure. Learn more here: https://careers.icims.com/benefits Team Leadership & Performance Management: Lead, coach, and develop a team of 2-4 SDRs, fostering high performance, accountability, and career growth. Manage day-to-day team performance through goal setting, 1:1s, pipeline reviews, activity inspection, coaching, and development planning. Use performance data, activity metrics, and conversion trends to identify coaching opportunities and improve team effectiveness. Continuously evaluate and enhance coaching and development approaches to support a growing Sales Development organization. Coaching & Development: Coach SDRs on prospecting, cold calling, messaging, qualification, objection handling, sales technology, and pipeline generation. Leverage call recordings, role plays, performance metrics, and direct observation to identify skill gaps and deliver targeted coaching. Facilitate ongoing enablement programs, including workshops, role plays, coaching sessions, and skill-building activities. Identify organizational capability gaps and build scalable coaching and development programs to improve performance. Onboarding & Enablement: Own and continuously improve the SDR onboarding and ramp program, including training, certifications, reinforcement, and ramp milestones. Deliver engaging instructor-led and virtual onboarding sessions that prepare new SDRs for success. Develop and maintain enablement resources, including playbooks, call guides, messaging frameworks, objection-handling resources, and training materials. Measure onboarding and enablement effectiveness and make data-driven improvements to maximize impact. Cross-Functional Partnership: Partner closely with Sales Development leadership to align coaching, onboarding, and enablement programs with business goals and best practices. Collaborate with Sales, Marketing, Revenue Operations, Product Marketing, and Enablement teams to ensure SDRs have the tools, knowledge, and resources needed to succeed. AI & Sales Technology: Champion the adoption of AI and sales technology to enhance prospecting, personalization, coaching, productivity, and overall SDR effectiveness. Identify innovative ways to leverage AI-driven insights and tools to improve SDR performance and learning outcomes. 5+ years of relevant experience in Sales Development, B2B sales, sales enablement, or a related GTM function. 2+ years of direct people management experience, ideally leading SDRs, BDRs, or other early-career sales professionals. Demonstrated experience delivering sales training, coaching, onboarding, or enablement programs. Strong understanding of the SDR function, including outbound prospecting, qualification, pipeline generation, and performance metrics. Strong facilitation, communication, and coaching skills, with the ability to engage both individuals and larger groups. Ability to use performance data to identify skill gaps, prioritize development opportunities, and measure effectiveness. Strong organizational and project management skills to balance direct management responsibilities with broader enablement initiatives.
